Making and Saving Deals - 8° International Post Graduate Course

Week 1 – Making Deals. Negotiating International Business Transactions (June 13 -17, 2011)

Week one of the course is designed for professionals interested in a cross-cultural introduction to contemporary negotiation theory and practice. In particular, participants will learn a theoretical and practical framework for understanding negotiation practice. Topics to be covered include negotiator style and personalities, the tension between creating and distributing value, and the communication, psychological, and cultural barriers to successful negotiation. Participants will also be introduced to the law of international deal-making focusing on three types of transactions: sale of goods, licencing, and mergers and acquisitions.

DAY

TOPICS

Monday, June 13

· Program Introduction and “Road Map”

· Introduction to Negotiation

· Personal Styles

· Competitive vs. Cooperative Style

· The Vienna Convention – Contracts for the International Sale of Goods (CISG)

Tuesday, June 14

· Key Concepts in Negotiation

· Distributive v. Integrative Tendencies

· Reservation Point, BATNA, WATNA, Settlement Range; Distinguishing Issues, Interests and Positions

· Tension between Empathy and Assertiveness

· Simulation

Wednesday, June 15

· Negotiation: the Challenges of Deal—Making

· Building a Lasting Agreement

· Effective Preparation Strategies

· Principle of Influence in Negotiation

· Lessons from Cognitive Psychology and Heuristics

· Exchanging Information

· Concession Management

· Intellectual Property/Licencing

Thursday, June 16

· Negotiation: Cross Cultural Negotiation

· Bargaining in the Shadow of the Law and Ethical Issues

· Simulation

Friday, June 17

· Complex Dispute Negotiation

· Mergers and Acquisitions

· Case Study Preparation and Simulation

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Overview

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