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International Negotiating Skills - I
Posted Date: 12 Apr 2008 Resource Type: News/Announcements Category: Short term courses
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Posted By: Bala Member Level: Diamond
Rating:  Points: 3
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Indian Institute of Management Bangalore
Executive Education Programme
International Negotiating Skills - I
Programme Director: Prof. Alexandra Y. BENZ
Venue: IIMB Campus
Dates: 25-27 Sep, 2008
Introduction and Objective
The Programme invites participants to learn and practice the basics of the negotiating art, and develop their individual and team negotiating skills, adopting a wide perspective of what “negotiation” is. It is based on the negotiating techniques developed by the Harvard Negotiation Project, and goes beyond, focusing on international negotiation. Basic concepts of Cross-Cultural Management and Communication, useful in intercultural situations, are also reviewed and integrated in the analysis of different cultural environments and the design of appropriate negotiating strategies.
Participants will learn how to select the most appropriate approaches, processes, attitudes and behaviors in typical international negotiating situations, and finally gain increased personal efficiency and ease in their international business interfaces.
Participants Profile
Middle and senior executives who have had prior experience in negotiation. Participants with international experience are likely to benefit significantly.
Teaching Techniques
Active and participative. Open discussions. Q & A. Experience-sharing. Analyzing situations and making suggestions. Debriefing specific professional situations. 1 movie.
Prior to the Seminar, participants can communicate with Course Director and propose their own negotiating situations they want to explore, or issues they have encountered in international negotiations. (AYBenz@aol.com).
A number of short exercises, in class. Short and longer Cases to prepare. Negotiation simulations. Participants will do some practical work in the first two evenings of the Seminar, in Teams, for Debriefing on Day 3.
1 Textbook: “Making Global Deals: What Every Executive Should Know About Negotiating Abroad”, Jeswald W. Salacuse, Random House, New York, USA, latest edition.
A Reading Package, including selected readings and Cases
Programme Director and Faculty Resources
Prof. Alexandra Y. BENZ, a Visiting Faculty at IIMB for the past 3 years, is an international consultant specialized in development economics, and a professor. After performing different functions at the World Bank and the United Nations during the ‘60s, Alexandra has worked 27 years as a Consultant with Arthur D. Little International, in their U.S. and overseas operations. Her experience combines corporate strategy and management, in the context of corporate restructuring or privatization. She has negotiated or participated in projects in over 50 countries and been a resident in 9.
For 3 years, she was also the Development and HRM Director of a service subsidiary of a French industrial group, owner of TECHNIP and the French Petroleum Institute.
As a Visiting Faculty for the past 12 years, she has taught at the Stern School of Business, New York University; ALBA (The Athens Laboratory of Business Administration, a joint INSEAD/Greece project); Wissenschaftsuniversit?t Wien (W.U.), in Vienna, Austria; the HEC-Business School of the University of Lausanne, Switzerland; the BiMBA of Peking University, in Beijing; the Diplomatic Academy in Beijing; Notre Dame University, Beirut, Lebanon; Loyola Institute of Business Administration, Chennai, India; as well as the Indian Institutes of Management in Bangalore, Calcutta and Indore.
She is fully bilingual (English and French) and has a working knowledge of German, Spanish, Italian and Portuguese. She has dual citizenship, French and Swiss, and is now a based in Kuwait. She holds a French Master's in International Corporate Law, a Master's in Business Administration, and a French D.E.A. (doctoral level) in Industrial Economics. She has also been trained in negotiating (Karass Seminars), public speaking, NLP, AT and other communication techniques.
Other IIMB faculties and industry practitioners will also participate in the Program.
CERTIFICATE OF PARTICIPATION
A certificate of participation will be awarded to the participants by IIMB
Programme Details
Programme Dates
25 - 27 Sep, 2008
Non Residential fees
36,000/-
Residential fees
45,000/-
Registration
Duly completed nominations in the enclosed form along with a crossed demand draft drawn in favour of the "Indian Institute of Management Bangalore", may please be sent to:
The Chief Programme Officer
Indian Institute of Management Bangalore
Bannerghatta Road, Bangalore 560 076
Phone : 080 – 26993742/3264/3475
Fax : 080 - 26584004/26584050
E-mail : edp@iimb.ernet.in
Website : http://www.iimb.ernet.in
For more details, visit http://www.iimb.ernet.in
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