Executive Negotiation

Instituto de Empresa
Madrid, Spain

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' 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 prevails over authority, acquiring excellent negotiation skills is essential to success.

Instituto de Empresa’s Executive Negotiation Workshop combines the latest and most effective negotiation theories and practices. Our renowned academics in the field will inspire innovative thoughts and provide you with the 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 help you prepare and conduct real-world negotiations, from small to large, internal to external, bi-lateral to multi-lateral, daily to extraordinary.

The program is fronted by our two acclaimed professors in the field, 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 some structure common to most negotiation processes is a required first step for improving your skills as 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 include in a package?

Managing conflict in organizations
When is negotiation a good solution for conflict in an organization? What is the role of the boss in a negotiation of subordinates? How to keep conflict contained?

Using agents and attorneys effectively
When is or is 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 increase in a negotiation when the number of issues to negotiate increases? And when the numbers of negotiating parties increase beyond two?

Synchronization of internal and external negotiations
How to make sure that you achieve the negotiating objectives of your company while keeping everybody happy inside your organization? Who determines internally your negotiating goals? What if you get 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 the 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 a craft to be better performed?

Personality, Strengths, and Weaknesses in Negotiations
How important are personal circumstances in professional negotiations? How to deal with feelings and emotions? How do they affect communication? Why is it so difficult for people to get my obviously clear message?

Culture and Perceptions: Inter-cultural negotiations
Culture as a pattern of behaviour and decision making in negotiation. How to become more aware of cultural expectations?
...''

Phone:+34 915 689 600

School Address:

Instituto de Empresa
María de Molina, 11
28006 Madrid
Spain

Jobs & Resumes: Madrid
Houses & Roommates: Madrid

Programa Avanzado de Negociación
Strategic Innovation Management
Balanced Scorecard: Optimice su Estrategia
Negociación y comunicación
Dirección de Proyectos
Supply Chain Management
Compras y Aprovisionamiento en Supply Chain Management
Credit Management
Telecomunicaciones Para No Técnicos
Innovative Leadership
Brand Management
Digital Marketing
Key Account Management
Consumer Marketing Strategy

Notice: The course description on this page was captured from the Internet as historical reference or submitted by visitors. It was archived statically and not updated from day to day.
 

Tips: Our combined search function does not only provide you with the training courses and students, but also talent resumes and jobs, or shared apartments nearby for rent.