ISBE

WIN-WIN NEGOTIATION AND LEADERSHIP MASTERCLASS

Program Duration: 3 Days

Negotiation is one of the key skills that leaders and managers need to create value and growth for their organizations. Understanding and knowledge of effective negotiation tools and techniques can make an immense difference in successfully running businesses and organizations around the world. Research studies have shown that executives who understand the negotiation process, tools, and techniques can create more value and growth opportunities for their teams and organizations.

This three-day program has been designed to learn professional negotiation tools and techniques, understand strategies on how to create win-win solutions, learn about the impact of culture and diversity, and attain successful outcomes during negotiation.

Key Topics

Foundation and key principles of successful negotiations
Creating and improving your BATNA - Best Alternative to a Negotiated Agreement
Leveraging key elements of ZOPA - Zone of possible agreement
Negotiating successfully in a multicultural and international environment
When is it a good time to make the first offer during negotiation? Should you even make the first offer?
How to negotiate with a more powerful and resourceful opponent?
Understanding the difference between interests and positions
Developing skills and techniques of a successful negotiator
Creating a win-win situation during the negotiation
Negotiating and leading successfully
Exhibiting leadership while negotiating
Conflict resolution across teams, organization, and cultures
Negotiating deals that are beneficial for the team and organization
Relationship between negotiation, leadership, and emotional intelligence
Communication, influence, and persuasion during the negotiation
Controlling emotions during a negotiation
Getting to "Yes" while negotiating deals

Key Benefits and Expected Outcomes

After attending this program, participants will be able to:

Learn how to negotiate successful deals around the world
Acquire knowledge on how to leverage and enhance your BATNA before getting into negotiations
Identify different negotiation options to close the best deals
Learn and apply effectively negotiation tools and techniques in professional as well as personal lives
Discover how to build partnerships and create sustainable outcomes for long-term benefits of your team and organization
Gain knowledge and understanding on how to negotiate during difficult situations
Learn how to create “win-win” solutions during a negotiation
Understand how to conduct international negotiations effectively in a diverse environment
Learn how to negotiate with colleagues, employees, clients, vendors, boards of directors, and other key stakeholders through effective techniques
Understand cultural and international aspects of negotiations
Learn how to negotiate in a multicultural and global environment
Network with CEOs, CFOs, CXOs, leaders, executives, business owners, entrepreneurs, and faculty from the world’s top business schools and universities

Key Benefits to Your Organization

Enhance employee decision-making, negotiation skills, leadership, performance, team productivity, innovation, and employee retention, which will lead to competitive advantage, strategic growth, and improved quality and performance for your organization.
Research studies have shown that human capital is the hardest element to replicate or imitate. Therefore, organizations that invest in employee learning and development create a sustainable and long-term competitive advantage that enhances creativity, team-work, efficiency, disruptive innovation, and growth.

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PROGRAM FACULTY

Dr. Nelson Phillips

Abu Dhabi Chamber Chair in Innovation and Entrepreneurship and Associate Dean of External Relations at Imperial College Business School in London. Prior to joining Imperial, Professor Phillips was the Beckwith Professor of Management Studies at Cambridge University’s Judge Business School from 2002 to 2005 and was an Associate Professor in the Strategy and Organisation Area at McGill University in Montreal, Canada from 1993 to 2002.

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Dr. Rizwan Amin Sheikh

An experienced and internationally recognized faculty and management consultant of leadership, strategy, change management, learning and development, human resource management, and entrepreneurship. He has been acknowledged globally as an innovative and dynamic leader, organizational development executive, management consultant, strategic thinker, executive trainer, thought leader, and entrepreneur with a proven track record of driving and meeting strategic targets.

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Target Audience for Program

CEOs, COOs, CFOs, Directors, General Managers, and Vice Presidents
Functional Heads, Business Unit Leaders, Head of Procurement, and Team Leaders
Managers, senior managers, executives, and entrepreneurs with a minimum of five years of professional experience
Government officials and private sector executives that are involved in domestic and international negotiations
Anyone that is involved in a negotiation, including procurement specialists, supply chain managers, and contract specialists in the public and private sector

Teaching Methodology

Collaborative negotiation exercises and discussions
Group discussions
Interactive Classroom Sessions
Real-life case studies from Harvard Business School
Video-conferencing with faculty from the University of Cambridge, Imperial College London, RMIT (Australia), and others
Harvard Business School and/or INSEAD Business School Simulation