Business Negotiations – includes Game Theory and Auctions

No public date is currently scheduled for this course. We can provide a tailored course at a time and date that suits you. If interested please contact us.

Duration: 2 days


A keen desire to use Game Theory in the context of Business negotiations.

Complete Pre-Course Material: will be provided to you once you have enrolled.

Price: 1,960 CHF

Increase the value you bring to your organisation. 

Drive greater personal  adoption and success in your organization.

in PERson Training

A personalised and supported experience.

Small group sizes and expert trainers who facilitate inspiring, interactive and fun classes.

Join our Business Negotiations Course

Negotiations happen all the time between different rational parties in a multitude of scenarios and disciplines. Negotiating well in a business context is a worthwhile skill to acquire.

The various players in a negotiation often begin the process through the lens of what they want to get out of it for themselves, but a more successful approach to negotiations is to begin by considering the motivation of the other side, their view point and not simply what is demanded, before analysing the desired outcomes for your own side. A successful outcome involves benefiting your business whilst making sure that your opponent also gets something from the negotiation. By analysing your opponent’s motivation, possible barriers to a successful outcome in the negotiation process can be anticipated and overcome.

To get the best out of negotiations, a strategy is required and here is where Game Theory can be useful in negotiations. After all, negotiation has been likened to a game, albeit a difficult and complex one.

Game Theory uses various mathematical models to study and explain the choices of strategy between intelligent, rational decision makers: will they choose between conflict or co-operation? It provides insights into the motivations of the parties involved.

By analysing the strategic choices made by your opponent in the negotiation, possible outcomes can be predicted, which can help you to decide how you should respond. Modelling can also help to visualise how a particular negotiation is playing out in order to see if a change of direction may be necessary to bring about a better outcome.


      This course is aimed at: 

  • This course has been developed for anybody who wishes to acquire an understanding of business negotiations and how to implement the Game Theory and auction methodology for increased success in Business negotiations.

  • New and experienced project managers.

  • Middle and higher procurement managers

  • Commodity managers

  • Strategic buyers

  • Directors


This course will help you to:

Become an expert and an authority in your team in this crucial area of the supply chain.

Become a better manager.

Increase your confidence.

Smart, inclusive, holistic management strategies.


Get Certified with our Inventory Management Course.

Analytical tools such as spend analyses (what is bought where?) and cost modeling (what drives cost?) to inform business case development:  – How to negotiate with suppliers using market-based (competitive bid) or multi-party (negotiation) mechanisms; – Ways of structuring relationships and contracts to track results, drive sustainable performance, and mitigate risk.

Course Content

Our Business Negotiation Course – using Games Theory and Auctions is an intensive 2-day workshop in which you will learn how these two approaches to negotiations lead to more success than traditional negotiations. 

We will use a variety of real-world examples, case studies and negotiation games to illustrate the majorelements that influence bargaining power, learning how to use these games to your advantage.

You will learn that successful negotiations require structured rules.

You will be introduced to auction methods and learn how and in what situations to best use them.

You will learn that game theory and bargaining theory lead to better outcomes in negotiation than traditional negotiations. Therefore, it is important to know how to apply game theory in negotiations. 

In this training you will learn the following: 


  • Why the application of game theory can yield much better negotiation outcomes compared to traditional negotiations, on a Total Cost of Ownership (TCO) basis
  • Gain insights into auction methods and when and how to best use them
  • How to create a rule-based sourcing process through a number of real-life case studies.


The following topics will be covered:

  • What are the issues and the targets?
  •  Zone of Possible Agreement (ZOPA)
  • Negotiation Power (Information, Context, Batna, Profiling, Team-Building, …)
  • Confrontative vs. Collaborative Negotiation (sharing a bigger cake)
  • Negotiation Design
  • Advanced Negotiation Design, link to existing business
  • Game Theory (prisoners dilemma)
  • Auctions
Kaleidoscope Blue Logo

Practical Information

Want to know more?

The course can take place in two ways. 

(1) If you contact us and tell us you want a training in a particular area we cover.

(2) When we have a course running which will be displayed above in a calendar format.

The course can either be in-person or virtual via video conferencing.

The course can take place in two ways. 

(1) If you contact us and tell us you want a training in a particular area we cover.

(2) When we have a course running which will be displayed above in a calendar format.

The course can either be in-person or virtual via video conferencing.

IF there are any other questions you have feel free to reach out:
Scroll to Top