Mastering the art of negotiation

GENERAL INFORMATION

You negotiate on a daily basis, although you may not always be aware of it. Every day, at home and at work, you collaborate, find solutions, solve problems, or deal with differences of opinion or even conflicts.

This masterclass by Geurt Jan de Heus, based on his book “mastering the art of negotiation”, focuses on seven basic principles for you to take ownership of the process of negotiation. It builds on the foundational theory of Getting to Yes. It provides insight into your personal pitfalls and allows you to handle increasing complexity in negotiations in a more conscious and resilient manner. A lot has already been said and written on the topic of negotiation, as well as the psychological components, collaboration, project leadership, and so on. This masterclass combines these elements and brings them together to address various challenges and reconcile them with consciousness, resilience, creativity, and strength.

Due to the intensity of the program, we can only admit a limited number of participants.

SPEAKER

Geurt Jan de Heus

Onderhandelen en beinvloeding @RoutsLaeven, Driebergen

PROGRAM

21-05-2026

12:30 | 13:00

Walk-in, coffee & tea

13:00 | 14:45

PART I

by Geurt Jan de Heus

• Overview of the dilemmas that always play a role in managing negotiation dynamics in a complex business environment, and how these relate to your own situation.

• Seven guiding principles for mastering a negotiation process, applicable to preparing, managing, and learning from negotiations (including a short role play and reflection on your own practice).

• Insights in how to manage the process, the content, and the relational dynamics — and how to remain strong and agile at the negotiation table

14:45 | 15:00

BREAK & snack

15:00 | 16:30

PART II

• Deepening the practice: translating the principles into your own context. How to deal with specific negotiation challenges in start-up environments, such as finances, valorisation, IP, difficult stakeholders — and yourself.

• Wrapping up: you will create a personal list of learnings and practical actions to improve your negotiation approach.

16:30 | 17:00

Informal drinks & closing

Seats2meet.com Utrecht CS, Connect Offices R1 Hoog Catharijne Boven, Vredenburgpassage, Utrecht, Netherlands

Directions

REGISTRATION

Due to limited participation, selection will be made in advance.
Please send your motivation to our event coordinator, m.a.b.snippers@utwente.nl, including your name, email address, organization, and whether/which TTT you are active in.