In exclusive association with the Stanford Graduate School of Business
Date: To Be Confirmed
Timings: 08.30 to 17.30 daily
Location: Dubai, UAE
Fee: US$4,500/ AED16,500

Thank you for your interest in our Executive Program in Advanced Negotiation & Deal-Making Strategies to be held in Dubai. This program is not being offered in 2009. Please stay tuned for 2010 program dates. If you are interested in a program of this nature in Dubai and would like to be updated as more information becomes available, please email us at info@leading-concepts.com

Whether you are closing a major deal, recruiting a key team member, or obtaining scarce resources in a highly interdependent environment, your success is closely linked to how well you negotiate with and influence others. This popular Stanford Graduate School of Business programme will significantly improve your odds.

In Advanced Negotiations and Deal Making Strategies, you will learn effective negotiation strategies and influence tactics for every business situation—from regular work environments to complex deal negotiations involving cultural differences, coalitions, and ethical challenges. You will also learn how to resolve disputes when negotiations break down and how to deal with the increasing reality of negotiating remotely. Through extensive skills practice, you will quickly develop confidence in using new skills.

Key Benefits

At the end of the programme, you will be better equipped to:

• Understand and apply proven frameworks fo zz r a more rational approach to negotiations
• Develop and use powerful strategies to improve individual and joint outcomes in a wide range of negotiations
• Analyse complex negotiation situations to determine the interests,processes and relationships that are likely to lead to fruitful, sustainable agreement
• Understand common barriers to effective negotiation and how to eliminate them
• Identify and avoid costly errors in your own thinking habits and behaviours
• Understand the roles that mediators and third parties can play in negotiations

Programme Content

The learning framework is composed of lectures, class discussion, individual exercises, and significant skills practice leading towards developing confidence in identifying and using appropriate negotiations strategies with success.

1. Day One
   1. Introduction
   2. Skills practice: Comparative Advertising
   3. The Dilemma of Mixed Motive Interactions: Competition, Cupertino and Co-ordination
   4. Strategic Use and Value of Information
   5. Creating and Claiming Value
   6. Skills practice: New Recruit
   
   
2. Day Two
   1. Gaining the Competitive Edge Through Negotiation
   2. Skills practice: El-Tek
   3. Group Negotiations: Power and Relationships in Multi-Party, Multi-Interests Negotiations
   4. Skills practice: Federated Sciences Fund
   5. Group Negotiations and Coalitions
   
   
3. Day Three
   1. Negotiating in Cyberspace: Advantages and Disadvantages of Electronically Mediated Interaction
   2. Negotiating in Groups: Multiple Parties and Multiple Interests
   3. Skills practice: Harborco

Who Should Attend

Advanced Negotiations and Deal Making Strategies is particularly effective for senior executives in public and private sector organisations who have to deliver results through other people.

In-House Programme Option

This and many other Business School programmes can be customised for in-house delivery. Contact us if you have a group of executives who would benefit.