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"How to succeed in negotiations" a workshop with Professor Tim Cullen

Get the concepts, tools, and techniques to plan and conduct much more successful negotiations by joining a workshop with Professor Tim Cullen, founder of Oxford University’s Programme on Negotiation. The workshop will also explore two underpinnings for successful negotiations – psychological biases and traps to which both parties are prone and techniques for effective persuasion.

In the world of international business, negotiation is an essential ingredient in getting things done. Sometimes we may be conducting big, complex negotiations such as mergers and acquisitions, while on a day-to-day basis it underlies all business-to-business transactions.

Negotiation is not a competitive sport where the sole objective is to win. This approach may produce satisfying results some of the time, but it may also lead to missed opportunities that a more cooperative approach could yield.

You will be introduced to the fundamentals of how to negotiate more effectively and what strategies you can use for better results. The workshop will also explore two underpinnings for successful negotiations – psychological biases and traps to which both parties are prone and techniques for effective persuasion.

Place

The workshop takes place at Västsvenska Handelskammaren, Parkgatan 49, Göteborg, 08:30 - 12:30

Speaker

Tim Cullen MBE (Member of the Most Excellent Order of the British Empire) from TCA Limited, is an Associate Fellow of the Saïd Business School, University of Oxford, founder of Oxford University’s Programme on Negotiation, has taught negotiation in more than 20 countries. Tim Cullen is the former Chief Spokesman of the World Bank, where he worked for 21 years.

NOTE: the workshop will be held in English.
For whom?

This workshop is aimed at you who work with exports and international negotiations at a small or medium-sized company in Western Sweden (SME company).

Workshop content

The morning, in-person, class has been designed to take participants beyond what they do instinctively.

- the concepts, tools, and techniques to plan and conduct much more successful negotiations will be given.

- It will also explore two underpinnings for successful negotiations – psychological biases and traps to which both parties are prone and techniques for effective persuasion.

- The class will conclude with a role-play simulation in an international context. For this simulation, called The Fujian Factory Negotiation, all the participants will be divided into pairs with one person playing the role of the owner of a tractor company in Värmland and the other playing the role of the Chinese owner of an SUV assembly plant in Xiamen, China. The simulation is realistic and gives participants the opportunity to put into practice what they have learned in the first half of the workshop.

 

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