Negotiating Partnerships

• PERIOD: 7 - 8 March 2012 and 4 - 5 October 2012
• PLACE: CBS-SIMI Executive

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Program Content:

This two-day intensive program is based on a longitudinal study of 25,000 negotiators starting in 1976, who have undergone negotiation exercises of varying degrees of difficulty. The program will enable you to become a better negotiator through competent, analytical and developmental activities. It will demonstrate why it is often better to build relationships and business transactions on partnership and understanding than on conflict and power struggles. 

 

Key Benefits:

• Learning how to perform value creating negotiations
• Identifying and distributing additional value in negotiations
• Analyzing and structuring negotiations
• Consolidating positions with a focus on total cost and added value
• Working to establish authentic, long-term partnerships

 

The Program includes:

• Creation of true SMARTnership™ negotiation and utilization of hidden value
• Eliminating the argument phase 
• Identifying and controlling the critical factors in a negotiation
• Choice and identification of the corporate strategy
• Giving participants the opportunity to practice methods and techniques as a group
• Understanding the five different negotiation styles, how to deal with them and analyzing one’s own behavior patterns

 

Participant Profile:

The program is aimed at representatives of various industries worldwide. By profession they are project managers, CEOs, buyers, heads of procurement, sales representatives, heads of sales or technical managers: people who have the day to day responsibility for negotiation in their organizations. 

 

Faculty:

Keld Jensen whose groundbreaking ideas have evolved over twenty years of experience in international business, combined with the critical thinking achieved through teaching at CBS

where he is CEO and chairman of the Centre of Negotiations. Keld Jensen has written more than 19 books published internationally and currently writes for Business Week, Forbes and The Financial Times. 

 

Fee:

DKK 16,050 / EUR 2,150 excluding VAT.