Executive Negotiation v1.3 - Etisalat Academy

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