VALUE NEGOTIATION AND CONFLICT MANAGEMENT March 2015

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1 VALUE NEGOTIATION AND CONFLICT MANAGEMENT March 2015

2 Introduction Negotiation, influencing and conflict management are critical skills in all dimensions of life and society. In particular, public administrators and leaders are constantly required to influence multiple stakeholders in order to get things done and to manage change and conflict. This programme allows participants to increase effectiveness managing people and projects, and driving policy agendas. The programme explores systematic ways to negotiate, influence and manage conflict. It aims to help increase awareness of the negotiation process as well as of our own assumptions and behaviours, and to improve negotiation skills and results by developing systematic approaches to prepare and conduct negotiations. This is an experiential programme, where participants engage in interactive lectures, exercises, role plays and discussions. Programme Overview During the programme, participants will be stimulated through a series of engaging exercises, role plays and discussions to learn the Value Negotiation framework and practice applying it when preparing, conducting and reviewing negotiations. Topics covered in this programme include: Negotiation Assumptions: Challenging and Choosing The Value Negotiation Framework: Bridge, Pursue Value, Decide The 3 Negotiations: Managing Substance, Relationship & Communication Systematic Preparation and Review of Negotiations Managing Critical Moments Negotiating in Teams Dealing with Difficult Behaviours 2 VALUE NEGOTIATION AND CONFLICT MANAGEMENT

3 Key Information Date & Duration March 2015 (3 DAYS) Venue National University of Singapore (Bukit Timah Campus) Programme Fees* S$2, % GST # S$2, % GST # (10% EARLY BIRD DISCOUNT FOR APPLICATION BEFORE 9 JANUARY) (INCLUSIVE OF LUNCH, REFRESHMENTS AND LEARNING SUPPORT MATERIALS) Application Please submit completed Application Form & CV (REFER TO ENCLOSED FORM FOR MORE DETAILS) Application Deadline 6 February 2015 Contact Executive Education Department TEL : (65) / (65) FAX : (65) RELATIONSHIP COMMUNICATION * Fee is based on per-person basis and includes food, refreshment and learning support materials. Overseas participants should arrange their own visa, travel costs from Singapore, accommodation, transport and cover their living expenses while in Singapore. The LKY School does not provide scholarships or financial aid for this programme. # Refer to Application Form for note on GST. INTERESTS LEGITIMACY OPTIONS ALTERNATIVES COMMITMENT 3

4 Programme Objectives The Programme objective is not to learn a series of theories, but to become better at negotiation and conflict management. Committed and engaged participants can expect to improve the ability to: Recognise negotiation everywhere, and associated risks and opportunities Spot your and others assumptions; distinguish crippling from empowering ones Understand and take into account your and others negotiation preferences Systematically diagnose, prepare and conduct negotiations and manage conflict, with confidence and proactivity Choose appropriate strategies for different situations by assessing risks & rewards Generate more creative and valuable deals Claim a fair share of the value being negotiated Manage critical negotiation moments towards the best outcomes Build better working relationships with people from different backgrounds, expectations, preferences and values Reflect and learn from your and others experience Continue developing negotiation and conflict management skills on your own Target Audience This programme is for leaders and professionals in the public and social sector who are committed to becoming more effective at getting what you really want, influencing others and developing better working relationships. The programme is applicable to all kinds of negotiation and conflict management challenges, including: Negotiating all kinds of issues: community and corporate issues, public policy, international trade, climate change, natural resources, armed conflict, job scope and deliverables, compensation packages, etc. Negotiating simple and complex issues to achieve: Better relationships: trust, feelings, emotions, etc. Better substantive results; quantity, quality, value, terms & conditions, etc. Negotiating with external parties, in the public, corporate and non-profit sectors: clients, suppliers, business partners, regulators, etc. Negotiating with colleagues: peers, boss, team, other departments, etc. Better processes: time, agendas, participants, meetings, etc. Negotiating and bulding relationships in our personal life: with family, friends, etc. 4 VALUE NEGOTIATION AND CONFLICT MANAGEMENT

5 Application Form VALUE NEGOTIATION AND CONFLICT MANAGEMENT March 2015 DEADLINE OF APPLICATION 6 February 2015 All fields are compulsory Participant Details (MR/MRS/MISS/DR/OTHERS^) IF OTHERS. PLEASE SPECIFY FIRST NAME LAST NAME DESIGNATION DEPARTMENT ORGANISATION ADDRESS OF ORGANISATION NATIONALITY DATE OF BIRTH OFFICE NUMBER MOBILE NUMBER ADDRESS DIETARY RESTRICTION (IF ANY) Programme Expectation MOTIVATION FOR JOINING THIS PROGRAMME (1 2 SENTENCES) DESCRIBE YOUR CURRENT ROLE IN YOUR ORGANISATION (1 2 SENTENCES) Payment Details COURSE FEES* S$2, % GST # S$2, % GST # (10% EARLY BIRD DISCOUNT FOR APPLICATION BEFORE 9 JANUARY) * Fee is based on per-person basis and includes food, refreshment and learning support materials. Overseas participants should arrange their own visa, travel costs from Singapore, accommodation, transport and cover their living expenses while in Singapore. The LKY School does not provide scholarships or financial aid for this programme. # Goods and Services Tax (GST) is applicable for Singapore-based participants and overseas participants who are self-funded or sponsored by Singapore organisations. MODE OF PAYMENT SPONSORED BY INDIVIDUAL OWN ORGANISATION OTHER ORGANISATION PLEASE STATE THE SUB-BU CODE IF SPONSORED BY SINGAPORE GOVERNMENT AGENCY: ^Delete where applicable Please turn over

