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Master Program: Executive Negotiation Workshop

Learning purpose

Everybody negotiates continuously. Executives negotiate on a daily basis with superiors, colleagues and subordinates, potential partners and competitors, investors and board members, clients and suppliers, employees and labour unions. In this complex and changing business environment, where consensus and leadership prevail over authority, acquiring excellent negotiation skills is essential to succeed.

 

IE Business School’s Executive Negotiation Professors combine the latest and most effective negotiation theories and practices. Our renowned academics in the field will inspire you with innovative thoughts and provide winning skills and valuable practices that are applicable to all types of negotiation settings. Drawing on their combined knowledge, training, and real-world experiences, both faculty members will advise you while you prepare and conduct simulated negotiations, from small to large, internal to external, bi-lateral to multi-lateral, daily to extraordinary.

 

PROGRAM OBJECTIVES

This Executive Negotiation Workshop is an intensive four-day international executive program designed to sharpen the experienced negotiator's practical skills and deepen the participants’ theoretical knowledge. During the program you will attend short lectures, participate in case discussions, role-play simulations, multi-party negotiations, and face-to-face exercises. You will learn how to bargain successfully, and gain the commitment and cooperation of others which will help you build long-term partnerships and agreements that will create value for your company.

 

This workshop will help you to:

• Evaluate and enhance innovative negotiation strategies and tactics of proven and extensively analyzed effectiveness in an open context.
• Self-evaluate and improve your personal effectiveness in complex bi- and multilateral negotiations, and compare your performance to that of other negotiators.
• Develop the tools needed to analyze negotiation situations effectively creating value in these negotiations.
• Gain deeper understanding of the essence of any negotiation process.
• Propel your negotiation performance from advanced to expert through your deepened analysis of new and previous negotiation experiences.

 

Target audience

This workshop has been designed to sharpen the experienced negotiator’s practical skills and deepen his or her theoretical knowledge. The program attracts a highly diverse and qualified audience that spans a wide range of business titles and functions. The resulting input allows participants to build upon the experience and expertise of one another.

 

The program is particularly targeted at:

• CEOs.
• Managing Directors.
• General Managers.
• Divisional and Functional Managers.
• Managers dealing with partners, suppliers, customers and employees.
• Human Resource Directors.
• Sales Account Managers.
• Purchasing Professionals.

 

Programme

The program is fronted by Professors Julio Urgel and Enrique Ogliastri, who share an agenda bearing a number of fundamental key topics including:

 

Understanding the core elements of negotiations
Being able to detect a common structure in most negotiation processes is a required first step to improve your skills as a negotiator. 

 

The importance of package negotiations
What difference does it make to negotiate item by item or package by package? How many and what items should be included in a package?

 

Unequal power in negotiations
The results of negotiations are not always related to the structural power you bring to the table. How to negotiate when you are in the weakest position? What are the actions that can increase or decrease your negotiation power? 

 

Managing conflict in organizations
When is negotiation a good solution for conflict within an organization? What is the role of the boss in a negotiation among subordinates? How can you create a culture of conflict resolution? What role should be assumed by the boss during an intermediation? 

 

Using agents and attorneys effectively
When is it or is it not advisable to use an agent to negotiate for you? What kind of instructions and monitoring are appropriate for your agent? Is your attorney a good negotiating agent? 

 

Dealing with complex negotiations: multilateral and multi-issue
How and why does complexity rise in a negotiation when the number of issues to negotiate increases? And when do the numbers of negotiating parties increase beyond two? 

 

Synchronization of internal and external negotiations
How can you make sure that you achieve the negotiating objectives of your company while keeping everybody happy inside the organization? Who determines internally your negotiating goals? What if you receive conflicting instructions from your bosses? 

 

Making competition and cooperation compatible and rewarding
Can the distribution of the pie take place in a cooperative manner? Will your interest for others get you a bigger slice of the pie? Should you always get the biggest portion? 

 

Negotiation theory and practice: how to distribute and create value
What insights does economic game theory provide to negotiators? Can science help you to perform better? 

 

Culture and perceptions: inter-cultural negotiations
Culture as a pattern of behaviour and decision making in negotiation. How do you become more aware of cultural expectations?

 

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