How to succeed in negotiations

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.

NOTE: the workshop will be held in English.

Speaker

Tim Cullen : Founder of the Oxford Programme on Negotiation and chairman of TCA Ltd, which teaches negotiation and governance/risk management globally. Tim Cullen is the former Chief Spokesman of the World Bank and has worked as an adviser to the IMF, the Asian Development Bank, the UN Secretariat and other UN organisations. 

Workshop content

• Initially participants will be introduced to key concepts, tools, and techniques designed to enhance their negotiation strategies.

• The workshop progresses by exploring the essential elements for negotiation success, focusing on the recognition and management of psychological biases and traps, as well as mastering techniques for effective persuasion.

• The workshop culminates in a hands-on role-play simulation- This final step offers participants the opportunity to apply learned concepts in a realistic negotiation scenario.

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).