Program - Course
Making and Saving Deals - Course I
Rome, May 25 - 29 2009
Week one of the workshop 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.
PROGRAM*
| Day | Faculty | Topics |
|---|---|---|
| Monday May 25 |
James Coben Giuseppe De Palo |
Program introduction and “Road Map”; Introduction to negotiation--personal styles; competition v. cooperation |
| Tuesday May 26 |
James Coben Giuseppe De Palo |
Key concepts in negotiation -- distributive v. integrative tendencies; reservation point, BATNA, WATNA, settlement range; distinguishing issues, interests and positions; tension between empathy and assertiveness |
| Wednesday May 27 |
James Coben Giuseppe De Palo |
Negotiation – the challenges of deal-making; building a lasting agreement; effective preparation strategies; principles of influence in negotiation - lessons from cognitive psychology and heuristics; exchanging information; concession management |
| Thursday May 28 |
James Coben Giuseppe De Palo |
Negotiation--cross cultural negotiation; bargaining in the shadow of the law and ethical issues |
| Friday May 29 |
James Coben Giuseppe De Palo |
Complex dispute negotiation – case study and simulation |
* The definitive program will be available shortly. The faculty is to be confirmed.
