Negotiation Strategies and Techniques: Becoming a Better Negotiator and Leader

February 23, 2024, 9:00AM - February 24, 2024, 6:00AM

Via San Giacomo 4, Pieve del Grappa, Italy

Instructor: Dr. Al H. Ringleb
When: February 23-24 | 9 AM-6.00 PM
Where: CIMBA Campus

Negotiation is a back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed.

Negotiations become closely associated with a business transaction, but we “negotiate” every day, and those “negotiations” take place in situations that require the skills and attributes of a good negotiator – often to the benefit of both sides.

Through years of research in observing and working with our students and Alumni, we have come to the conclusion that the skills and attributes defining a good negotiator are not only applicable but are integral to a wide variety of important situations in both our personal and professional lives. Because we engage in negotiations on a daily, some would argue hourly, basis, — in our professional and personal lives – our ability to “negotiate” can have a significant impact on the quality of our lives. Few workshops provide a learning environment to explore skills and attributes with such a broad range of important applications.

And what are those skills and attributes? As we will explore in the Workshop, while it is certainly important to understand the content of negotiations, the major difference between successful and unsuccessful negotiators is the ability to effectively manage their mental, emotional, and physiological processes: the ability to stay cool under pressure

Through the lens of neuroscience, our Negotiation Strategies and Techniques Workshop begins with an overview of the key cognitive and emotional mental processes that influence our action and behavior choices. The course will then explore the key components of a successful negotiation:

  1. Planning your Negotiation Strategy (Should you Negotiate; Position vs Interests; Dispute Resolution or Deal-Making; Cross-Cultural Influences; Ethical Considerations; Use of Agents; Use of a Negotiation Planning Checklist).
  2. Using Key Tactics for Success (Developing Relationships; Power; Psychological Tools and Traps; Assessing your Negotiating Style).
  3. Creating an Enforceable Contract Upon the Close of Negotiations (Basics of Contract Law; Sources of Contract Law; Use of a Contract Law Checklist; Contract Strategy).
  4. Performing and Evaluating your Agreement (Resolving Disputes; Making Use of Alternative Dispute Resolution Processes; Making Use of Corporate Pledges, Screens, Contract Clauses, and Online Resources). 
  5. In-class negotiation Simulation and Exercises (Making Use of Cases, Videos, and Peer Feedback to Build Skill Competence).

The primary Workshop emphasis is on negotiation strategies and techniques that enable us to create value that enhances long-term relationships. Whether professionally among your business partners, customers, employees, team members, or other stakeholders, or personally in your community, family, or friends, these skills and attributes are fundamental to success in our interpersonal relationships.


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    Per maggiori informazioni:
    Francesca Basso | 0423 932120