BARGAINING FOR ADVANTAGE

Transcription

1 ALBA EXECUTIVE DEVELOPMENT PROGRAMS BARGAINING FOR ADVANTAGE conducted by Steven G. Blum Legal Studies Department Wharton School of Business University of Pennsylvania, Philadelphia, USA Visiting Professor, ALBA October 10-11, 2001 (09:00 17:00) Ledra Marriott Hotel 115, Syngrou Ave., Athens, tel

2 Description People in business and the professions negotiate every day. Most of them, however, have not developed methods for optimizing outcomes through systematic preparation and analysis. This seminar provides a set of tools, proven in practice, to better prepare and conduct real-world negotiations. It provides practical, intensive, effective and transformative techniques for improving methods and outcomes. In this seminar, participants will immediately begin to learn useful new skills and to apply them to current negotiating challenges and develop frameworks and capabilities useful throughout their careers. The structure of the seminar revolves around a combination of presentation, discussion and group work. Central to the learning experience is a series of negotiation simulations which afford the opportunity to practice and experiment as we learn. Objective Participant Profile To develop a better understanding of how you negotiate. To develop or improve a set of analytical tools for preparing and conducting negotiations. Managers from all sectors Seminar Outline Day One Morning Overview What is Negotiation? Stages of a Negotiation How to Prepare for a Negotiation (Part 1) First Negotiation Exercise Afternoon Some things to watch out for when negotiating Alternatives a Source of Power Second Negotiation Exercise Prepare for tomorrow s First Exercise Day Two Morning Special take-aways from Second Negotiation Exercise Elements of any Negotiation A Negotiation Checklist Short Exercise How does the other person see this? And why do I care? Give them an answer to their Problems How to Prepare for a Negotiation (Part 2) Afternoon How do we get a major deal done when it involves many issues? Third Negotiation Exercise Take-aways and areas for further learning How shall I proceed from here?

3 Admittance Procedure Please complete, in full, and submit the enclosed application form. You can make a provisional reservation prior to this and we will hold a place for you for 2 weeks. Please note, however, your place is not guaranteed until receipt of your application form. You should apply as early as possible due to limited class size. Priority will be given to early applications. The invoice must be paid in full before you join the Seminar. Please submit your application (c/o Valia Kapetanaki): Fax: (301) exed@alba.edu.gr Payment Terms If you register: Until September 24, 2001 After September 24, 2001 (early application) (normal) Full Fee: Drs Drs 1350 ALBA Corporate Members: Drs Drs 1086 ALBA Alumni: Drs Drs 969 A sum of Drs, 294 should be deposited by: September 24, 2001 October 3, 2001 Participation fee includes tuition, educational material and light meals. Deposits should be made to ALBA s Bank Account number at the ALPHA BANK. Deposits are not refundable Volume discounts (not valid for ALBA Alumni): - For more than 2 participants, 10% discount per participant - For more than 4 participants, 20% discount per participant APPLICATION DEADLINE DATE: OCTOBER 3, 2001 Cancellation Policy No cancellation fee will be retained, if we receive your cancellation in writing, 5 working days before the Seminar 50% of the normal fee will be retained if you cancel less than 4 working days before the Seminar 70% of the normal fee will be retained if you do not attend the Seminar and Deposits are not refundable

4 Steven G. Blum Wharton School of Business Department of Legal Studies University of Pennsylvania, Philadelphia, USA Steven G. Blum is a professor and consultant. Originally trained as a lawyer, he holds the degrees of Masters of Laws and Juris Doctor. He also earned a Masters Degree from the Harvard Graduate School of Education, and the Specialization in Negotiation and Dispute Resolution from the Program on Negotiation at Harvard. He has consulted widely on creative resolution of disputes and has led seminars on negotiation for physicians, lawyers, accountants, executives and other professionals. He teaches at the Wharton School of Business at the University of Pennsylvania, and as a visiting professor at the Athens Laboratory of Business Administration in Greece. He is also a partner in the firm of Adler Blum Associates, LLP Created in 1992 with funds supplied by the European Union and Greek corporations, ALBA is a not-for-profit Association of 38 corporations, operating under the auspices of the Federation of Greek Industries (ΣΕΒ), the Hellenic Management Association (ΕΕ Ε), and the Athens Chamber of Commerce and Industry (ΕΒΕΑ). Its mission is to provide a rigorous postgraduate business education of the highest international academic standards, as well as to bring business organizations in close contact with Greek and foreign specialists in all scientific disciplines pertaining to business. ATHINAS AVE & 2A, AREOS STR., VOULIAGMENI, ATHENS, GREECE TEL: (30 1) FAX: (30 1)

5 EXECUTIVE DEVELOPMENT PROGRAMS APPLICATION FORM General Information Family name Dr/Mr/Ms First name Male/Female Date of birth Nationality Private address Postcode City/Country Tel. Fax Company Information Job title Company name Company industry/field of activity Your business unit only: Number of employees Parent company Parent company: Number of employees Your business address Postcode City/Country address Tel. Fax How many people report to you: directly indirectly Personal Details Employment history (last two positions only): dates and positions held How did you hear about this Seminar? Application signature I hereby accept ALBA s cancellation policy as described in the Seminar brochure Date Please tick the box if applicable ALBA Corporate Member ALBA Alumnus Billing Information Please submit your application (c/o Valia Kapetanaki): Fax: (301) exed@alba.edu.gr Υπ όψιν: Επωνυµία Εταιρείας:. Επάγγελµα:. ΑΦΜ:. ΟΥ:..... ιεύθυνση:..