This Interactive Workshop is designed to introduce the participants to a pragmatic and effective approach to reaching agreement and creating value through negotiations.

·        It will provide them with tools as well as with a conceptual framework of creating agreements in an international setting that are mutually favourable thus more likely to endure.

·        It is aimed at making the participants rethink and prepare negotiation in ways that broaden their options and enhance the value of the results obtained.

·        It will increase their awareness of what negotiation is about and what they are actually doing when negotiating, thus help them to learn to learn from experience and improve their own skills.

·        It will introduce the international dimension in business negotiations

·        It will build upon the experience of the participants in order to reinforce the change and learning process that is expected from this workshop.

·        It will provide opportunities to discuss particular problems, obstacles and challenges some participants encounter in their own negotiations.

The Workshop focuses on a series of simulations by participants of real business negotiations developed at Harvard University Program on Negotiation (PON). A thorough debriefing with the lecturer follows each simulation. The debriefings build progressively the Harvard PON Model of Negotiation. The Model can then be used to analyze, prepare, monitor and evaluate the outcome of any kind of negotiation.

Session 1: Building a framework for thinking about negotiation success

Session 2: The fundamentals-the HARVARD Model of Negotiation

Session 3: Creating value through negotiation

Session 4: International negotiations

Session 5 and 6: B-to-B negotiations

Conclusion: What is a good negotiation?

The Workshop is intended for executives who already have a rich experience in negotiations and significant management responsibilities: from CEOs, COOs, CFOs to general managers, divisional directors, functional VPs, international trade officers, individual entrepreneurs.

 

Associate Professor of Management (ENPC/CNAM MBA-Paris; SIMBA, Tongji U; Edinburgh U, Haifa U); Founding International Dean of SIMBA (Shanghai International MBA); Director Tongji-SEM IEDP; former Career Diplomat; HARVARD PON certified Trainer in Negotiation Strategies; Coach of executives and top managers of international companies since 1994.

 

Dates: December 16 and 17, 2013 from 8:30 a.m. to 5:30 p.m. (including lunch break)

Fees: 8,800 RMB (covers tuition, book, case materials and lunches)

Language: English (with Chinese translation)

Venue: Tongji University EDP Center, 1 ZhangwuLu, Shanghai

Deadline for registration: November 23, 2013. You should register as soon as possible heresince the number of participants is limited and demand is high.

Payment: No payment is due until you have received confirmation of your admission. Payment is due 15 days before the Workshop and refund in case of non-show is limited to 50% of the fees.