NC300: Professional Negotiation in IT NEW

Agenda:

• Know and understand the fundamental dynamics
  • Fundamental dynamics of professional negotiation
    • The Negotiator’s Dilemma: understanding and navigating cooperation vs. competition
    • Value creation and value claiming in the negotiation process
    • Typical mistakes in IT negotiations and their causes
  • Negotiation performance assessment & benchmarking
    • Individual baseline assessment
    • Benchmarking against hundreds of B2B negotiators
    • Deriving personal development areas
  • Negotiation simulations #1, #2 & #3 (Program on Negotiation, Harvard Law School / nachnordosten GmbH)
    • Three simulations for activation and experience-based introduction to the fundamental dynamics
    • Structured debriefing after each simulation
      
      
• Complex deals, team negotiation and value techniques
  • Professional negotiation preparation
    • Offer strategies
    • Questioning techniques
    • Systematic preparation using the negotiation map
    • BATNA development: realistically assess and strengthen your own negotiation power
    • Anchoring: set and anchor first offers effectively
  • FBI team negotiations
    • Roles in the negotiation team: Commander, Negotiator, Decision Maker
    • Commander protocol
  • Techniques of value creation and value claiming
    • Fairness frames: why perceptions of fairness cause deals to fail – and how to manage them
    • Value creation through packaging: negotiating more than just price
    • Value claiming: concession management and strategic yielding
  • Negotiation simulations #4 & #5 (DRRC Kellogg School of Management / nachnordosten GmbH)
    • Two demanding scenarios, partly developed in collaboration with the Dispute Resolution Research Center (DRRC) at the Kellogg School of Management
    • Structured debriefing with feedback
      
      
• Deal design, complexity and transfer
  • Deal design
    • Structuring complex negotiation packages beyond price
    • Creative contract design for mutual value creation
    • Multi-issue negotiations: identify and leverage priorities
  • Stakeholder management & negotiation center
    • Negotiating with multiple parties: procurement, IT management, finance, external providers
    • Understanding the negotiation center as a steering instrument for complex negotiation processes
    • Internal coalitions and external influence
  • IT case: negotiation simulation #6 (nachnordosten GmbH – Real Case Work)
    • Final simulation based on a real IT procurement scenario
    • Full team negotiation with preparation, execution, and outcome analysis
  • Outlook and transfer
    • Personal development plan: the three most important levers for your own negotiation practice
    • Further resources and deepening options
    • Feedback round

Objectives:

• Understand the fundamental dynamics of negotiation and navigate the Negotiator’s Dilemma with confidence
• Know your own negotiation performance and develop it systematically
• Apply core concepts (BATNA, ZOPA, anchoring) with confidence
• Recognize fairness frames and use them strategically
• Conduct complex IT negotiations as a team using the FBI model
• Design deals beyond price and create value for both sides
• Transfer insights from 6 demanding simulations directly to your own B2B practice

Target audience:

This training NC300 Professional Negotiation in IT is aimed at anyone involved in significant procurement or sales decisions in the IT industry – regardless of prior negotiation experience:

• Procurement (strategic procurement, IT procurement, Procurement Manager)
• Sales (Account Manager, Pre-Sales, Solution Consultants)
• Specialist departments (Controlling, Finance, Project Management)
• IT management (CIO, CISO, SAP™ Manager, IT project leads)

Prerequisites:

No specific prior negotiation knowledge is required to participate in the NC300 Professional Negotiation in IT training; only openness to an intensive learning experience and constructive feedback is expected.

Description:

Those who negotiate in IT procurement, sales, or project management often deal with multi-million budgets – yet systematic negotiation training is frequently lacking. In the three-day intensive training NC300 Professional Negotiation in IT, you develop your negotiation skills in a targeted manner: practical, scientifically grounded, and consistently tailored to the specifics of IT negotiations. The training NC300 Professional Negotiation in IT is suitable for beginners as well as experienced negotiators.

IT negotiations are among the most demanding B2B negotiations. Technical opacity, complex licensing and pricing models, long contract terms, and dependencies on a small number of providers quickly lead to power asymmetries – often to the detriment of procurement and internal decision-makers. At the same time, many providers’ sales teams are professionally trained. In this training NC300 Professional Negotiation in IT, you learn to recognize these dynamics, strengthen your position, and achieve better outcomes.

The training NC300 Professional Negotiation in IT is a cooperation between qSkills™™ and nachnordosten GmbH, a provider specialized in scientifically grounded B2B negotiation training. It combines qSkills™™’ industry proximity and training expertise in IT with the action-learning approach of nachnordosten GmbH. The focus is on active learning: six demanding negotiation simulations form the core of the program – including scenarios from the Program on Negotiation (PON) at Harvard Law School as well as simulations developed in collaboration with the Dispute Resolution Research Center (DRRC) at the Kellogg School of Management.

You experience negotiation situations in a realistic manner, receive structured feedback, and transfer the insights directly into your day-to-day work. Beginners build a robust foundation and gain confidence in approach and impact. Experienced negotiators sharpen their profile through benchmarking and debriefings, uncover blind spots, and improve their performance.