3rd Annual Negotiation and Influence Strategies - Changing the Game
Director of Centre for Negotiation, Maryland, USA and Former Professor at John Hopkins University
Michael Benoliel, Director of Centre for Negotiation, Maryland, USA and Former Professor at John Hopkins University
Michael Benoliel is a leading authority in the field of best practices in Negotiation. Dr. Benoliel is the author, co-author, and editor of Negotiation Excellence: Successful Deal Making (2011), The Upper Hand (2006), and Done Deal: Insights from Interviews with the World’s Best Negotiators (Platinum Press, 2005). His book Done Deal is based on his personal interviews with the world’s best negotiators in business, diplomacy, labor, sports and law, and it was named by The Chicago Tribune as one of “The Best Business Books of 2005”.
Dr. Benoliel is the Director of Centre for Negotiation, Marlyland, USA with more than 20 years of University teaching experiences which include teaching Effective Negotiation Programs at The Johns Hopkins University and University of Maryland (USA). Dr. Benoliel is also an Associate Professor of Organizational Behavior at Lee Kong Chian School of Business, Singapore Management University. He was awarded the Innovative Teacher Award 2010 and was listed in the Dean’s Teaching Honor List. Many respectable global companies have benefited from his workshops including Microsoft, Hewlett-Packard, Agilent Technology, Motorola (China) Electronics, Shell Oil, ExxonMobil, Petronas, Bosch, Deutsche Bank, ABN-AMRO, Bayer Health Care, Johnson & Johnson, Reuters, and Cathay Pacific Airways.
This intensive and highly interactive program is designed to provide Senior and Middle-level executives with a set of best-practices negotiation tools to enhance the quality and effectiveness of their negotiations. The participants will engage in concepts and hands-on negotiation simulations (one-on-one; multiparty; and team-on-team) and exercises developed by Harvard Business School, Harvard Law School,and Kellogg Business School, Northwestern University. Led by Dr. Michael Benoliel, author of widely acclaimed “The Best Practices of World-Class Master Negotiators”, participants will gain extensively from how world-class master negotiators in the West and East negotiate. In addition, you will engage in real-world Harvard Business School case studies and effective negotiation framework. You will also receive a Master Negotiators Profile (MNP) to assess your negotiation style during the program and also publicly acclaimed books authored by Dr. Benoliel.
Programs, dates and locations are subject to change. In accordance with Clariden Global policy, we do not discriminate against any person on the basis of race, color, sex, religion, age, national or disability in admission to our programs.
In business, everything you know comes together in one place: the negotiation table. Everyone’s professional success is largely dependent on his/her ability to influence others and reach efficient and satisfactory agreements with internal and external stakeholders. Since the interests, perceptions, attitudes, or values of various stakeholders often differ, it is challenging to reach efficient and mutually beneficial agreements.
In this two-day highly interactive program, participants will develop effective negotiation skills by engaging in complex one-on-one, multiparty, and team negotiations using concepts, simulations and exercises developed by the Harvard Business School and Kellogg Business School. Participants will also gain best-practices negotiation tools and techniques on how worldclass master negotiators in the West and in the East negotiate.
What You Can Expect
Through this executive program, participants will be able to:
Understand the best practices used by world class Master Negotiators
Learn how to develop the mutual value creation strategies
Learn how to create mutual value and superior agreements
Understand the complex dynamics and challenges of multiparty negotiation
Build effective coalitions building ability
Understand the dynamics and challenges of team negotiation
Identify the universal factors of persuasion
Key highlights of the program:
Engage in Negotation concepts, simulations and exercises developed by Harvard Business School, Harvard Law School, and Kellogg Business School, Northwestern University
Learn from Best-Practices Negotiation Tools & Techniques on Successful Negotiation Strategies based on extensive research & in-depth personal interviews conducted by Dr. Benoliel
Receive complimentary publicly-acclaimed negotiation books authored by Dr. Benoliel
Who Will Benefit Most
This highly interactive program is designed for Senior and Middle-level executives with management experience in various functional areas, organizations, and industries.
Review of Basic Negotiation Concepts • Fundamental terms • Claiming value • The power of framing issues • The fixed-pie mindset Hands-on-activity: One-on-one negotiation simulation
Designing Value Creating Deals • Making deals under conditions of risk and uncertainty • Expanding the pie: Using advanced value creation strategies Hands-on-activity: Three-on-three negotiation simulation
Negotiation Styles • Behaviors of value creators • Behaviors of value claimers • How to negotiate with value creators and value claimers • Identify your negotiation style Hands-on-activity: The Master Negotiator Profile (MNP): Assess your style
Tactical and Strategic Moves • Tactics, set-up moves, rearranging moves, and deal design • How to make offers and counteroffers • How to make concessions effectively • The anchoring and adjustment principle • The winner curse principle Hands-on-activity: One-on-one simulation
Multiparty Negotiation • How to negotiate in competitive markets • When to negotiate, to auction, or to negotiauction • Building and blocking coalitions effectively Hands-on-activity: Multi-party simulation
Negotiating a Joint Venture • Team negotiation of a business joint venture • Term sheets and contract optimization • Hands-on simulation: Team-on-team joint venture negotiation
CFOs Leadership :
Experience Clariden Discover how our leadership program has shaped the perspectives of CFOs across Asia
Venue: Hyatt Regency Hotel, London Date: 22 - 23 July 2013 Faculty: Michael Benoliel Early Bird 1: £1,950 (by 27 May 2013) Early Bird 2: £2,150 (by 24 June 2013) Regular Fee: £2,250 Group Discount: 2nd participant get 10%, or register 3 participants and 4th participant get a complimentary seat
(1 discount scheme applies)