Negotiation and Strategic Decision Making
Bucharest, May 23-25, 2012
Overview
Negotiation and Strategic Decision Making is three-day experience-based program that draws on the latest research in business, economics and psychology to offer you a framework for executing deals rationally, optimally, and with sustained success. The program it’s brought to you by Post-Privatization Foundation.
The training sessions will help you prepare for complex negotiations, identify deals that unlock value, avoid common psychological biases while recognizing and taking advantage of biases of others, and help you think on your feet in dynamic settings.
The executive skills and capabilities featured in this program are helpful not just for those in full-time sales roles - negotiation and decision making skills are critical for nearly every role within a company. Effective dealmaking is pivotal in establishing partnerships, securing capital, negotiating with suppliers, navigating mergers and acquisitions, hiring talent, and even simply working productively with colleagues. Mastering this skill set means an improvement in outcomes for every deal an executive is involved in, which is why investing in negotiation will generate a stream of returns throughout the rest of your career.
For a complete program schedule download the program brochure.
Teaching Methods
Negotiation and Strategic Decision Making features experience-based learning. This style of learning consists of three components:
- Case studies. We analyze business situations, diagnose what went well and what didn’t go so well, identify what the protagonist in the case should do differently going forward, and draw out general lessons from the situation. We use the highly participatory and interactive case method, perfected at the Harvard Business School, to organize discussion.
- Simulation-based role play. In this interactive learning format, each participant receives private role information and prepares his or her strategy. Participants then engage in a complex business negotiation with their fellow participants. Following the simulation, the instructor leads a group-wide debriefing. Executives find simulations to be particularly helpful because in addition to honing practical skills, the debriefing reveals many different perspectives on the same deal.
- Lectures and discussion of the latest research and theory. Research-based, global best practices are conveyed via stand-alone lectures, but also within the context of case discussions and simulation debriefs.
Faculty Biography
Peter Coles has taught students and executives at Harvard Business School since 2005. Peter has taught the core negotiation course at Harvard Business School to first year students, and has also taught senior managers in the executive education course “Changing the Game: Negotiation and Competitive Decision Making”. Peter also designed and teaches “The Online Economy: Strategy and Entrepreneurship”, a second year elective course, and teaches the doctoral course “Market Design” in the Harvard Economics Department. Along with professors Ben Edelman and Al Roth, Peter organizes a periodic Market Design Workshop. Since 2009, Peter has taught negotiation each summer in the Black Sea Summer University (www.bssu.ro), the Romanian Business Summer School on the Black Sea.
For more information about Peter Coles download the program brochure.
Curriculum
For a complete program schedule download the program brochure.
Audience
Negotiation and Strategic Decision Making is designed for upper-level to senior-level executives who seek significant growth opportunities for their organizations.
Benefits
Participating in this interactive program you will learn to:
- Rationally dissect negotiation settings by thinking clearly about the parties involved, identifying their objectives and incentives, and preparing your own position to maximize bargaining power
- Leverage game theory to craft both competitive and cooperative business strategies and predict outcomes of strategic interactions
- Recognize the key psychological barriers to effective decision making, and create strategies that leverage psychological biases of others
- Construct effective processes for negotiations, and recognize how the physical process of a negotiation can impact your outcome
- Navigate complex negotiations, including multiparty and dynamic settings
- Become a skilled representative your organization can trust with critical partners, vendors, clients, employees and investors
Price
The cost of the training program is 2000 Euros. For early registration (no later than April 15, 2012) we have a special offer: 1750 Euros.
Includes all materials and meals.
Contact
Want to know more? Call us on 004 0 745 578756 (Monday to Friday 9am – 5pm) or email us at dragomir.d(at)postprivatizare(.)ro
