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Programmes >
Seminars
> Strategic Negotiation
Seminar in
Strategic Negotiation
5/6th September, 2009
 This
course presents key concepts of negotiation in accordance with the
“Harvard Concept”. It assists participants in
seeing negotiations as a strategic task, requiring careful
preparation, decision analysis as well as communication skills
for the process of “getting to yes”.
In the first part of the
course, the main problems and challenges involved in
negotiations are analysed and typical negotiation methods (hard
ball vs. soft ball; creating value vs. claiming value) are
explored. In the second part of the programme, the process
behind negotiation management is evaluated with a view to
identifying best practice.
What makes this course such
a unique learning experience is the fact that after each block of
theoretical knowledge, simulations are undertaken. These role
plays are measured and scored, which means that
students not only have a chance to check the results of the
simulations in reference to their own expectations, but also
with regard to their peers in the course. The discussion of
these role plays is a major part of the learning process.
Content
- Introduction to Strategic
Negotiation
- Preparing for Negotiation
- Claiming Value
- Creating Value
- Deciding on Positions,
Interests and Strategy
- Multi-Party Negotiations:
Sequencing and Coalition Building
- The Price of Mistrust and
Suspicion: Negotiation in Adverse Situations
- Effectively
Managing the
Dilemmas of Negotiation
- Multilateral and
Multi-Issue Negotiations
- Role of Culture and
Gender in Negotiation
Cost: €450 per participant (€ 420
if taken as part of the Mini-MBA programme)
Discounted price of € 220 for the first seminar course taken at GBCM (to
avail of this offer more than one course must be booked at time of first
registration)
If you would like to join us for
this seminar, please complete and fax the
application form on the right hand. For further details contact us at info@globe-college.com
or (089) 59990845.
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