CEIBS
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Who should attend
The programme is suitable for those middle to senior executives who want to become more deft and effective in dealing with more difficult and complex negotiation situations.
About the course
Negotiation is at the heart of human interaction. Whatever forms it takes, verbally or nonverbally, consciously or unconsciously, people negotiate whenever they interact. How can you get an upper hand in negotiations with more subtle techniques which enable you to observe keenly the ongoing overall situation? This three-day programme offers a set of negotiation strategies, models and tools, telling you how to get to yes, get past no, win, gain an advantage, get leverage and influence or persuade others. These together will change the way you view and conduct virtually every negotiation.
Programme Coverage
- Competitive Negotiations
- Collaborative Negotiations
- Team Negotiations
- Multiparty Negotiations
- Negotiation Tactics
- Common Mistakes in Negotiation
- Psychological Issues in Negotiation
- Ethics and Trust in Negotiations
Objective
The purpose of this programme is to develop participants’ expertise in managing negotiations that occur in various complex business settings. The programme focuses on how most prominent negotiators conduct their negotiations and why they are successful. Drawn from real experience and scientific research, this programme aims at providing each participant with the best and most updated knowledge on the strategic management of effective negotiation.
Benefits
Participants in this programme will:
- To improve your ability to negotiate in competitive as well as collaborative situations
- To increase your level of awareness of the negotiation process
- To become familiar with specific concepts and principles that will enhance your negotiation effectiveness
- To reflect on your personal style and the impact it has on others
Schedule
Day 1
Morning
- Competitive Negotiations
- Negotiation, review and learning points
Afternoon
- Collaborative Negotiations
- Preparation, negotiation and review
Day 2
Morning
- Team Negotiations
- Preparation, negotiation and review
Afternoon
- Conflict Style Inventory Questionnaire
- Negotiation Tactics
- Ethics and Trust in Negotiations
- Common Mistakes in Negotiation
Day 3
Morning
- Multiparty Negotiations
- Preparation, negotiation and review
Afternoon
- Psychological Issues in Negotiation
- Tactical Issues in Negotiation
Experts
Ramakrishna Velamuri
S. Ramakrishna (Rama) Velamuri is Professor of Entrepreneurship at the China Europe International Business School (CEIBS). He previously taught for four years at the IESE Business School. He has carried out assignments in the area of entrepreneurship faculty development for the International Fina...
Videos and materials
Strategic Negotiation Programme at CEIBS
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