Cursus Onderhandelen in Utrecht

At the negotiating table it is all about interests, timing and persuasiveness. In this course you work on your own style, sharpen your questioning techniques and get more out of every conversation. With a win-win result as the goal.

Read the full description of the Negotiating course

All dates in Utrecht

None of the dates suitable? In-company takes place on a day of your choosing, and the course also runs in other cities.

Where in Utrecht

Who you'll be taught by in Utrecht

• Mieke Trainer in conversation techniques and train-the-trainer Rating 8,8 out of 386 evaluations
• Rob Trainer in communication and leadership Score 8,6 from 346 evaluations
• Elzo Communication and conflict management trainer Cijfer 8,9 uit 104 evaluaties
• Garbrand Trainer in communication skills and leadership Rating 7,8 out of 84 evaluations

What participants thought

• “A good course tailored to your situation, needs, questions and so on. The trainer thinks along with you and after the course you walk out with a great deal of energy, tips and tricks, and you want to put everything into practice straight away.”

  K. Bokhorst, Witter B.V. - Negotiation

• "The content of the course was 'tailor-made', so very useful and practical. The trainer had a good approach and the quality of the course material was very good. The exercises were very practically oriented and personalised for each participant. In short: EXCELLENT TRAINING."

  K. Stancova, Alpha Trains Belgium N.V.- Negotiation

• “The course ties in well with practice.”

  P. van Vugt, Smithers Oasis N.V. - Negotiation

• "Interesting course that I will benefit from for the rest of my career. The trainer is very knowledgeable and presents the information in an enjoyable way!"

  L. Snaphaan, Gira Giersiepen GmbH - Negotiation

Frequently asked questions

Who is the Negotiation course suitable for and is prior knowledge required?

The Negotiation course is suitable for anyone who regularly finds themselves in negotiating situations and wants to get more out of them, and for participants who want to be more assertive at the negotiating table. No prior knowledge is required. In the classroom course, participants' own practical situations form the starting point, so you work directly on your own cases.

Which topics and negotiation techniques are covered during the Negotiating course?

During the classroom Negotiating course you learn the phases of the negotiation, how to prepare, strategic negotiating and how to look for win-win situations. You practise questioning techniques, active listening, summarising and persuasive argumentation. You also discover different negotiating styles, learn to assess the balance of power and deal with dirty tricks. All practised using real-world examples.

What is the delivery format of the Negotiating course and do you receive a certificate?

The Negotiation course is taught in a classroom setting in, with an experienced trainer and a small group of participants. You work extensively with practical exercises, role plays and situations from your own job. An intake takes place beforehand to clarify your learning objectives. Afterwards you receive a certificate of participation and the accompanying course material.

Can the Negotiating course also be taken in-company or used as a tailor-made course within your organisation?

Yes, the Negotiating course can also be taken in-company and is set up as a tailored course as standard. Before the course, an intake takes place in which your learning objectives and concrete practical situations are identified. On that basis the trainer puts together the final programme, so that negotiating cases from your own work take centre stage. for classroom participation.

What is the difference between negotiating and debating or persuading?

Negotiating is about jointly seeking an agreement in which both parties see their interests reflected, whereas discussing or persuading is mainly aimed at being proved right. In negotiating you exchange interests, conditions and arguments in order to reach a win-win situation. In the Negotiating course (classroom-based) you learn to apply this approach using questioning techniques, active listening and strategic preparation.

How do I know which negotiating style suits me, and can I discover this during the course?

During the Negotiating course at Learnit you gain insight into different negotiating styles and discover through exercises which techniques best suit your personal approach. You work on self-insight: how do you behave at the negotiating table, when are you too accommodating and when are you too hard? By practising with realistic real-world situations you notice what does and doesn't work for your style. Prior to the course there is an individual intake, in which your learning objectives are identified. That is a difference with general negotiation books or e-learning: you receive direct feedback on your actual behaviour from an experienced trainer and fellow participants. The course is taught in a classroom setting.

Does what I learn in the Negotiation course also work in a hybrid or online negotiation, or is it mainly aimed at conversations around the table?

The techniques from the Negotiating course work in both settings, but the emphasis in the exercises is on face-to-face situations. Skills such as active listening, asking follow-up questions, summarising and assessing the motives of the person you are talking to are universal and also apply in a video call or an email exchange. There are differences in emphasis, though: in an online negotiation non-verbal signals are partly lost, silences feel more uncomfortable and thorough preparation is even more important. During the course you practise in a classroom setting with real-life situations that you bring in yourself. These may also be hybrid or digital negotiations. The course For those who mainly negotiate digitally, an additional tailor-made in-company variant can be arranged.

What do I get in this Negotiation course that I can't get from a book or a YouTube video?

A book or video explains theory, but you don't practise against real resistance. In this classroom course you negotiate live with other participants and an experienced trainer who gives feedback on the spot about your behaviour, your tone and your questioning techniques. Three things self-study does not offer: you discover your own negotiating style through exercises, you get immediate reflection on your pitfalls (for example giving in too quickly or, conversely, getting stuck on your position), and you practise with dirty tricks that you can only read about in a book. Beforehand there is an intake in which your learning objectives are mapped out, so that the practical situations you practise match your own work. You go home with behaviour you have tried out, not just with knowledge you have read.