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Barcelona, January 24-26, 2012
Barcelona 
Barcelona, January 24 - 26, 2012
IESE Business School - Barcelona Campus
c/Arnús i de Garí, 3-7
08034 Barcelona
Spain
Tel.: +34 93 253 42 00
Fax: +34 93 253 43 43
IESE's new building has parking facilities. Free parking will be provided for all participants at the new campus at Av. Pearson 28. Access through Arnús i de Garí, 3-7.
Fee includes lunches and material. Payment must be made two weeks prior to Program attendance
Places are limited and will be filled in strict order of registration. Application deadline in Barcelona: December 23, 2011
M. Isabel de Muller
Short Focused Program Director
Executive Education
IESE Business School
What steps should you take to prepare for complex negotiations? How can you turn negotiating skills into a core competence? How can you negotiate effectively to achieve your objectives? Why is it so important to learn and improve for future negotiations? Entrepreneurs, senior managers, family members and business leaders negotiate all the time: everything from sales contracts and budget crunches to high-profile mergers and acquisitions and project financing. Although effective negotiating abilities can be developed, people do little to sharpen their negotiation skills. In fact, research has shown that despite dedicating most of their professional and personal time to negotiating, leaders receive little or no formal training in negotiation. High-Performance Negotiator is an ideal opportunity for you to sharpen your expertise at the negotiating table. This three-day program encourages you to carry out a methodical introspection into your negotiation style, assess your strengths and identify potential areas for improvement. It addresses the main tents of the negotiating process, analyzes the different types of negotiations and provides strategies to resolve negotiation deadlocks.
- Gain a deeper understanding of the dynamics of the negotiating process
- Improve your ability to negotiate in collaborative and competitive situations
- Learn how to manage conflict constructively in a variety of situations
- Learn how to mitigate conflicts between units or departments within your organization
Tuesday, January 24 • Competitive Negotiatons • The Principles of Negotiation: Theory and Implementation in Different Business Contexts • The Negotiating Process: How to Identify Phases and Avoid Incoherencies • Cooperative-Competitive Tension: "Coopeting"
• Team Negotiation: The Implication of the Negotiating Process Thursday, January 26
• Internal Negotiations: Avoiding Conflict and Finding the Common Ground • Multi-Party Negotiations: How to Manage Complexity and Control the Dynamics of Negotiation • Plan: Apply What you Have Learned Through an Easy and Practical Methodology
Wednesday, January 25
• Negotiation Styles
• Creative Negotiations
• Benefits of Collaborative Negotiations
• Negotiation Deadlocks: Learning How to Break the Blockade
• Entrepreneurial Negotiations
The program incorporates a number of highly dynamic and interactive teaching methods, including role play, group discussions, class lectures and the case study method. These have been specifically designes to prepare you to use winning negotiation strategies in a variety of situations.
High-Performance Negotiator is designed for professionals whose positions require them to negotiate on a regular basis, such as senior managers, entrepreneurs, functional managers, counselors, members of family businesses, investors and public administration officials. Past participants share their thoughts
Juan Roure Kandarp Mehta
Academic Director
Professor of Entrepreneurship, IESE Business School
Ph.D. in Engineering Management, Stanford University
Prof. Roure current areas of interest include venture capital venture capital, intra-entrepreneurship, growth, strategies, family venturing and corporate and family governance.
Prof. Roure founded and leads the IESE Forum for Private Investors and Family Offices. This initiative has resulted in the founding of over 40 companies of the 400 presented since 2005. He has also been actively involved in other entrepreneurship projects, including the Venture and Growth Academies, the Entrepreneur of the Year Award and Best Deal of the Year Award in collaboration with ASCRI and Deloitte.
He is the co-author of The Venture Capital Cycle in Europe and Good Governance in the Family Business, and has published several studies and other academic material.
Guest Lecturer, IESE Business School
Ph.D. in Management, IESE Business School
Recipient of DRRC Advisory Fellowship, Kellogg School of Management.
A collaborator with IESE's Department of Entrepreneurship since 2009, Kandarp Mehta specializes in creativity, negotiations and sense-making in organizations. Mehta has conducted several creativity workshops for corporate executives and management students in Spain and India, where he also lectured at ICFAI Business School before beginning his doctoral studies.
He earned his doctoral degree in management at IESE Business School. His thesis addressed the process of creativity in the film industry.
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