This module begins with an exploration of negotiation principles and mechanisms, using practical examples to illustrate how seemingly simple negotiations can result in mutual gain (“Win-win”). Drawing on experts like Roger Fisher, William Ury, and Edward de Bono, we delve into the crucial role of managing emotions for negotiation success, addressing the challenging aspect of “Dealing with difficult people.” Practical approaches to identifying and validating negotiators’ objectives, needs, and motivations are presented, along with an examination of closure strategies, caveats, and challenges in negotiating online.
The subsequent segment navigates the complexities of «international negotiations», emphasizing how culture-specific values and diverse perspectives on roles and rulesets necessitate approaches distinct from domestic negotiations. A key takeaway is a structured process for data-based and emotional preparation in international negotiations, crucial for success in a global business environment.
You receive a certificate of the iimt/University of Fribourg that testifies your participation in the course.
13 and 14 May 2024
- Lothar Katz, Training Facilitator, Coach and Author of “Negotiating International Business” and “The Global Business Culture Guide”