Negotiation techniques

Focus on negotiating skills, the personal dimension of negotiations, relational analysis and tools.

Target group

Module 1 is for people who on a daily basis negotiate with external customers and suppliers or colleagues in their own organization.

Purpose / benefit

The participants will be trained in a systematic approach to negotiations, the focus will be on interaction between working with a set of analysis tools and training through a number of exercises. On the course a number of practical models and tools will be reviewed and used to improve, implement and evaluate negotiations. The goal is to identify the participant's negotiation skills and the awareness of their own approach to negotiations. Specifically, you will strengthen your skills as a negotiator in these areas:

  • Analyzing the relation between you and your counterparts company
  • Establishing an overall negotiation strategy based on this analysis
  • Choosing the relevant practical and usable tactics and techniques depending on the situation of the negotiation, which e.g. includes:
  • Finding the right balance between the correct result and the required relation to the counterpart, that means optimizing your priorities and your movements/concessions in the negotiation
  • Preparing your negotiation systematically through templates and other tools
  • Reflecting after the negotiation with the purpose of maintaining
  • learning points and experiences to ensure continuous improvement

Content of the course

A detailed knowledge of the relations between your own company and the suppliers/stakeholders and other interested parties, including a mutual segmentation regarding this relation

  • Analysis and management of the relation between them and us
  • The ABC of negotiation – do's and dont's
  • The importance of coordinating strategies all the way from the corporate strategy, sourcing strategy, category- and supplier strategy to selecting the negotiating strategy and the negotiators choice of how to negotiate
  • Negotiation phases:
  • 1. Preparation – crucial for a good result
  • 2. Implementation – requires prioritizing and overview
  • 3. Evaluation and learning – the only guarantee for continuous improvements and further development
  • Conscious communication and interview techniques
  • Group negotiations – role play and allocation of responsibilities
  • Reflection and a plan for future development

Teaching method

The course is based on strong involvement by the participants. All the participants will take part in a large number of exercises both as negotiator and observer.
During the course there will be and constant change between exercises, feedback and theory/input.

Training instructor

Søren Vammen, CEO, DILF and Kairos Commodities
Søren has more than 20 years of experience in supply management and has been involved in several European companies supply management practice. Søren is an external examiner at Copenhagen Business School – Marketing and Purchasing – and also at MBA in Business Strategy.

Lars Bjerregaard Mikkelsen, Ass. Professor, Aarhus Universitet, Konsulent, [Nokomoditi]
Uddannelse: M.Sc. Econ., Exec. MBA., Ph.D.


September 18th - 19th 2019, Comwell Middelfart

From 9am day 1 to 4pm day 2.
Accomodation is included in the conference fee

Comwell Middelfart
Karensmindevej 3
5500 Middelfart


Member of DILF DKK 12,500,-

Not-member of DILF DKK 13,900,-

Invoice and confirmation are sent after you registration is received.


Register here


For cancellations received in writing no later than 14 days before the event the fee with a deduction of 10% for administration charges can be refunded. Cancelations received in writing later than 14 days before the event will not be refunded. Substitution is allowed at no extra charge and the invoice will be corrected according to new participants’ membership status. Please inform DILF of any substitutions.