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Execuie Negoiaion WokshopFrom experienced to expert negotiator
Nex ediions:
Oct 14-17, 2013
May 5-8, 2014
IE Business School campus, Madrid, Spain
www.ie.edu/internationalprograms
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Management and entrepreneurship creates
growth, wealth, and development in society;it also creates jobs, catalyses innovation and
improves living conditions... We need more
and better managers and entrepreneurs, and
IE Business School is prepared to take on the
formidable but captivating challenge.
- Santiago Iiguez, Dean of IE Business School
IE Business School is consistently ranked among the top business schools
worldwide by international nancial and economic media groups:
WORLDWIDE:
by QS Intelligence Unit.MBA Programs(July 2012)
WORLDWIDE:
Executive Education(Oct. 2011)
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Online InternationalExecutive MBA(Feb. 2010)
WORLDWIDE :
Non US-Business School(Nov. 2010)
WORLDWIDE :
Executive MBA(Nov. 2011)
WORLDWIDE :
Master in Management(Sept. 2012)
WORLDWIDE :
Customized ExecutiveEducation(Nov. 2011)
WORLDWIDE :
Beyond Grey PinstripesSustainability & EthicsRanking(Sept. 2011)
1st
1st
4th
5th
5th
3rd
6th
3rd
Fully recognized by the three principal
international accrediting bodies in the
feld o business education.
businessschool
Executive Education
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WHY IE BUSINESS SCHOOL
IE Business School is one o the worlds best international business schools.
A pioneer in business education, we train tomorrows business leaders,
shaping them with an innovative approach and acting as a catalyst or the
creation o new businesses.
We oerExecuie Educaion Pogams that develop the vision, skills
and management capabilities required by executives to meet the many
and varied challenges they ace both today and in the uture.
The recognized prestige o our teaching aculty, the degree o excellence
o our academic programs and our international ocus have always
been the oundation o our learning model that has placed IE Business
Schools Executive Education Division among the best in the world.
We invite you to come on-board and benet rom an excellent learning
environment that nurtures high-caliber talent both proessionally and
personally.
Follow us on:
IE BusinessSchool Executive Education
@IEExecEducation
IE Business School Executive Education
IE Executive Educationwww.ie.edu/internationalprograms
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Execuie Negoiaion WokshopFom expeienced o expe negoiao
OvErvIEW
Negotiating in todays increasingly intricate and global business arena calls or the acquisition
o cutting-edge negotiation tools and techniques to deal with complexities such as unequal
powers and authority, multilateral and multi-issue contexts, and cultural dierences.
Executive Negotiation Workshop is an intensive our-day international executive program
designed to deepen the experienced negotiators theoretical knowledge and sharpen his/her
practical skills. IEs renowned Negotiation Proessors will tackle the latest and most eective
negotiation strategies, drawing rom their extensive knowledge, training, and real-world
experiences. Participants will also benet rom case discussions, role-plays, and multi-party
negotiation exercises to put theory to practice.
OBjECtIvES
This workshop will enable you to:
Graspandapplyinnovativenegotiationstrategiesandtacticsofproveneffectiveness
Evaluateandimproveyourpersonalperformanceincomplexbi-andmultilateralnegotiations
and compare it with that o other negotiators
Bargainsuccessfullyandgainthecommitmentandcooperationofothers,whichinturnwill
help you build long-term partnerships and agreements that create value or your company
Propelyournegotiationperformancefromexperiencedtoexpertbystudyingthedifferent
actors aecting the negotiation process and knowing how to use them to your advantage
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Execuie Negoiaion WokshopFom expeienced o expe negoiao
CONtENt
Understanding the core elements o negotiations. Being able to detect
a common structure in most negotiation processes is a required rst step to
improve your skills as a negotiator.
The importance o package negotiations. What dierence does it make
to negotiate by package as opposed to per item?
Unequal power in negotiations. How do you negotiate when you are in
the weakest position? What actions increase or decrease your negotiation
power?
Managing confict in organizations. When is negotiation a good solution
or confict within an organization?
Using agents and attorneys eectively. When is it advisable to use anagent to negotiate or you? Is your attorney a good negotiating agent?
Dealing with complex negotiations: multilateral and multi-issue.
How does complexity rise in an arbitration when the number o issues to
negotiate increases?
Synchronization o internal and external negotiations. How can you
ensure that you achieve the negotiation objectives o your company?
Making competition and cooperation compatible and rewarding. Can
the distribution o the pie take place in a cooperative manner?
Negotiation theory and practice: how to distribute and create value.
What insights does economic game theory provide to negotiators?
Culture and perceptions: inter-cultural negotiations. Culture determines
the pattern o behavior and infuences decision making during negotiation.
