Herman Ilgen

Critic
DISC Type : C

Founder, Chairman of the Board Researcher, Developer of the INSA Method at Institute for Nonverbal Strategy Analysis (INSA)

Rotterdam, South Holland, Netherlands

Overview

Herman Ilgen is a negotiator and mediator with over 35 years of experience specializing in nonverbal communication. A graduate of Leiden University, he founded the Institute for Nonverbal Strategy Analysis (INSA) and developed the INSA Method. Colleagues describe him as a keen observer who combines deep psychological insight with real-world strategy.

He is deeply motivated by a desire to foster interpersonal understanding and respect, a value instilled by his parents. This conviction drives his work, aiming to reduce judgment and miscommunication. He channels this passion into his ongoing research collaborations, particularly with the University of Amsterdam, and his writings.

Unique Fact: He conducted the worlds first scientific research on repetitive facial movements and their connection to personality, published in the journal "Cognition & Emotion" in 2021.

Personality Overview

Negotiator

Objective Thinker

ROI Driven

They prefer to do logical analysis and value evidence over emotions.  It is very likely that they will negotiate pricing or other important terms. They enjoy working alone and do not rely on others very often.

Topics They Care About

Nonverbal Strategy
He developed the INSA Method, a groundbreaking approach to reading nonverbal behavior, and authored books on the topic, including the 2024 release "New Eyes on You".
Negotiation & Mediation
He has over 35 years of professional experience as a negotiator and mediator, specializing in complex, multiparty conflict resolution.
Applied Psychology
His work is grounded in translating scientific psychological insights into practical tools for business, as seen in his research with the University of Amsterdam.

Media Appearances

Herman has no verified media appearances

Work History

5-2011
Founder, Chairman of the Board Researcher, Developer of the INSA Method at Institute for Nonverbal Strategy Analysis (INSA)
1-1997 - 5-2011
Owner at Ilgen Negotiation Support
1-1997 - 5-2011
Director at Ilgen Negotiation Support
4-1992 - 1-1997
Director HR Netherlands at Gist brocades
9-1987 - 4-1992
Negotiator at AWVN

Education

1972 - 1979
Master of Arts (M.A.) from Leiden University
1990 - 1992
Bachelor of Business Administration - BBA from IBO Qualified Business School

More Information

Social Presence :

Prographics :

Exp : 44 Location : Rotterdam, South Holland, Netherlands Job Level : Leadership Designation : Founder, Chairman of the Board Researcher, Developer of the INSA Method at Institute for Nonverbal Strategy Analysis (INSA)
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Insights For Selling To Herman

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Be ready to answer many clarity-seeking questions and requests for information
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Herman is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Herman

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Herman move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Herman take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Herman

Personality Compatibility


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