IESE High Performance Negotiator

Dec. 11, 2012 - PRLog -- From sales contracts and budget crunches, to high-profile mergers and acquisitions and project financing, senior managers dedicate most of their professional time negotiating. However, it is surprising to find that senior managers receive little or no formal training in this vital area despite the fact that effective negotiating abilities can be developed.

This three-day program is an ideal opportunity for you to improve your expertise at the negotiating table. You will carry out a methodical introspection into your negotiation style, assess your strengths and identify potential areas for improvement. You will address the main tenets of the negotiating process and analyze the different types of negotiations including effective strategies to resolve negotiation deadlocks. Remember that a small improvement in your negotiation style can lead huge benefits for you and your company.

Presentation video: http://www.youtube.com/watch?v=2ZwOZbOsaUc



PROGRAM STRUCTURE

Monday, 28th January 2013

The Principles of Negotiation: Theory and Implementation in Different Business Contexts

The Negotiating Process: How to Identify Phases and Avoid Incoherencies

Cooperative-Competitive Tension: Benefits of Cooperative Negotiations known as Coopetition.

Tuesday, 29th January 2013

Understand Different Negotiation Styles and Use These to Your Advantage

Benefits of Creative and Collaborative Negotiations including Entrepreneurial Negotiations

Negotiation Deadlocks: Learning How to Break the Blockade

Negotiation Teams: Implications in the Negotiating Process

Wednesday, 30th January 2013

Internal Negotiations: Avoiding Conflict and Seeking the Common Good

Multi-Party Negotiations: How to Manage Complexity and Control the Dynamics of Negotiation

Framework for a Personal Improvement Plan

PRACTICAL INFORMATION

Places are limited and will be filled in strict order of registration. Application deadline in Barcelona: January 7, 2013

More details on program web page: http://www.iese.edu/hpn