“Negotiating is collaboration, not conflict.” With that insight, I, Pim de Leeuw van Weenen, Venturn Young Professional, walked out after the Negotiation & Conversation Techniques training. What started with a role-play about selling a car turned into an evening full of eye-openers about listening, asking questions, and discovering what the other person really finds important.
How the Negotiation training combines practice and theory
The training was given by Eric Herman, Executive Managing Director at Survitec Group. He knew how to translate his rich practical experience into lessons that are directly applicable in an inspiring way. We kicked off with an exercise in pairs: one was the seller, the other the buyer. The goal? To sell the car for the highest possible price with options or to buy it as cheaply as possible without extras.
What at first glance seemed like a simple price negotiation quickly became a complex puzzle. Shared interests arose, but so did sharp contradictions. It soon became clear that the essence of negotiation is not to defend your position fiercely, but to understand what lies behind that position.
The most important eye-opener: good negotiation is collaboration.
I noticed how quickly you tend to view negotiation as a battle. Eric showed us that it actually becomes stronger when you approach it as collaboration: “It’s not always about getting everything you want, but about finding a solution together that is valuable to both parties.”
Simply taking the time to discover what motivates the other person can transform a negotiation from a difficult process into a constructive collaboration. This requires curiosity, asking probing questions, and showing appreciation for the other person.
How I apply effective negotiation in my work
This insight fits seamlessly with my role as Business Implementation Consultant at LBC Tank Terminals, where I work through the Venturn Young Professionals program. Within the Operational Excellence department, I contribute to the implementation of two large software packages and the promotion of a culture of continuous improvement.
In practice, I notice that this takes time and requires persuasiveness. It often feels like I am negotiating a little bit every day: with colleagues, stakeholders, and end users. There are plenty of wishes, but time, budget, and technical possibilities are limited. The challenge is then to determine together: what is really important? What delivers the most value?
Thanks to the training, I now have concrete tools to better guide this process. It sometimes seems surprisingly similar to driving a car: discovering which elements are indispensable to the other person and where there is room for compromise. This approach not only makes my work more effective, but also more enjoyable.
Good negotiation requires a new way of looking at things
Another powerful insight from Eric took shape in a simple example. Suppose two people ask for a lemon, but there is only one. The easy solution seems to be to cut the lemon in half. But by asking questions, you discover that one person needs the peel and the other needs the flesh. Suddenly you have a perfect win-win situation.
It sounds simple, but it struck a chord with me. Often, you think you already understand the other person, when there is much more to it than you suspect. I will definitely take this insight with me—not only in my work, but also in other collaborations.
What good negotiation means for my future
The Negotiation & Conversation Techniques training showed that negotiation is much more than a game of arguments. It is a process of listening, asking questions, and building a lasting relationship. For me, this meant a shift in perspective: from conflict to collaboration. And I will take that mindset with me in my further development as a Venturn Young Professional at LBC Tank Terminals.
About the Venturn Young Professionals program
Venturn Young Professional program offers young talents the opportunity to develop within the maritime and logistics sector. Through challenging assignments, personal guidance, and training courses such as this one, VYP participants grow into professionals who are not only strong in their field, but also make a difference in collaboration and leadership.
