Open workshop

Negotiation skills

Negotiations create value when we understand the relationship, the context, and the opportunities within it. Yet many negotiators come to the table without a clear strategy, without structured preparation, and with an approach driven more by habit than by method.

This course provides a professional, systematic, and modern approach to negotiation, enabling you to achieve stronger outcomes, greater confidence, and more effective relationships in your negotiations.

Purpose

The course gives you a deeper understanding of how context, relationships, and behaviour influence the negotiation. You learn to choose the right strategy for different situations, work methodically with preparation and analysis, and use your own negotiation profile more consciously.

Along the way, you receive concrete tools for the entire process — from the first considerations to final execution — and you train them through realistic scenarios that reflect your daily work.

Target group

The course is designed for procurement professionals, supply chain professionals, sales professionals, Key Account Managers, and anyone working with supplier or customer relationships, contracts, or commercial negotiations with external stakeholders. It is relevant both for experienced negotiators and for those who want to strengthen their methodological approach and create more consistent results.

Outcomes - You will gain:

After the course, you will be stronger throughout the entire negotiation process. You will be able to:

Prepare yourself more structurally and purposefully
Analyse counterparts and relationships with greater precision
Choose and apply the strategy that fits the situation
Create safety and control — even when the negotiation becomes pressured
Communicate clearly and professionally
Conduct negotiations that create real value for your organisation

What does the course include?

The course combines theory, method, and practical training. You will work with:

Negotiation strategies and choice of approach
Analysis of relationship, context, and counterpart
Preparation models and structured planning
Communication, behaviour, and psychological mechanisms
Tactics and counter‑moves
Realistic negotiation scenarios
Personal negotiation profile (DiSC)

Practicalities

The course is delivered over two days as an in‑person training. The price includes materials, DiSC profile, and full catering.

If you have questions about the course, please don't hesitate to get in touch!

Instructor

Søren Vammen, Partner B2B Negotiation

Søren Vammen has more than 25 years of experience with sales and purchasing negotiations in global companies. He has delivered negotiation training in more than 30 countries and is the recipient of the President’s Prize from IFPSM for his contribution to the global Procuremnet profession.

Søren holds a Master’s degree in Strategy and Organisational Behaviour from Copenhagen Business School, is trained in negotiation at Harvard Law School, and is a certified DiSC instructor.

The course gave me new insight into the negotiation process from a different perspective. It was a real eye-opener, especially in relation to negotiations involving long-term relationships.

– Participant, FLSmith (May 2024)

In-Company programmes

B2B Negotiation offers both standard courses and tailored negotiation and relationship management programmes designed to meet specific organisational needs.

Click here to learn more