Introduction
In today’s fast-paced, high-stakes business environment, new opportunities may present themselves at any moment and executives must be prepared to negotiate. Influence negotiation skills may make the difference between a favorable and detrimental outcome for your organization. In this program, you’ll learn how to influence and negotiation effectively to achieve more value while maximizing the benefits for your organization.
"Typically, we think of negotiations in the dramatic context of the highest sum game: geopolitical, corporate acquisitions, or situations involving monetary consequences such as buying a home or accepting a new salary. While influencing and negotiations are critical in those instances, we often don't realize that even our most mundane daily interactions are indeed negotiations," says Professor John Burrows, the program's Faculty Director.
Course Objectives
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Gain Advanced strategies to negotiate with influence and prepare for success
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Explore your individual negotiation style and how hidden psychological biases may shape outcomes
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Learn how cultural and cross-border differences can influence negotiations in significant ways
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Understand different strategic choices and interpersonal skills that drive success to create a win-win scenario
Target Audience
This program is an excellent fit for early and mid-career executives who seek to grow their negotiation skills for the benefit of their careers and organizations. Leaders from a wide range of industries and organizations, including corporations, associations, nonprofits, startups, and public sector organizations will find this program beneficial.
Course Outlines
Day 1
The Use of Power and Influence
- How Power and Leadership can Create Excellence
- The Necessity of Power
- Sources of Power
- Project Leadership and Powerful vs. Powerless Talk
- Building a Sense of Personal Project Leadership Power
- Empowerment Models and Practices
- Influence Tactics for Project Leaders
- Key to Successful Influence in Project Leadership
- Attitudes and Behaviors of Project Stakeholders
- Developing Dimensions of Credibility in Projects
- Project Leadership Trust-Building
- Why The Communication / Trust /Agreement Relationship is Necessary for Project Leadership
- Project Leaders in Action
Day 2
Communicating and Presenting Effectively
- Learn how to organize your presentation.
- How to prepare and present a computer / PowerPoint presentation etc.
- What to do prior to a presentation.
- Understand the impact of Visual communication.
- Understand the psychology of the Smile in communication.
- How to present to a cross-cultural audience.
- Observe what features attract an audience.
- Learn how to analyze your audience.
- Using positive visual imaging.
- How to use the telephone effectively and professionally.
Day 3
Strategy in negotiation skills
- Steps in win/win negotiation
- The keys to collaborative bargaining in partnering
- Leverage: What it is and how to use it
- Negotiation tactics and ploys
- Dealing with difficult negotiators and barriers
- Ethics in negotiation
Day 5
Higher-level negotiation skills for challenging situations
- Listening and responding to signals and informal information
- Recovering from reversals, errors and challenges
- Developing a climate of trust
- Higher-level conversation techniques
- Concentrating action on the needs of alliance partners
About Amsterdam
Amsterdam, capital of the Netherlands, is a popular destination amongst travelers from all around the world. Once just a little fishing village, Amsterdam is now a major international city after having become an important port during the 1600s. Throughout its history, the city has had many famous residents, including artists, philosophers and other historical figures. There is much to discover along Amsterdam's quaint streets and picturesque canals. So much so that a flight to Amsterdam comes with a guarantee of cultural and historical attractions that will provide memories to last a lifetime. Amsterdam is a hotbed of culture for travelers of all ages and tastes.
Things to do and places to visit in Amsterdam
From the moment passengers step off their flight to Amsterdam, they will find it a friendly city with a lively atmosphere. Its flat geography means that it is perfect for exploring by bicycle. If you're feeling less active, it the city is also well-served by public transport. The so-called Venice of the North has something for every visitor. Culture vultures have museums, galleries and theaters to see, Families can visit the zoo or the Science Center NEMO.
When visiting Amsterdam, be sure to:
- See the picture-perfect and colorful houses of the Grachtengordel district.
- See the iconic works of one of Holland's most famous artists at the Van Gogh Museum.
- Visit the house where Anne Frank and her family hid from the Nazis.
- Browse through the extensive collection of fantastic art in the Rijksmusem.
- Wander through the blaze of colors that is the Singel Flower Market.
- See the city at a leisurely pace on a canal cruise.
- Marvel at one of the city's many historic churches.
- Learn about life aboard a ship at the National Maritime Museum.
- Discover the Begijnhof's well-preserved medieval architecture.
- See animals of all kinds, as well as the butterfly pavilion and aquarium, at the Artis Zoo.