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Description |
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We negotiate daily with colleagues, bosses, subordinates, suppliers, clients, competitors, partners, potential employers, landlords, shopkeepers, friends, parents/children, neighbours, and many more. Although we negotiate often, often without noticing it, many of us know very little about the domain. |
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Objective |
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The purpose of this programme is to develop participants' expertise in managing negotiations that occur in more complex business settings. The whole programme is about how most prominent negotiators conduct their negotiations and why they are successful. Drawn from experience and from scientific research, this programme aims at bringing to each participant the best and most updated knowledge on strategic management of effective negotiation. |
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Participants |
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The programme is suitable for those middle to senior executives who want to further improve their negotiation capability in order to be more confident in dealing with much more difficult and complex negotiation situations. |
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Benefits |
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Participants in this programme will:
- Gain a structured understanding of negotiation situations and processes
- Enhance abilities to analyse negotiation situations and diagnose problems within these situations in order to implement truly strategic actions
- Further improve the capability in negotiation practice by mastering new and creative skills and techniques to handle most difficult situations
- Learn how to productively using strategies and tactics to be more effective, efficient at the domestic and international level
- Obtain principles for evaluating their own performance
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Coverage |
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- Negotiation: structure; action; process
- Context analysis
- Non-verbal signals
- Mindsets and stereotypes
- Strategic thinking for action: basic concepts; strategic preparation
- Managing the process: opening offers; commitment tactics; concessions
- Single issue bargaining: strategies and tactics
- The chicken game
- Multiple issues bargaining
- Problem-solving
- Exploring options; creativity
- Multilateral negotiation
- Win-win strategies
- Key points for effectiveness
- Dealing with obstacles and deadlocks
- Acceptable tactics; threats
- Tricky tactics
- Dealing with difficult people
- Negotiating with foreigners
- Negotiator's values; corruption
- The negotiation concept
- Cultural profiles of negotiators
- Gender issue
- The end game: closing the deal; fairness
- The effective negotiator: a practical tool
- Profiling your own negotiation style
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Schedule |
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Day 1
- morning
- Context analysis
- Strategic thinking for action
- Simulation 1
- afternoon
- Strategic preparation
- Simulation 2
Day 2
- morning
- Managing the negotiation process: single and multiple issues
- Simulation 3
- afternoon
- Dealing with tactics and difficult people
- Multi-party negotiation
- Simulation 4
Day 3
- morning
- Negotiating with foreigners
- Dealing with different cultures and values
- Case study
- afternoon
- Closing the deal
- The effective negotiator
- Simulation 5
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Faculty |
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Professor Guy Olivier Faure, Programme Director |
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Venue |
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- Shanghai (CEIBS Shanghai campus, 699 Hongfeng Road, Pudong, Shanghai)
- Shenzhen (Novotel Bauhinia Shenzhen at Qiaocheng Dong Road, Overseas Chinese Town, Shenzhen)
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Admissions |
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Applications are reviewed as they arrive. Completed applications must be received 20 working days before the start of the programme. Any applications received after that date will be considered on a space-available basis. Please address all applications and enquiries to our customer service team in Shanghai, Beijing or Shenzhen.
If a confirmed booking is cancelled within 15 working days of the start of the programme, or if the applicant fails to attend the programme, a cancellation fee equaling to 20 percent of the total programme fee will be charged. If an applicant is unable to attend the programme, the applicant may transfer to another CEIBS Executive Education Programme within the same calendar year. When a request to substitute participant(s) for the same programme is made less than 15 working days prior to the start of the programme, the seat(s) will not be guaranteed. |
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* CEIBS reserves the right to amend information on this programme including price, date, location, faculty, daily schedule and other details. |
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