Course programme
The Negotiation Skills in the Technical Sector training course is a one-day training course. The structure of a negotiation consists of three phases: preparation, process and closure. During the preparation phase, it is essential to define your objectives clearly, understand who your negotiation partners are and consider possible alternatives. During the negotiation process itself, it is important to apply communication techniques that increase influence and persuasiveness.
This can be supported by psychological principles, such as Cialdini’s principles of influence, which are often applied in technical and project environments to steer the negotiation process.
In addition, practical tools can help you manage the negotiation process more effectively. These include the if-then principle, concessions, bottom lines and buffers, all of which help you maintain control and optimise the outcome. Dealing with dominant negotiation partners and negotiation pressure is another important skill. This requires flexibility and the ability to remain calm, even when pressure increases.
Finally, it is essential to evaluate your own negotiation style and receive feedback, so that you can continue to improve and adapt your approach to different situations and negotiation partners.
In this training course, you deepen your negotiation skills through a strategic and professional approach. You learn how to analyse both the content and the underlying interests effectively, and you gain insight into the different phases of the negotiation process. Using practice-based examples, you work on strengthening your negotiation position, enabling you to steer successfully towards both results and relationships.
Programme
- Review of the basic principles of strategic negotiation
- Tactical negotiation techniques for technical discussions
- Analysing interests and determining your negotiation position
- Dealing with pressure, power and dominant negotiation partners
- Using concessions effectively and identifying negotiation room
- Practising complex negotiation situations and realistic cases
Learning objectives
During the course, you deepen your skills using practice-based examples. We focus on the following pillars:
- Strategy and positioning: Review the basic principles of strategic negotiation, analyse interests and determine a strong negotiation position in advance.
- Tactical techniques: Apply effective communication techniques for technical discussions, including working with buffers and concessions.
- Dealing with resistance: Gain practical tools for dealing effectively and calmly with time pressure, power plays and dominant negotiation partners.
- Self-reflection: Evaluate your own natural negotiation style, receive constructive feedback and identify your personal areas for improvement.
Target audience
Who is this training course for?
This training course has been developed specifically for experienced engineers, project leads, technical consultants and other professionals who are already regularly involved in negotiations. You already understand the basics, but are looking for greater depth and a structured approach to negotiating technical, commercial or strategic agreements.
Examples of roles include:
- Experienced engineers who negotiate technical and commercial agreements
- Project leads who deal with internal and external stakeholders
- Technical consultants involved in negotiating project conditions and delivery agreements
- Other professionals in technical roles who negotiate strategic matters within their field
The fee and duration of the course
Practical information
The Negotiation Skills training course lasts one day. The fee is €567 per person, excluding VAT.
Course materials and a certificate of participation are included.
Course dates
Time
- hrs
Location
Rotterdam
Trainers
Language
Dutch
Locations
ATEX training courses
Technical Modules
Daniel van der Ham | 19-04-2027
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The benefits
Why choose Dosign Academy?
Negotiating about a complex technical project is fundamentally different from a quick sales pitch. It requires technical depth and the ability to maintain the working relationship. That is why you need a negotiation course that understands the dynamics of the technical sector.
Personal advice and guidance
We look at the specific situations in which you need to negotiate. Whether you are negotiating delivery times with suppliers or internally negotiating project budgets, we align the theory and feedback with your day-to-day practice.
Experienced trainers from industry
Our trainers have extensive experience in the B2B and technical sectors. They understand the tactics used by buyers and know how to deal professionally with negotiation pressure, without putting the relationship with the other party at risk.
Practice-based approach
We provide directly applicable tools, such as the if-then principle, and teach you how to work with concessions, bottom lines and buffers. Through realistic cases and role plays, you practise complex situations so that you remain in control.
Start your negotiation course today
The importance of strong negotiation techniques in the technical sector
In the technical sector, interests are often under pressure. Margins are tight, delivery times are short and technical specifications sometimes leave little room for compromise. If you give in under pressure from a dominant negotiation partner, it can immediately cost the project time or money.
By applying targeted negotiation techniques, you remain in control, even when pressure increases. You learn to stay flexible and calm and to uncover the other party’s real interests. This leads to better agreements, win-win situations and projects that are completed with greater return.
Would you like to enter negotiations with more strategic insight and confidence, and get the maximum value from your agreements? Register for the Negotiation Skills in the Technical Sector training course at Dosign Academy. Gain control over the process and steer successfully towards both results and relationships.
