| Negotiation Dynamics Lisbon Seminar January 10th & 11th 2008 |
In many areas of management, issues are rather "fuzzy", and
consequences of decisions are hard to evaluate. Negotiations, in
contrast, have a direct and measurable impact on profits. To be an
effective negotiator requires talent, experience, and sophisticated
negotiating technique. This intensive three-day workshop is designed
to hone participants' negotiating skills, to help them understand some
of their own "bad habits", and to give them both greater confidence
and superior tactical finesse in the negotiating game.
Extensive experience in various sectors, including financial services,
insurance, aerospace, the automobile industry, retailing, the oil
industry and chemicals, amongst others, indicates that the following
issues are of key importance:
• Handling price negotiations
• Negotiating package deals
• Dealing with uncertainty
• Establishing credibility
• Managing long-term relationships
The main objectives of this seminar are:
- To provide fundamental concepts and tactics for effective handling of
price negotiations (session 1)
- To illustrate the limitations of single issue bargaining and to propose
an alternative: package deals (session 2)
- To propose specific language to handle common negotiating
situations effectively (session 3)
- To identify appropriate deal structures for complex packages and for
long-term arrangements subject to uncertainty (session 4)
The pedagogical approach of this workshop is both inductive and
interactive:
- Inductive: face-to-face negotiations generate the fundamental
insights from which broadly applicable concepts and guidelines are
distilled.
- Interactive: participants provide direct input drawn from their own
negotiating experience to both validate and challenge proposed
concepts.
consequences of decisions are hard to evaluate. Negotiations, in
contrast, have a direct and measurable impact on profits. To be an
effective negotiator requires talent, experience, and sophisticated
negotiating technique. This intensive three-day workshop is designed
to hone participants' negotiating skills, to help them understand some
of their own "bad habits", and to give them both greater confidence
and superior tactical finesse in the negotiating game.
Extensive experience in various sectors, including financial services,
insurance, aerospace, the automobile industry, retailing, the oil
industry and chemicals, amongst others, indicates that the following
issues are of key importance:
• Handling price negotiations
• Negotiating package deals
• Dealing with uncertainty
• Establishing credibility
• Managing long-term relationships
The main objectives of this seminar are:
- To provide fundamental concepts and tactics for effective handling of
price negotiations (session 1)
- To illustrate the limitations of single issue bargaining and to propose
an alternative: package deals (session 2)
- To propose specific language to handle common negotiating
situations effectively (session 3)
- To identify appropriate deal structures for complex packages and for
long-term arrangements subject to uncertainty (session 4)
The pedagogical approach of this workshop is both inductive and
interactive:
- Inductive: face-to-face negotiations generate the fundamental
insights from which broadly applicable concepts and guidelines are
distilled.
- Interactive: participants provide direct input drawn from their own
negotiating experience to both validate and challenge proposed
concepts.
| Negotiation Dynamics |
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