Workshop. International Executive Program. From Experienced to Expert Negotiator. 4-Day November 11-14, 2014, Tuesday-Fryday Madrid, Spain

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1 International Executive Program Executive Negotiation Workshop From Experienced to Expert Negotiator 4-Day November 11-14, 2014, Tuesday-Fryday Madrid, Spain

2 From Experienced to Expert Negotiator Location: IE Business School Campus in Madrid, Spain Duration: 4 days, 9am to 6pm Investment: Overview Each of us negotiates something of huge importance for our business every day. Studies suggest that many of us spend up to 40% of our working time negotiating: be that internally with superiors, peers or subordinates, or externally with clients, customers, suppliers and our business partners. And we only have to read the news headlines, to see that the level of conflict is increasing good news for lawyers perhaps - but not for the business community. It is curious, therefore, that the process of negotiation, and the skills required to do it well, are not always part of our studies and on-the-job training. 2 Leaving aside the business case, steering the path away from conflict, towards more consensual approaches, lessens the high personal cost of conflict between colleagues, friends and family. It is no surprise, therefore, that the short term I win and you lose tactics, are proving less effective than the higher value agreements built on the foundation of trust, joint problem solving and mutual gain. In this complex and changing business environment, therefore, it has never been more important to revisit the way we negotiate and get better solutions. Program objectives This workshop will help you to: Know your own negotiation style, your strengths and weaknesses, and improving your personal effectiveness in complex negotiations - through self-assessment, peer feedback and guidance from the experienced faculty. Understand the person at the other side of the negotiation table, then knowing how to adapt your negotiation strategy to get the best outcome. Apply frameworks and developing proven tools for analyzing negotiations, creating the highest value for your business. Gain a deeper understanding of the different stages of the negotiation process through preparation and opening, to the exploration of interests and options, before closing a successful agreement. Become more advanced in your negotiation style, through a deepened analysis of new and previous negotiation experiences.

3 International Executive Program PROGRAM CONTENT The program is fronted by Professors Moray McLaren and Mari Cruz Taboada, who share an agenda bearing a number of fundamental key topics including: Understanding how the concept and practice of negotiation has evolved How negotiation is developing over time and how professionals have adopted frameworks when negotiating effectively. Is everything negotiable? The do s and Don t s of negotiation The success of negotiation often depends on understanding your own core values as well as the other parties. This session will help you identify and understand the limits in negotiation and how far you can push your counterparts. Moving from f ighting over position to understanding interests It only through exploring underlying interests - our own business and personal agenda as well as that of the other side - that we can start exploring options for creating value and joint mutual benefit. Understanding integrated bargaining and creating value Learning about your own style and identifying your opponent s style before planning the best way forward. This session will help you to find the route to integrated agreements which can balance the needs of both parties to create value. Dealing with price This session will help the participants to understanding the difficult issue of value and price. At what stage in the process it is appropriate to establish the price and how to move another party up or down your preferred price range. 3 Understanding and working within emotional content Far from being structured and rational, recent studies illustrate the significance of the emotional and quite irrational aspects of negotiation. Managing emotions and learning to focus on the problem (not the people), is key to reaching your objective. The fundamental role of communication in effective negotiations Building empathy and trust is the key to a successful negotiation as well as longer term business relations. What we don t say is often more important that what we do say. This requires understanding our own communication style, as well as those of others, and knowing how to act accordingly towards the best outcome. Dealing with tough negotiators Not everybody has been on a negotiation course, and even the most skilled negotiator can be tested by the unlikely behavior of the person on the other side of the table. Arriving at the negotiation with clear alternatives, then knowing how to deal with the rough and tumble of negotiation for instance when financial muscle or hierarchy get in the way is the key to making this work for, and not against, your own case. Negotiating across borders and across cultures With business becoming increasingly global, we need to better understand (and use to our advantage) the ways in which culture can impact upon the negotiation process, style of negotiation and decision making systems. The closing stage of negotiation, making the agreement last Today s challenging business environment is seeing even the most successful relationships fail long standing agreements are being contested and Joint Ventures are ending in the courts. Learning to deal with the closing stage - treated by some negotiators as the final push for victory - while agreeing a realistic and sustainable agreement is one of the most difficult and testing stages of the process.

4 4 WHO SHOULD ATTEND This workshop has been designed to sharpen the experienced negotiator s practical skills and deepen his or her theoretical knowledge. The program attracts a highly diverse and qualified audience that spans a wide range of business titles and functions. The resulting input allows participants to build upon the experience and expertise of one another. The program is particularly targeted at: 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.

