Applying Game Theory in Negotiations

How to apply Game Theory in negotiations and get maximum value for the business.

In this Training you will learn the following

Game Theory is the next level of sourcing and negotiations. Learn why the application of Game Theory can yield much better negotiation outcomes compared to traditional negotiations, on a Total Cost of Ownership (TCO) basis
Gain insight in how Game Theoretic elements – awarded with several Nobel prizes – manifest themselves within procurement and understand how they put procurement into the driver’s seat
Experience, through experiments and case studies, the main elements that influence and enhance bargaining power, and learn how to recognise and utilize these elements
Gain insights into auction methods and when and how to best use them
You learn how to create a rule-based sourcing process through a number of real-life case studies


What is the workshop Applying Game Theory in Negotiations?

Applying Game Theory in Negotiations is an intensive 2-day workshop in which you learn how rule-based negotiations can yield much better negotiation results than traditional negotiations. 

This is a methodology with a proven track record in leading industries, such as e.g. Automotive, Banking and Telecommunications, delivering double digit TCO improvements compared to traditional negotiations. 

Through a series of negotiation games and extensive case studies you will learn the main elements that influence bargaining power and how to use those to your advantage and how setting structured rules in complex negotiation settings allows for effective negotiations.   

Understanding of the Game Theoretic fields of Bargaining Theory, Auction Theory and Mechanism Design – awarded with several Nobel prizes – are shown to be the underlying foundation of successful negotiations.

What do I learn during the workshop Applying Game Theory in Negotiations?

Theory and application of Game Theory in Negotiations (including Bargaining Theory, Auction Theory and Mechanism Design), optimal awarding and negotiation processes in Procurement, negotiation levers in bilateral and multilateral negotiations, preparation and execution of rule-based negotiations, through experiments and real-life cases.

For whom is the workshop Applying Game Theory in Negotiations?

Relevant for both public and private procurement sectors. On request the workshop can be tailored to a specific sector (e.g. public procurement or financial services) via examples and case studies from the specific industry. 

Target audience: middle and higher management in procurement organizations. People involved with strategic procurement (e.g. Commodity managers, strategic buyers, procurement managers/directors, etc.).

TWS Partners

For this workshop Nevi works together with TWS Partners, market leader for game theory in Procurement. 

  • Recognized market and innovation leader in applied game theory and market design for businesses
  • Founded in 2001 by game theory specialists from industry and research
  • Over 70 consultants specializing in game theory and Industrial Economics
  • Over 2,200 successfully accompanied transaction projects, with a sustainable implementation of the methodology in the organizations
  • Negotiated Procurement volumes of more than 250 billion euros
  • Whitepaper Game Theory: in Dutch, in English 

Practical Information


Download the price list of all Nevi training courses.


The different topics are explained and made accessible via both content and various (negotiation) exercises and case studies. The case studies in the workshop are real-life settings in which game theory has been applied. Participants in the training are challenged to first “solve” these case studies themselves, before we discuss real-life results. 

No study prior to the workshop is required.  


2 full consecutive days

NEVI basic

€ 1.995,00
excl. vat
(Niet ledenprijs) - NEVI BASIC is gratis en geeft toegang
 tot ons netwerk

NEVI pro

€ 1.695,00
excl. vat
(Ledenprijs) - NEVI PRO kost €235,00 p/j (incl. Vakblad DEAL!) en geeft toegang tot ons netwerk en kortingen op onze producten.

NEVI incompany

On request
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