Executive Education
In today’s fast-paced and interconnected world, effective negotiation skills are essential for both personal and professional success. Effective communication plays a crucial role in negotiations because when it comes to negotiations, the HOW (communication) is just as important as the WHAT (negotiation strategy).
Communication (the ’HOW’) is not just about speaking; communication is about understanding, and this requires effective listening. The communication is not complete until the sent message is received and understood. Also, very large part of communication is non-verbal. Understanding the nuances of body language, tone, and pace are crucial in making sure the message is received as intended. You can say one thing but communicate something completely different!
Effective negotiations also require a clear strategy (the ‘WHAT’). To maximize value in negotiations it is crucial to understand that negotiations are fundamentally problems that require as solution. Solving a problem requires the exchange of information, and this requires trust. A change in the negotiation mindset is required to lower the barriers of communication. Negotiators must move away from the need to persuade the other, to the need to understand the problem.
Finally, when building the negotiation strategy, it is important to understand that negotiations are not simple 1D tactical problems, but in fact, 3D problems composed of three different yet highly integrated dimensions (strategic, creative, and tactical). To be effective negotiators, it is important to recognize this architecture and learn to play in these dimensions simultaneously. Navigating this architecture requires processes and tools, and this course will provide participants with a new integrated approach to engage in any negotiation (from simple to complex).
Changing people’s negotiation mindset requires tools and processes that go beyond what is taught in traditional negotiation courses. In this course, participants will be introduced to the Negotiation Canvas®, a powerful visual tool that incorporates all three dimensions of negotiation into ‘one-page.’ This tool helps participants go beyond the traditional (hardwired) negotiations approach of power and persuasion and build new mental pathways to effectively navigate the 3D architecture of the negotiations process. Allowing participants to effectively rewire their brains!
Additionally, research shows that 70% of the success in any negotiation derives from effective preparation. Yet most people fail to address the full complexity of the negotiation due to time limitations and instead follow an ad-hoc approach where they rely on their experience, instinct, and persuasion ability. Negotiations require a clear strategy, and to do this effectively (and timely), you need a structured process and tools. The Negotiation Canvas® becomes the negotiator’s navigation map (or control panel). We’ll be using this tool throughout the course as the working space to prepare for all negotiations.
This intensive 3-day course will take participants on a negotiation journey where they will gradually transform their negotiation approach and improve their negotiation skills. The course is composed of a combination of theory and practice; participants will engage in a series of negotiation simulations with increasing levels of complexity designed to increase the practical understanding of the skills required to thrive in every negotiation situation. This action-learning format is proven to be the best approach to developing the confidence to apply newly developed negotiation skills in specific situations.
Day 1: Effective communication for NegotiationsThe HOW Is Just As Important As The WHAT
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Day 2: Competitive and integrative negotiationsHow To Claim & Create Value Effectively
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Day 3: Negotiator’s DilemmaDeal Design: Building Negotiation Packages
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Develop an understanding of the impact of effective communication and trust in the negotiation outcome.
Gain a new theoretical and practical framework to approach any type of negotiation.
Learn how to balance the tension between collaboration and competition in negotiations.
Obtain a sophisticated understanding on how to strategically acquire information.
Develop the capacity to more accurately and empathically understand the counterpart’s perspective.
Learn how to increase your power in a negotiation.
Acquire best practices to create and capture value.
Learn how to use the tools and processes described in this course to prepare effectively and strategically for any negotiation.
Mastering Corporate Capacity can bring significant benefits to the company. Employees with better negotiation skills collaborate more effectively with colleagues and teams, address conflicts constructively, improve internal processes, strengthen relationships with suppliers, and better understand customer’s needs and concerns, enhancing overall customer satisfaction. Also, incorporating this problem-solving collaborative negotiation approach as part of the company’s culture will give the company a competitive advantage. Companies with this reputation are the kind of organizations that people want to work, and customers and suppliers want to do business with.
November 18, 2024 | November 19, 2024 | November 20, 2024 |
Two sessions 9:00 a.m. to 3:30 p.m. |
Two sessions 9:00 a.m. to 3:30 p.m. |
One session 12:00 p.m. to 5:00 p.m. |
The course fee is $1,475 USD (QAR 5,369.00) per participant. The fee includes lunch on the first two days and hospitality service for the last session. Participation requires payment in full via Eventbrite at the time of registration. Refunds are provided on the following basis:
100% refund or postponement if cancelled/notified 28 days prior to course commencement.
75% refund or postponement if cancelled/notified 14 days prior to course commencement.
50% refund if cancelled 7 days prior to course commencement.
25% refund if cancelled 48 hours prior to course commencement.
0% refund if cancelled less than 48 prior to course commencement or no show.
Participants who cancel enrolment can choose to transfer the paid fee to a future masterclass rather than receive a refund. Should the course fees differ, participants will receive a refund on the difference or make an additional ‘top-up’ payment.
A 15% discount is offered for Qatar Foundation and university employees in Education City, as well as EC alumni. Northwestern Qatar Executive Education required participants to attend 90% of the course to get a certificate of participation/completion.