6 PAYMENT CONTACT FIRST NAME LAST NAME DESIGNATION DEPARTMENT ORGANISATION BILLING ADDRESS OFFICE NUMBER ADDRESS IMPORTANT NOTES: Kindly complete the Application Form and submit together with a copy of the participant s CV either by or post. Applications will be prioritized on a FIRST COME, FIRST SERVED basis. The LKY School reserves the right to determine the final list of participants taking diversity into account. Cancellation Policy Once confirmed, should the participant cancel four (4) weeks before the programme, the LKY School will charge the participant or the sponsoring organisation a cancellation fee equivalent to 50% of the course fee. LKY School reserves the right to postpone or cancel the programme by giving at least 14 days notice. I have read the cancellation policy and accept its terms. SIGNATURE DATE Please indicate below if and how you wish to be contacted about programmes and exclusive events from LKY School in the future. PHONE NUMBER MOBILE NUMBER POST NO, I DO NOT WISH TO BE CONTACTED LKY School will use the above information to contact you regarding the programme. We will not share any of your personal information without your written consent. Send your application materials to us by or post. Put VALUE NEGOTIATION AND CONFLICT MANAGEMENT as the subject line or on the envelope flap. POST Executive Education National University of Singapore 469C Bukit Timah Road, Singapore ATTENTION Value Negotiation and Conflict Management You can also submit your application online. Visit lkyspp.nus.edu.sg/executive-education/ for details.

7 Programme Curriculum PRE-COURSE Complete Negotiation Preferences Test (10 MIN ONLINE SURVEY) DAY 1 Fundamentals of Value Negotiation DAY 2 Building Relationships DAY 3 Value Creation & Claiming Introduction & Negotiation Assumptions Natural Resources Negotiation (PREPARATION, NEGOTIATION & REVIEW) The Value Negotiation Tool Day 1 Key Lesson Anticipating Critical Moments Relationship Negotiation (PREPARATION) Day 2 Key Lesson Value Creation Negotiation (PREPARATION, NEGOTIATION & REVIEW) Value Creation LUNCH Contract Negotiation (PREPARATION, NEGOTIATION & REVIEW) The 3 Negotiations Relationship Negotiation (NEGOTIATION & REVIEW) Building Trust & Working Relationships Value Claiming Managing Difficult Behaviours (EXERCISES & VIDEOS) Q&A, Going Forward & Wrap-up PRESENTATION & DISCUSSION ROLE PLAYS & SIMULATIONS EXERCISES & DISCUSSION Faculty & Speakers NUNO DELICADO is a founding partner of Pluris. He conducts negotiation and mediation training, coaching, facilitation and consulting to both the private and the public sectors. Nuno has been teaching negotiation to a variety of audiences, including as a lecturer at the and at INSEAD. Recent negotiation projects include supporting a global NGO resolving conflict between members, a management team negotiating with the labor union, sales and procurement teams closing more and better deals. Nuno was previously a management consultant with Bain & Co. and earlier with McKinsey & Co. As a consultant, he assisted the top management of large firms in Europe, Latin America, India, and the Middle East, in projects and negotiations in diverse industries such as financial services, consumer goods, retail and apparel. Nuno graduated in Physics Engineering at Instituto Superior Técnico in Lisboa, earned a Master in Sports Management from Université Claude Bernard in Lyon, and an MBA with distinction from INSEAD. He has also trained in Mediation and Dispute Resolution with the New York University, is a Mediator at Singapore s Small Claims Tribunal and a master coach in Neuro-Linguistic Programming. 7

8 LEE KUAN YEW SCHOOL OF PUBLIC POLICY National University of Singapore 469C Bukit Timah Road Singapore LKYSPP.nus.edu.sg GlobalGROUP ISO 9001 UKAS MANAGEMENT SYSTEMS 0039 Reg. No. 61Q16277 About LEE KUAN YEW SCHOOL OF PUBLIC POLICY About SINGAPORE The LKY School is an autonomous, professional graduate school of the National University of Singapore. Our mission is to educate and train policy-makers and leaders, with the objective of raising the standards of governance throughout the region, improving the lives of its people and, in so doing, contributing to the transformation of Asia and beyond. In addition to masters and PhD programmes, LKY School offers high quality customised Executive Programmes that cater to the needs of time-constrained senior managers and professionals, with the aim of delivering creative solutions to real management and leadership challenges. One of the world s global cities, Singapore has evolved rapidly from a small trading outpost to a dynamic, multi-cultural and cosmopolitan city-state. Singapore s transformation and development during its first 50 years has gained global recognition, and is especially notable since the country lacks natural resources and domestic raw materials. Through consistent adaptation of best practices and development of own solutions, Singapore has grown to be respected as a capable and forward-looking nation. Political leadership, strategic planning, policy design and implementation have propelled the society upwards and forwards, resulting in a high standard of living and a sound environment for investments, scientific development, education and research. Singapore s civil service is considered to be one of the most competent, efficient and uncorrupt bureaucracies in the world, and is considered a key component in Singapore s successful development. Foreign government agencies and leaders see immediate value in learning from Singapore s experience. The country frequently receives delegations and officials interested to gain knowledge and ideas to benefit their own public administration, policies and governance systems. Universities and institutions in Singapore frequently play hosts to renowned scholars, thinkers and global leaders, and the nation acts as headquarters to many leading international organisations and companies. Through its geographical accessibility, ease of communication, high levels of security and safety as well as a business-friendly climate, Singapore has become a melting pot of diverse cultures and perspectives Participants who have attended our Executive Programmes have benefited from this enriching and meaningful learning experience.

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