Executive Negotiation v1.3 - Etisalat Academy

ETISALATS T R A T E G I CMANAGEMENTP R O G R A MExecutive Negotiation WorkshopFrom Experienced to Expert NegotiatorProgram OverviewEverybody negotiates continuously. Executives negotiate on adaily basis with superiors, colleagues and subordinates, potentialpartners and competitors, investors and board members,clients and suppliers, employees and labour unions. In thiscomplex and changing business environment, where consensusand leadership prevail over authority, acquiring excellent negotiationskills is essential to succeed.IE Business School’s Executive Negotiation Professors combinethe latest and most effective negotiation theories and practices.Our renowned academics in the field will inspire you withinnovative thoughts and provide winning skills and valuablepractices that are applicable to all types of negotiation settings.Drawing on their combined knowledge, training, and real-worldexperiences, both faculty members will advise you while youprepare and conduct simulated negotiations, from small to large,internal to external, bi-lateral to multi-lateral, daily to extraordinary.In association with the world’s8th ranked business school (FT Jan 2012)Ideal for SeniorManagers and thoseinvolved in negotiationsat senior levels

Executive Negotiation WorkshopFrom Experienced to Expert NegotiatorProgram ObjectivesThis Executive Negotiation Workshop is an intensivefour-day international executive program designedto sharpen the experienced negotiator’s practicalskills and deepen the participants’ theoretical knowledge.During the program you will attend shortlectures, participate in case discussions, role-playsimulations, multi-party negotiations, and face-tofaceexercises. You will learn how to bargain successfully,and gain the commitment and cooperation ofothers which will help you build long-term partnershipsand agreements that will create value for yourcompany.This workshop will help you to:• Evaluate and enhance innovative negotiationstrategies and tactics of proven and extensivelyanalyzed effectiveness in an open context.• Self-evaluate and improve your personal effectiveness in complex bi- and multilateral negotiations,and compare your performance to that of othernegotiators.• Develop the tools needed to analyze negotiationsituations effectively creating value in thesenegotiations.• Gain deeper understanding of the essence ofany negotiation process.• Propel your negotiation performance fromadvanced to expert through your deepenedanalysis of new and previous negotiationexperiences.Program ContentThe program is fronted by Professors Julio Urgel andEnrique Ogliastri, who share an agenda bearing anumber of fundamental key topics including:Understanding the core elements ofnegotiationsBeing able to detect a common structure in mostnegotiation processes is a required first step toimprove your skills as a negotiator.The importance of package negotiationsWhat difference does it make to negotiate item byitem or package by package? How many and whatitems should be included in a package?Unequal power in negotiationsThe results of negotiations are not always related tothe structural power you bring to the table.How to negotiate when you are in the weakestposition? What are the actions that can increase ordecrease your negotiation power?Managing conflict in organizationsWhen is negotiation a good solution for conflictwithin an organization? What is the role of the bossin a negotiation among subordinates? How can youcreate a culture of conflict resolution? What roleshould be assumed by the boss during an intermediation?+971 4 264 4444 | info@etac.ae | www.etac.ae

Executive Negotiation WorkshopFrom Experienced to Expert NegotiatorUsing agents and attorneys effectivelyWhen is it or is it not advisable to use an agent tonegotiate for you? What kind of instructions andmonitoring are appropriate for your agent? Is yourattorney a good negotiating agent?Dealing with complex negotiations: multilateraland multi-issueHow and why does complexity rise in a negotiationwhen the number of issues to negotiate increases?And when do the numbers of negotiating partiesincrease beyond two?Synchronization of internal and external negotiationsHow can you make sure that you achieve the negotiatingobjectives of your company while keepingeverybody happy inside the organization? Who determinesinternally your negotiating goals? What if youreceive conflicting instructions from your bosses?Making competition and cooperation compatibleand rewardingCan the distribution of the pie take place in a cooperative manner? Will your interest for others get youa bigger slice of the pie? Should you always get thebiggest portion?Negotiation theory and practice: how to distributeand create valueWhat insights does economic game theory provide tonegotiators? Can science help you to perform better?Culture and perceptions: inter-cultural negotiationsCulture as a pattern of behavior and decision makingin negotiation. How do you become more aware ofcultural expectations?+971 4 264 4444 | info@etac.ae | www.etac.ae

Executive Negotiation WorkshopFrom Experienced to Expert NegotiatorProf Enrique OgliastriEnrique Ogliastri has taught at IE since the year 2000and he is as well a professor at INCAE (Costa Rica). Heholds a PhD, MBA, a master in social psychology anda degree in industrial engineering. He has authoredfifteen books, the latest of which was published byHarvard University Press (2006, co-author). His“Manual de Planificacin Estratégica” (Manual on Strategicplanning) has seen five editions and sixteen printingsin fifteen years. He worked at Universidad de losAndes (Bogot) for twenty-five years and at HarvardUniversity for four years. He was also visiting professorof strategy and negotiation in France (ESCToulouse and L’Université de Nancy) and in Japan. “Ihave always had a strange fascination for the East”,says Enrique. “I remember perfectly two books thatmy father had in his collection, and after reading themI devoured the novels by authors from India and othercountries translated by Barral”.He started teaching negotiation in 1987 after learningabout it at MIT, Kellogg, and the Harvard NegotiationProgramme. He has specialised in pinpointing the problemsthat are specific to negotiations in Latin cultures,and has undertaken research projects on the subjectas well as writing books and cases. “I first started tostudy negotiation when I finished two projects (abook on strategy and another on intercultural management).I quickly decided to investigate interculturalnegotiation and my first study was on Japan andLatin America, which led me to spend a semester inTokyo. Over the years I have written several books onthe relation between culture and management”.In recent years he has held workshops on negotiationsin Central America, Colombia, Ecuador, Spain, theUS, France, Japan, Peru and Venezuela.Academic Background• PhD in Organisations, Northwestern University (US)• MS in Social Psychology, Northwestern University• MBA, IESE (Spain)• Degree in Industrial Engineering, UIS, (Colombia)+971 4 264 4444 | info@etac.ae | www.etac.ae

Executive Negotiation WorkshopFrom Experienced to Expert NegotiatorIE Business School was created in 1973 as a privateinitiative designed to offer postgraduate trainingprogrammes in the field of business administration andsenior management. Since then, IE Business Schoolhas grown into a globally recognized and valued educationinstitution.Based in Madrid, Spain, IE Business School is located inthe centre of the financial heart of Spain, giving ithands-on relevance to the business community.IE Business School has particular knowledge and skillsin the telecommunications field. They are an integralstrategic partner in Telefonica’s global developmentprogram, which also gives them desired experience indeveloping managers and executives from developingmarkets (not just telecoms). They have also partneredOrange and others to develop top management andleadership skills.Globally they are ranked in the top 10, and in somecases, the top 5. In January, 2012, Financial Times (FT)ranked IE Business School 3rd in Europe and 8thglobally. In 2012, FT also globally ranked them 2nd forMasters of Finance program, 14th for executive education,and 8th for their Executive MBA. Bloombergranked their Executive MBA 4th globally in 2011, whilstForbes ranked their MBA 3rd.IE Business School has the coveted triple crowncomprising accreditation by EQUIS (European QualityImprovement Systems), AMBA (Association of MBAs)and AACSB International (The Association to AdvanceCollegiate Schools of Business).+971 4 264 4444 | info@etac.ae | www.etac.ae