Two-Day Masterclass: Negotiation Dynamics

Oslo, Norway
25 Sep 2018


Capture the practical knowledge of savvy dealmakers around the world in this two-day Masterclass, drawing on Game Theory and Social Psychology. In many areas of management, issues are fuzzy and consequences of decisions are hard to evaluate. Negotiations, in contrast, have a direct and measurable impact on profits.

While there is no doubt that negotiating skills are valuable, questions are often raised to what extent these skills can be developed through training. Some people, it is said, just seem to have a knack for it. Experience fundamental insights in the structural, tactical and psychological dimensions of negotiations and gain invaluable experience by engaging in a broad range of face-to-face negotiations. Learn to play the negotiating game with greater confidence and superior tactical finesse.

This Masterclass is co-organised with the Norwegian University of Science and Technology. We encourage Masterclass attendees to join the Oslo Innovation Week, with over 50 events organised from September 24th to the 28th. Please see below for more information.

Who should attend?

The Masterclass has been designed for those who already have a concrete business idea and are interested in developing their negotiation skills. It is open to Accelerator Stage 2 and Stage 3 start-ups, as well as Accelerator alumni and Climate-KIC staff.


After the two-day session, participants will be able to:

  • Master price negotiations
  • Structure complex package deals
  • Identify opportunities to create value
  • Avoid arguments
  • Maintain composure under pressure
  • Manage long-term business relations

The Masterclass will be a mix of input presentations, short negotiation sessions, case studies and group work sessions, in which participants are invited to carefully consider their own negotiation style and assumptions.


Participants will receive Confidential Instructions for the negotiations. It is essential that all participants prepare in advance for the negotiations that will take place during Day 1 of the Masterclass, by carefully studying all provided material. The approach of the workshop is to first throw participants into the water and discuss swimming techniques later. That means that participants will be engaging in the first negotiation right at the start of the Masterclass.

Participants should approach these negotiations the same way as they would approach a negotiation in real life. Therefore, apart from the Confidential Instructions for the negotiations, no material is assigned as a pre-read.


Registration for this masterclass is full.

However we encourage you to check out other masterclasses on our events page. Thank you!


Our Partners

Ingemar Dierickx

Ingemar Dierickx holds a PhD (Business Economics) from Harvard University and an MBA from the Harvard Business School. He also holds law degrees from the Harvard Law School (LL.M.) and the Rijksuniversiteit Gent (Lic.Jur.) He was Professor of Negotiation Analysis at INSEAD for nearly twenty-five years and subsequently joined The Moscow School of Management (Skolkovo) until 2010. 

Prior to joining INSEAD, he worked at the Division of Research, Harvard Business School and at the Department of Economics, Harvard University. His research on Negotiation Analysis and into the microeconomic foundations of Strategy has been widely published in scientific journals.  He created INSEAD’s executive program on Negotiation Dynamics and was its Director for fifteen years. 

At INSEAD, he received the award for Outstanding Teacher in the Elective Courses four times, as well as a special Lifetime Achievement Award for teaching excellence.  With Professor Luis Almeida Costa, he has developed Negotiation Dynamics – The Game, a state-of-the-art simulation that tracks repeated negotiations within ongoing business relationships.

Ingemar Dierickx is a senior partner of D&AC – Negotiation Advisors, a company that offers a wide range of negotiation support services.  For nearly three decades, he has advised clients in a broad range of industries.

As a negotiator, he has represented the interests of high net worth individuals, entrepreneurs and corporate clients.  As a trainer and coach, he has run hundreds of highly successful negotiation workshops around the world.

Oslo Innovation Week

Oslo Innovation Week brings forward new voices and innovation in action. We believe in not only talking about change, but changing the world we live in. We bring together speakers, experts, entrepreneurs, investors, startups and innovators from around the globe, and challenge them to solve problems, collaborate and drive sustainable change.

Oslo Innovation Week highlights solutions that solve real global challenges through entrepreneurship, technology and innovation to push the world forward towards sustainable change. Through international collaboration between startups, corporates, entrepreneurs, intrapreneurs, investors and tech experts, can we voice bold solutions that will bring the world forward. New influencers are vital to finding new solutions and we are creating a meeting place where these solutions can start to take form. Our future relies on the bridging of differences, interdisciplinary collaboration, innovation in action, and each of us stepping up together to find solutions now!

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