About this training
- Amount of seats
- € 1.995,00 excl. vat
- Membership price
- € 1.695,00 excl. vat
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.
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.).
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.
This course is given in English.
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.