5 International Executive Program FACULTY MARI CRUZ TABOADA Negotiation Professor Mari Cruz is a lecturer, entrepreneur and business consultant. A lawyer by training, she has taken a keen interest in how individuals and businesses can resolve disputes more effectively. She trained and worked in London at the Centre for Dispute Resolution (CEDR) Europe s largest centre for commercial dispute resolution before joining Southwark Mediation Centre and finally the employment mediation service at Brighton & Hove Council. She has assisted parties in over 300 cases ranging from employment, community and commercial disputes. Her business interests led her to launch Iberian Legal Group in the early 2000s, an international consultancy, publishing and business development group. She has served as CEO of the business since 2011, and particularly enjoys leading the In-House Club a learning and networking group for the General Counsel and Chief Compliance Officers of over 500 successful business. She has taught the negotiation element of IE s MBA program since 2008 and is visiting faculty member at University College London (UCL). MORAY McLAREN Law and Negotiation Professor Moray is a business consultant and lecturer who has launched and led successful businesses. For the last 15 years, he has enjoyed lecturing on negotiation programs. Graduating from law school, Moray joined the legal team at the International Development Law Organization (IDLO), a Rome-based intergovernmental body promoting the effective resolution of business disputes. Following the Dayton Agreement, he led a UN-sponsored Peace School in Sarajevo, Bosnia- Hertzegovina bringing together all of the parties to the Yugoslavian war, plus the international bodies, in order to develop their negotiation and dispute resolution skills. Returning to London, he was a business manager for one of the Top 10 global law firms. In his spare time, he trained as a mediator, gaining a diploma in dispute resolution from the London School of Economics, and later becoming Vice President of Mediation UK, the regulatory authority for mediation in civil disputes a voluntary position. 5 LEARNING MODEL Participants will benefit from the latest and most effective negotiation theories and practices. The sessions offer innovative thoughts and provide winning skills and valuable practices that are applicable to all types of negotiation. The methodology is highly interactive, providing useful frameworks and tools that will help you prepare, plan and then complete your negotiation strategy. The approach is based on learning through doing, utilizing case discussions, role-play simulations, multi-party negotiations, and one-to-one exercises. You will learn how to negotiate successfully, gaining the commitment and cooperation of others, in order to help you build long-term partnerships and value creating agreements for your company.

6 Details 6 DATES AND fee APPLICATION PROCESs PROGRAM FEE FOR FURTHER INFORMATION, please contact: November 11-14, 2014 Fee: Candidates may apply online at or send the application form that accompanies this information by fax to The program fee of covers tuition, course materials, all coffee breaks and lunches and an extracurricular networking activity. Fees do not include accommodation. If you wish, we would be happy to make a reservation for you at one of the hotels within walking distance of our premises and with which we have special agreements. Payment is due within 30 days of the invoice date or upon receipt of the invoice if admission is within 30 days prior to the start of the program. Cancellation policies are outlined in the information provided to applicants upon admission. Karolina Cintron International Executive Programs Manager María de Molina, 27 Madrid Spain Tel.: Fax:

7 International Executive Program Why IE BUSINESS SCHOOL Ranked No. 1 in Europe, IE Business School is dedicated to educating business leaders through programs based on its core values of: Entrepreneurial spirit: Founded in 1973 by entrepreneurs for entrepreneurs, IE places the entrepreneurial and innovative mindset at the heart of its programs, and is home to many startup initiatives such as the Venture Lab, the Spain Startup & Investor Summit, and Wayra. Diversity and global focus: With about 100 nationalities making up its student body, IE provides business education with a global perspective. It supports talent from all over the world from admission to graduation and beyond, and through its Diversity and Equality Commission and its Center for Diversity. Humanities and social responsibility: As Secretariat of the United Nations Global Compact in Spain, IE places positive social impact at the forefront with its Corporate Social Responsibility programs and expert faculty in areas of social entrepreneurship and microfinance, among others. It is also the proud birthplace of organizations such as Net Impact and Emzingo Group. IE Executive Education programs equip managers, entrepreneurs, and leaders with the latest tools, best practices, and skills through interactive and practical sessions. Our programs are designed to enable executives to excel amidst the many and varied challenges they face both today and in the future st Europe: Business School (December 2013) 1 st Worldwide: Online MBA programs (March 2014) 3 rd Worldwide: Business School in Finance (June 2013) 1 st Worldwide: Online International Executive MBA (February 2010) 5 th Worldwide: Executive Education (October 2011) 1 st Europe: Business School (November 2011) 3 rd Worldwide: Business School International Programs (November 2012) 5 th Worldwide: Executive Education In-company Programs (November 2011) 3 rd Worldwide: Business School - MBA (August 2011) 3 rd Worldwide: Sustainability & Ethics Ranking (September 2011)

8 INTERNATIONAL EXECUTIVE PROGRAMS Program Portfolio (List is subject to change) SKILLS DEVELOPMENT Innovative Leadership Leading Project Driven Organizations Communication Skills and Public Speaking Workshop FINANCE Corporate Finance Venture Capital Private Equity Venture Capital Asset Management Islamic Finance INNOVATION & STRATEGY Leading Change & Innovation Gamechangers Frugal Innovation SPECIALIZED MANAGEMENT Management Fundamentals for Scientists and Researchers Effective Management for Security Professionals The Digital Tourism Business Big Data in Business China: An Inside View Contacts Visit our website where you can also download the program brochures: Or contact our International Executive Program Managers: Krysta Martinez karolina Cintron Follow us on: IE BusinessSchool Executive IE Business School Executive Education IE Executive Education IE Business School Executive Education Pinar Madrid. Spain. EU Tel.: Fax:

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