Programme Overview 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 succeed.
IE Business School's Executive Negotiation
Workshop combines the latest and most effective negotiation theories and
practices. Our renowned academics in the field will inspire you with
innovative thoughts and provide 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 advise you while you prepare and conduct simulated
negotiations, from small to large, internal to external, bi-lateral to
multi-lateral, daily to extraordinary.
Objetives This
Executive Negotiation Workshop is an intensive four-day international
executive program designed to sharpen the experienced negotiator's
practical skills and deepen the participants' theoretical knowledge.
During the program you will attend short lectures, participate in case
discussions, role-play simulations, multi-party negotiations, and
face-to-face exercises. You will learn how to bargain successfully, and
gain the commitment and cooperation of others which will help you build
long-term partnerships and agreements that will create value for your
company.
This workshop will help you to:
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Evaluate and enhance innovative negotiation strategies and tactics of
proven, and extensively analyzed, effectiveness in an open context.
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Self-evaluate and improve your personal effectiveness in complex bi-
and multilateral negotiations, and compare your performance to that of
other negotiators.
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Develop the tools needed to analyze negotiation situations effectively
creating value in these negotiations.
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Gain deeper understanding of the essence of any negotiation process.
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Propel your negotiation performance from advanced to expert through a
deepened analysis of new and previous negotiation experiences.
The program is fronted by Professors Julio Urgel and Enrique Ogliastri,
who share an agenda bearing a number of fundamental key topics including:
Understanding
the Core Elements of a negotiationBeing able to detect some structure
common to most negotiation processes is a required first step to improve
your skills as negotiator.
The importance of package negotiationsWhat
difference does it make to negotiate item by item or package by package?
How many and what items should be included 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
with subordinates? How to keep conflict contained?
Using agents and
attorneys effectivelyWhen is it, or is it 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-issueHow and why
does complexity rise 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 negotiationsHow
to make sure that you achieve the negotiating objectives of your company
while keeping everybody happy inside the organization? Who determines
internally your negotiating goals? What if you receive conflicting
instructions from your bosses?
Making competition and cooperation
compatible and rewardingCan the distribution of the pie take place in
a cooperative manner? Will your interest for the other party 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 you to
perform better?
Personality, strengths, and weaknesses in
negotiationsHow important are personal circumstances in professional
negotiations? How should you deal with feelings and emotions? How do they
affect communication? Why do sometimes clear and obvious messages seem to
be so difficult to understand?
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?
Faculty This
Executive Education program is developed and will be taught by IE Business
School's faculty who are exceptional individuals, academicians, educators
and researchers with highly diverse personal and professional profiles,
who know how to aid participants in developing their full potential from
different angles and perspectives.
ENRIQUE OGLIASTRI Enrique
Ogliastri is Latin America's most renowned academic expert in the field of
negotiation. His recognition as a specialist in intercultural negotiations
and identifying negotiating differences between distinct cultures can be
appreciated in the 13 books he has authored - the most recent of which has
been published by Harvard University Press. He has also led multiple
negotiation workshops for large businesses in different countries.
Professor Ogliastri holds a PhD in Organisational Theory and an M.A. in
Social Psychology from the prestigious Northwestern University, as well as
an MBA from IESE and an Industrial Engineer degree from the UIS of
Colombia. He is currently a professor of the internationally acclaimed
INCAE in Costa Rica, and has been a visiting professor at IE Business
School for many years, a role which he has previously held at many other
reputed institutions world-wide, including Harvard University.
JULIO
URGEL Professor Julio Urgel specialised in negotiations during his
doctorate at Harvard Business School, working and teaching with Harvard's
well-known team of negotiation professors for four years. His dissertation
analyses the achievement of beneficial agreements in complex multi-issue
and multilateral negotiations. Also at Harvard, he has written cases on
Negotiation and participated in consultation teams for complex
international and business negotiations. In addition to his doctorate in
Business Administration, Professor Urgel holds an MBA from IESE and a MSc.
in Telecommunication Engineering from UPM of Madrid. He has been a finance
and negotiation professor at IE Business School since 1989, where he was
Dean from 1994 to 2000. He has tutored as a visiting professor at several
international business schools and is also a consultant for complex
business negotiations.
