• 2008.06.23 - 06.26   [Shanghai]   Partly Chinese and partly English with sequential Chinese interpretation
• 2008.06.25 - 06.28   [Shanghai]   Partly Chinese and partly English with sequential Chinese interpretation

Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximise their outcomes. It plays a crucial role in every aspect of business, however, many of us know very little about the strategy and psychology of effective negotiation. Being an effective negotiator, decision-making is another critical skill that managers need to develop, as negotiation is a common form of interactive decision-making. In many circumstances, negotiators lack the time and information to make rational decisions by using analytical approaches. We have to rely on intuition and experience to make important decisions which will significantly impact the negotiation result.

The purpose of this programme is to develop your expertise in managing transactional and dispute resolution negotiations that occur in a variety of business settings. It is designed to be relevant to a broad spectrum of problems faced by managers. In this programme, the latest and Noble Prize winning theory, together with vivid and practical methods, will be adopted to help you recognise decision biases, avoid decision pitfall and become a super decision-maker.

This course is designed to be relevant to a broad spectrum of negotiation and decision-making challenges that are faced by managers across different levels in diverse careers.

Participants in this programme will:

• Gain a better understanding and appreciation of negotiation intricacies and challenges  
• Have a framework for negotiation - a set of concepts integral to preparing, negotiating, and subsequently evaluating the negotiation process and outcomes
• Develop new and creative behaviours, skills and tactics that are critical in becoming an effective negotiator
• Learn latest and practical decision-making approaches
• Be able to identify decision bias, and not to be a “normal fool”
• Understand how to apply what have been taught in making management, marketing, and investment decisions

• Preparing the negotiation
• Knowing when to behave competitively and when to behave collaboratively in a negotiation
• Managing the negotiating process
• Closing the deal
• Common decision biases
• Ways to avoid decision biases
• Decision-making under uncertainties and risks
• Using decision-making art to achieve negotiation and gaming effectiveness
• Using decision-making art to win people’s heart

Day 1

• morning
  • Introduction to Negotiation and Principles of Negotiation
    • An effective framework for understanding negotiation situations
  • Simulation 1
• afternoon
  • Cooperating and Competing
    • Understanding when to cooperate and when to compete
  • Simulation 2

Day 2

• morning
  • Creativity in Negotiations
    • Exploring creative options
  • Simulation 3
  • Internal Negotiations
    • Negotiating in the workplace
  • Simulation 4
• afternoon
  • Team Negotiations
    • Opportunities and challenges of negotiating in teams
  • Simulation 5

Day 3

• morning
  • Decision Biases
  • Ways to Avoid Decision Biases
• afternoon
  • Decision-making under Uncertainties and Risks

Day 4

• morning
  • Using Decision-making Art to Achieve Negotiation and Gaming Effectiveness  
• afternoon
  • Using Decision-making Art to Win People’s Heart

Professor Ramakrishna Velamuri, Programme Co-director

Professor Xi Kaiyuan, Programme Co-director

* CEIBS reserves the right to amend information on this programme including price, date, location, faculty, daily schedule and other details.

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After taking the Management of Negotiation and Decision-making programme offered by CEIBS, there are no other words which can better describe how I felt about it than harvest, excitement and enjoyment. By "harvest", I mean we have systematically acquired world-class negotiation and decision-making skills, not only from our own practices, experiences and lessons, but also from introspections triggered by the professor's wise remarks. The harvest during the 4-day programme is beyond measure. "Excitement" lies in the fact that the eye-catching 4-day programme ended in a twinkling of an eye - the free and passionate style of delivery and the unique way of approaching a topic with profundity and an easiness to understand gave us direct access to brand-new and cutting-edge theories of economics and psychology. The "enjoyment" originates from a whole new way of thinking and retrospection on our current paradigm which made us realise that a better option is always available and that both life and work could be more fantastic!

Jean Zhang
Human Resource Director, Greater China
Lenovo Group Limited

Through the Management of Negotiation and Decision-making programme, I have gained a deeper understanding of key elements and methods of negotiations. On the decision making part of the programme, I have learned that the most important thing is to be less routine and more rational. I have been inspired by this programme.

Jane Zhang
General Manager
Ningbo Yawen International Trading Co., Ltd.

The decision-making part of the programme analyses the deficiencies in an average person's decision-making from the perspective of behavioural psychology, on the basis of which, introduces a new forward looking theory, which deals a powerful but very helpful blow on our traditional way of decision-making. The negotiation part of the programme, starting from the part of structure and efficiency of all stakeholders, provides great help in designing negotiation strategy and achieving optimised outcomes. The teaching style, which involves all participants in the process of finding solutions to problems by way of conclusion and induction, is very useful in helping participants grasp what is taught in a relatively short period of time. It is quite an outstanding way of teaching.

Huang Jincao
Deputy CTO
Alcatel Shanghai Bell Co., Ltd.