Optimizing financial solutions and social benefits in business interactions

• Develop expertise in analyzing the issue structure and process dynamics of negotiations
• Understand your personal strengths and weaknesses as a communicator and negotiator
• Learn how to wield power and wisely influence strategic processes within and across organizational boundaries
• Gain the ability to flexibly navigate the multiple paths (cultural, individual, and situational) that lead to optimal outcomes

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• Managers at all levels, general or functional, who negotiate on an ongoing basis
• Any manager seeking to develop better negotiation skills to get their business solutions accepted and implemented
• You will benefit regardless of your level of formal negotiation experience and the magnitude of the deals you close

The skill set developed in this executive strategy program is relevant to a broad spectrum of problems faced by managers and incorporates technical and diagnostic tools necessary for decision-making, negotiations and managing difficult conversations. Participants will gain a theoretical framework for negotiation--a set of concepts integral to preparing, negotiating, and subsequently evaluating the negotiation process and its outcomes. Recognizing your own strengths and weaknesses as a negotiator, you will be able to identify and transform personal patterns of thinking and behavior that no longer serve your objectives, and develop confidence in your ability to negotiate beneficial transactions and to resolve disputes.

This three-day program provides a unique opportunity to challenge yourself and practice new techniques in a safe learning environment. You will develop negotiation skills through interactive negotiation simulations, personal experiential learning, and debriefings, and receive immediate personal feedback and develop templates for preparing, negotiating, and assessing strategic decisions. You will also have the opportunity to reflect upon your own personal negotiating style and the barriers that keep you from "expanding the pie" and achieving greater results.

The Mechanics of Negotiations

Negotiating in the Context of Social Relationships

• Effective communications; learning to balance listening and asserting
• Dealing with emotionally charged negotiations; harnessing authentic emotions strategically
• Building trust and long term relationships
• Facing difficult partners: manage the situation to best deal with the person-self and other

Personal Feedback and Goal Setting

• Personal benchmarks on conflict management skills
• Peer feedback on negotiation style
• Self-assessment of performance in simulated negotiations
• One-on-one coaching with respect to long-term business strategy goals

Special Topics

• Sometimes a win-win approach is not enough
• Highly competitive negotiations
• Strategic emotions in negotiations
• Negotiating in teams
• Legal and ethical concerns
• Negotiating cross-culturally

The program fee includes tuition, instructional materials, living accommodations, continental breakfast, lunch, and coffee breaks each day, and selected dinners. Fee is payable in advance in US dollars and is subject to change. See our Cancellation, Transfer and Substitution Policy