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Instituto de Empresa
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El Instituto de Empresa, escuela de negocios fundada en 1973, tiene como objetivo formar los mejores líderes en los campos de la creación, la dirección y el asesoramiento de empresas. A través de sus programas de Executive Education, ofrece soluciones innovadoras a directivos de empresas de todo el mundo. Nuestro enfoque desarrolla la visión, habilidades y capacidades de gestión necesarias para afrontar con éxito los retos a los que se enfrentan las organizaciones actuales. Los programas que desarrollamos, abiertos y/o a medida de las empresas, tienen como objetivo proporcionar la mejor experiencia de aprendizaje que se traduce en un impacto directo en la gestión empresarial. ... + info
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Más eventos de Instituto de Empresa aqui.
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Seminario : Executive Negotiation Workshop
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| Imparte |
Instituto de Empresa |
 Imprimir |
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| Fecha |
martes, 14 de octubre de 2008 a viernes, 17 de octubre de 2008
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 Enviar |
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| Lugar |
Se imparte en Madrid
Direccion :
C/ Castellón de la Plana, 8.
28006
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| Precio |
4.700,00 €
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Tipo de Evento
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Presencial en Madrid
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Programa
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Objetivos:
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Evaluate and enhance innovative negotiation strategies and tactics of proven and extensively analyzed effectiveness in an open context.
Self-evaluate and improve your personal effectiveness in complex bi- and multilateral negotiations, and compare your performance to that of other negotiators.
Develop the tools needed to analyze negotiation situations effectively creating value in these negotiations.
Gain deeper understanding of the essence of any negotiation process.
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Dirigido:
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CEOs.
Managing directors.
General Managers.
Divisional and functional managers.
Managers dealing with partners, suppliers, customers and employees.
Human resource directors.
Sales account managers.
Purchasing professionals
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Understand the core elements of negotiations. Being able to detect a common structure in most negotiation processes is a required first step to improve your skills as a negotiator.
The importance of package negotiations. What difference does it make to negotiate item by item or package by package? How many and what items should be included in a package?
Managing conflicts in negotiations. When is negotiation a good solution for conflict in an organization? What is the role of the boss in a negotiation with subordinates? How can we keep conflict contained?
Using agents and attorneys effectively. When is it or not advisable to use an agent to negotiate for you? What kind of instructions and monitoring are appropriate for your agent? Is your attorney a good negotiating agent?
Dealing with complex negotiations: multilateral and multi-issue. How and why does complexity rise in a negotiation when the number of issues to negotiate increases? And when do the numbers of negotiating parties increase beyond two?
Synchronization of internal and external negotiations. How can you make sure that you achieve the negotiating objectives of your company while keeping everybody happy inside the organization? Who determines internally your negotiating goals? What if you receive conflicting instructions from your bosses?
Making competition and cooperation compatible and rewarding. Can the distribution of the pie take place in a cooperative manner? Will your interest for others get you a bigger slice of the pie? Should you always get the biggest portion?
Negotiation theory and practice: how to distribute and create value. What insights does economic game theory provide to negotiators? Can science help you perform better?
Personality, strengths and weaknesses in negotiations. How important are personal circumstances in professional negotiations? How should you deal with feelings and emotions? How do they affect communication? Why do sometimes clear and obvious messages seem to be so difficult to understand?
Culture and perceptions: inter-cultural negotiations.
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