Strategic Negotiations Masterclass
Did you ever struggle negotiating with difficult people or negotiating with no alternatives? Do you find it difficult to align internal and external negotiations or to deal with cross-cultural negotiations?
We have answers to your questions. Together for the first time in Geneva, two experts from the world's best business schools will lead an exciting two-day Masterclass on the strategic negotiations skills that are necessary for business success.
Francesca Gino (Professor at Harvard Business School)
and Giuseppe Conti (IMD, Oxford, HEC Paris + over 20 years of business experience with leading multinationals) will help us understand how top negotiators outperform their rivals, while creating value for both parties.
Research confirms that our ability to negotiate has a direct impact on how personal and professional success. Good negotiators are more satisfied and less stressed at work. In addition, the “Winning Edge” principle applies to negotiation: a small difference in competence makes a huge difference in results.
Let’s try to understand why this program is so special.
Francesca Gino is the Tandon Family Professor of business administration in the Negotiation, Organizations & Markets Unit at Harvard Business School, affiliated with the Program of Negotiation at Harvard Law School. Professor Gino’s research focuses on judgment and decision-making, negotiation, ethics, motivation, and productivity.
Her studies have been featured in Harvard Business Review, PON Negotiation Newsletter, The Economist, The New York Times, Newsweek, Scientific American, Psychology Today, and The Wall Street Journal. Professor Gino is the author of Sidetracked: Why Our Decisions Get Derailed and How We Can Stick to the Plan (HBR Press, 2013).
Professor Gino has won numerous awards for her teaching, including the HBS Faculty Award by Harvard Business School's MBA Class of 2015. Francesca was also chosen in 2015 by Poets & Quants to be among their "40 under 40", a listing of the world's best business school professors under the age of 40. Website: http://www.francescagino.com/
Giuseppe Conti, "The Creator of Master Negotiators", is a recognized expert in the field of negotiation, and since 2006, a regular lecturer at top-ranked European Business Schools, including Bocconi, ESADE, HEC Paris, IMD, and Oxford. Managers from over 90 countries have attended his interactive and pragmatic workshops.
Giuseppe is a seasoned negotiator combining academic content with a rich practitioner experience from his senior procurement and commercial leadership roles within blue chip multinationals (Procter & Gamble, Novartis, Merck). He runs customized negotiation workshops for leading corporations in Europe and Asia. He has written articles on negotiation for the Financial Times, London Business School Review and the Huffington Post. Website: http://www.cabl.ch/
Day 1 Program (9.00 to 18.00)
Core Concepts in Negotiation Analysis
Moms.com Role Play
Creating and Claiming Value
Dealing with Difficult People
Bakra Role Play
Day 2 Program (9.00 to 18.00)
Negotiating when you have no alternatives
Internal and External Negotiations
V-Cola Role Play
Becoming a Better Negotiator
*Lunch, coffee breaks and handouts are in included in the fee. Travel and accommodation expenses are not included.
Executives interested to improve their negotiation skills. It is specifically designed for:
Executives and managers who aspire to positions of greater influence and responsibility within their organizations
Professionals that negotiate externally as part of their job (Procurement, Sales, M&A, Alliance Management, Legal, Entrepreneurs), or are engaged in frequent internal negotiations (budgets, project deliverables, etc.).
Personal feedback from lecturers. Both lecturers are available for the entire workshop and offer a combination of in-depth theoretical expertise (Francesca) and real-life negotiation experience (Giuseppe)
A structured approach for preparing for negotiations
Increased ability to create and claim value in all your negotiations
A set of strategies to deal with some of the toughest challenges in negotiation
A healthy dose of humor and fun
UNIQUE: participants are invited on a regular basis, free of charge, to attend webinars from the lecturers on advanced negotiation topics to continue the learning journey.
Effectively analyze and prepare a negotiation using a structured approach for any situation
Organize value-creating deals in complex environments
Discover ways to transform your negotiation strategy to the ever-changing demands of a global environment
Improve your understanding and predictions of people’s behaviors in negotiations
Learn to use negotiation as a way to assure long-term constructive business relationships
“Extremely engaging session with processing of learning and application. Scenario easily understood, clearly defined expectation, introduced new planning tool and learner in a different format from previous learning. Time was adequate to plan, negotiate, and reflect with feedback. Very supportive facilitators willing to share knowledge, listened and encouraged professional discussion during class and on breaks. Very sincere and passionate. Eccellente!”
“I have always had a number of questions on negotiation. The lecture was structured in such a way that it hit every single one of them and answered them thoroughly. I got everything I wanted and more out of it and will no doubt put the lessons learned to use in future”
“Excellent knowledge of the topic. Projected confidence and trust. Truly worth the time”
*Participants may postpone their attendance to a future session or provide a replacement candidate for a course.
*70% of course fee is refundable for a cancellation, if CABL is informed no later than 3 weeks before the course.
Still have doubts or want additional information? Do not hesitate to call us:
+41-79-3486092 or Skype: cabl01