NEGOTIATION STRATEGIES IN BUSINESS MARKETS

Benoliel, Michael
Director, The Center for Negotiation, USA, Visiting Faculty, Indian School of BusinessMichael Benoliel is a visiting professor at SMU and ISB and delivers negotiation workshops for executives worldwide. He is the editor of Negotiation Excellence: Successful Deal Making (2011 and 2015 editions); co-author of Negotiating (2009); and author of The Upper Hand (2006), Done Deal: Insights from Interviews with the World’s Best Negotiators (2005), and several book chapters, articles and teaching simulations.

Programme Objectives:

Negotiation is a core competency, especially for senior executives and administrators who negotiate strategic deals, like joint-venture partnerships or acquisitions in business markets. The strategic negotiation task, usually underestimated, is often complex and emotionally demanding. Success in negotiation arises from negotiators’ multiple capitals – cognitive, relational, emotional, and cultural. However, negotiators’ capitals are not sufficient in competitive business markets. It requires also a supportive organizational negotiation eco–systems designed to support negotiators’ performance.  The purpose of this workshop is to help individuals to further develop negotiation strategic skills and learn how to build organizational negotiation eco-systems.  
Approach: Simulations, Case Studies, Rea-Life Experiences, Assessment of Personal Style, and Lectures.

The experiential workshop is based on: the Harvard’s Interest Based Negotiation model; Dr. Benoliel’s research on the Best Practices of World-Class Master Negotiators; and recent research in negotiation. The learning process will include: (1) Role-playing in several simulations; (2) Discussing and analyzing case studies; (3) Short lectures on important principles and models of negotiation; (4) Assessing several personal characteristics; and (5) Sharing real-life experiences.

 General Objectives

  • Learn the core competencies of master negotiators.
  • Learn the strategies of value creation in team and multiparty negotiations.
  • Understand the benefits of using contingent contracts.
  • Learn how to build highly effective negotiating teams.
  • Identify your negotiation styles and how to respond to various styles.
  • Understand power dynamics and learn how to persuade effectively in negotiation.
  • Learn how to build an effective organizational negotiation ecosystem.
  • Understand how cultures influence negotiators’ behavior.
  • Understand why negotiators and executives make poor decisions.  

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