PArtICIPANtS
The workshop has been de-
signed to sharpen the expe-
rienced negotiators practical
skills and deepen his or her
theoretical knowledge. The
program is then particularly
targeted at, but not limited to:
CEOs
Managing Directors
GeneralManagers
Divisional and FunctionalManagers
Managers dealing withpartners, suppliers, cus-
tomers and employees
Human Resource Directors
Sales Account Managers
Purchasing Proessionals
ENrIQUE OGLIAStrI
Proessor at IE Business School and INCAE Business School (Costa Rica); Visi-ting Proessor at Universidad de los Andes (Colombia), Harvard University, Tou-
louse Business School (France), University o Nancy (France), and Ajiken (Japan)
Consultant on Strategic Planning and Negotiations
Author o eighteen books
PhD in Organizational Theory and Master in Social Psychology, Northwestern
University (USA); MBA, IESE Business School (Spain)
jULIO UrGEL FinanceandNegotiationsProfessorandformerDean,IEBusinessSchool
Independentconsultantandmediatorincomplexnegotiations,1988topresent;consultantincorporatenancewithfocusonmergersandacquisitions,1982to
present
PhDinBusinessAdministration,HarvardBusinessSchool;MBA,IESEBusiness
School (Spain)
FACULtY
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INtErNAtIONAL EXECUtIvE PrOGrAMSAgreements are available or both an individual and a group o executives rom the same frm who
wish to combine two or more programs rom any track.
SKILLS DEvELOPMENt trACK Innoaie Leadeship:Winning skills or you and your team,Nov4-6,2013;Apr7-9,2014
Execuie Negoiaion Wokshop:From experienced to expert negotiator, Oct 14-17, 2013; May 5-8,
2014
Communicaion Skills and Public Speaking Wokshop: Becoming a confdent and persuasive
Presenter, Nov 25-27, 2013; May 26-28, 2014
Change Managemen Wokshop:Changing minds and minding change, Dec 2-4, 2013; June 4-6, 2014
Global Leadeship fo Women:Empowering your eectiveness as a leader, Jun 11-13, 2014
Cuing-Edge Decision-Making tools:Equipping leaders or managing risk, complexity and uncertainty,
Dec 2-4, 2013; Jun 18-20, 2014
MArKEtING & SALES trACKthe Saegy and tacics of Picing: A guide to growing more proftably,Apr7-9,2014
Building a Cusome-Cenic Oganizaion: Outperorming your competition in proftability, Jun 11-13,
2014
FINANCIAL MANAGEMENt trACKCopoae Finance: Connecting fnancial activity to strategic goals,Oct14-16,2013;May19-21,2014
High Yield Bonds:Learn frst-hand rom the experts
, Jun 4-5, 2014
Coss-Bode Meges & Acquisiions: Getting them right, Nov 11-13, 2013; Jun 18-20, 2014
venue Capial: Investing and und-raising in high-growth companies,Nov11-13,2013;May19-21,
2014
Islamic Finance: Investing tools or the banking uture,Jan26-29,2014/Jeddah,SaudiArabia
Finance and Accouning Wokshop fo Non-Financial Manages: Analyzing opportunities, assessing
risk and estimating your impact,Dec9-11,2013;Jun11-13,2014
OPErAtIONS MANAGEMENt trACKLeading Poec-Dien Oganizaions: Creating strong capabilities or organizational change and
Transormation, Nov 25-27, 2013; May 26-28, 2014
Global Supply Chain Managemen: Building a competitive procurement and negotiation platform, Mar 24-26,
2014
SPECIALIZED MANAGEMENt PrOGrAMSEffecie Managemen fo Secuiy Pofessionals: Establishing the security role as an enabler or
business success, June 3-6, 2014
Managemen Fundamenals fo Scieniss and reseaches: Solid business grounding to move rom
bench to market, October to May annually / Blended
China: An Inside view: Accelerate your business success, 4 days in May 2014 / Beijing, China
the Global renewable Enegy Business: Be ahead o the energy uture,Dec9-12,2013;Jun24-27,2014
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PrOGrAM DAtES AND FEEExecuie Negoiaion Wokshop
Nex ediions: Oct 14-17, 2013 / May 5-8, 2014
Fee: 4.700
Special concessions are available or IE Alumni,groups o executives attending rom the sameorganization, executives registering or more thanone program, and early-bird inscriptions.
The program ee o 4.700 covers tuition, course
materials, all coee breaks and lunches during the
program.
Fees do not include accommodation. I you wish,
we would be happy to make a reservation or
you at one o the hotels within walking distance
o our premises and with which we have special
agreements.
Payment is due within 30 days o the invoice date orupon receipt o the invoice i admission is within 30
days prior to the start o the program. Cancellation
policies are outlined in the inormation provided to
applicants upon admission.
FOr MOrE INFOrMAtION
Conac:Kysa [email protected]
Tel.:+34915689570
Visit our website:
www.ie.edu/internationalprograms
regisaionExecutive Negotiation Workshop is an open enrolment program. To reserve a slot, simply register online
by visiting the program webpage here. Alternatively, you can ask or the registration orm via email:
IE BusinessSchool Executive Education
@IEExecEducation
IE Business School Executive Education
IE Executive Education
Follow us on:
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18 Pinar Street28006 Madrid, Spain
Tel.:+34915689600
Fax:+34915689618
www.execed.ie.edu
businessschool
Executive Education