Successful Negotiation Executives

As an executive rises up the corporate ladder, negotiation skills become more and more important.  The executive must negotiate every day – not only with crucial stakeholders such as business partners, but also colleagues, supervisors and direct reports.  Negotiation skills are essential not only for corporate transactions, but for garnering support and building long-term business relationships.

WHEN & WHERE

The seminar will take place on November 19 – 21, 2018 at Sasin Graduate Institute of Business Administration of Chulalongkorn University.

 

SCHEDULE

 

Day 1

08.45 – 09.00            Registration

09.00 – 10.30            Introduction

  • Exercise: paired discussion on your expectations and goals
  • Exercise: your recent negotiations
  • Case Study, Role-Play and group discussion

Hamilton Real Estate (Harvard Business School*)

10.30 – 10.45            Break
10.45 – 11.30            Continued discussion: Hamilton Real Estate

11.30 – 12.00            Workshop overview

  • GRASP methodology (Billings-Yun, M., Beyond Dealmaking)
  • Persuasive Intelligence (Red Shoe Communications)
  • Knowing me, knowing you: personality

12.00 – 13.00            Lunch

13.00 – 13.30            Individual exercise: How I Handle Opposition (Billings-Yun)

13.30 – 14.00            Group discussion: How I Handle Opposition results

14.00 – 14.30            Reflection + paired discussion: the Problem-Solving approach

14.30 – 14.45            Break

14.45 – 15.30            Persuasive Intelligence Model

  • The model with video examples + discussion

15.30 – 16.00            Consolidation of Day 1 & Overnight Assignments

 

Day 2

08.45 – 09.00            Registration

09.00 – 09.30            Recap: Learning from Day 1

09.30 – 10.10            Persuasive Intelligence Model

  • Group exercises, reflection + breakout group discussions

10.10 – 10.30            Group discussion: reflections on Persuasive Intelligence

10.30 – 10.45            Break

10.45 – 11.00            The GRASP model for win-win negotiations

  • Model overview: Goals, Routes, Arguments, Substitute, Persuasion

11.00 – 12.00            Goals

  • Group discussion with breakout exercises

12.00 – 13.00            Lunch
13.00 – 14.00            Routes

  • Group discussion with breakout exercises
  • Case Study: Executive Growth (Red Shoe Communications)
  • Individual preparation for role-play

14.00 – 14.30            Paired role-plays

14.30 – 14.45            Break

14.45 – 15.30            Role-play analysis

  • Individual reflection
  • Group discussion
  • Counterparty feedback

15.30 – 16.00            Consolidation of Day 2 & Overnight Assignments

 

Day 3

08.45 – 09.00            Registration

09.00 – 09.20            Recap: Learning from Days 1 & 2

09.20 – 09.45            Group discussion: Goals and Routes real-life scenarios

09.45 – 10.00            Arguments in the context of GRASP

10.00 – 10.30            Substitutes

  • Group discussion
  • Breakout group exercise

10.30 – 10.45            Break
10.45 – 12.00            Persuasion

  • Listening, asking questions, body language and other skills
  • Exercises: alignment, open questions, active listening

12.00 – 13.00            Lunch
13.00 – 13.45            Role-play briefings and preparation

13.45 – 14.30            Role-plays in pairs
14.30 – 14.45            Break
14.45 – 15.30            Role-play debrief discussion

15.30 – 16.00            Consolidation discussion: taking these skills forward

The Application Form can be completed and submitted online or may be downloaded here.

(The downloaded application may be returned by email, fax, or mail.)

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