Description

10:00 – 10:30  Intro
10:30 – 11:30  Session One: Distributive vs. Integrative Negotiation. TKI Graphics Explained by Exercises.

11:30 – 11:45  Break

11:45 – 13:15  Session Two: Structure and Strategies of Negotiation. Role-play I – The Factory. Group Discussions on Wrongs and Failures.

13:15 – 14:00  Lunch

14:00 – 15:30  Session Three: Principled Negotiation. The Method – Explained and Illustrated by Simulations and Case Studies.

11:30 – 11:45  Break

15:45 – 17:15  Session Four: Key Elements of Principled Negotiation. Role-play II – The Donkey. Group Discussions on Requirements for Principled Negotiation to Work.
17:15 – 18:00  Wrap-up and Closure Day One: When Principled Negotiation Fails. Dos and Donts.

10:00 – 11:30  Session Five: Golden Bridges. How to Build Opportunities for the Other Side to Win. Role play III – The Mining Operation.

11:30 – 11:45  Break

11:45 – 13:15  Session Six: Tactics. Practical Ways of Building a Successful Negotiation. Illustrations and Group Discussions on Role-play III.

13:15 – 14:00  Lunch

14:00 – 15.30  Wrap-up and Closure Day Two. Culture, Experience and Negotiations.

 

Eğitim İngilizce olarak yapılacaktır.