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Executive Education

Marketing and Sales Programmes 2015 – 2016

Negotiation Dynamics

01Negotiation Dynamics 2015 – 2016

Negotiation DynamicsDevelop your negotiation skills We are all experienced negotiators, and we face challenging and complex problems of persuasion and influence on a daily basis. We buy and sell. We manage workers and work for managers. We deal with friends, family, colleagues, merchants, organisations and institutions all the time. Successful negotiation requires agreement and collaboration with other individuals. Since other stakeholders do not often have the same interests, perceptions and values as we do, negotiation skill is needed, both professionally and personally.

Negotiations are all-pervasive and yet they often do not go as well as we would like. What are some of the reasons for falling short of success – and how can we address them?

Limited awareness of negotiation methodsMany managers negotiate with little systematic strategy in mind. The basic method employed is often reminiscent of traditional haggling – where parties start with extreme offers, concede reluctantly and try to demonstrate a greater willingness than the other party to walk from the table if things do not go their way.

Few strategies to deal with negotiation obstaclesEven if negotiators are aware of effective negotiation methods, the negotiation process is rarely smooth. Obstacles challenge the success of the negotiation process, and the unpractised negotiator might lose his or her way. There are at least four kinds of obstacles: behavioural, emotional, cognitive and structural.

Lack of adequate understanding of – and strategies to deal effectively with – the complexities of negotiation relationships Negotiations often become problematic because parties do not know how to manage their relationship with others effectively. Negotiations can also falter or fail because of inter-personal or intra-organisational problems, or structural difficulties in the business incentive structure.

In three intensive days, Negotiation Dynamics will develop your personal negotiation style in a challenging, action-oriented environment.

Key benefits

— Build a stronger negotiation base and improve the outcomes of deals

— Develop analytical tools and frameworks for understanding and winning in more sophisticated negotiations

— Acquire hands-on practice enabling you to strengthen weak points and prepare you to return to work

— Post-programme coaching that helps ensure you are applying the content and theory learnt on the programme

Faculty

Programme DirectorHoracio FalcãoAffiliate Professor of Decision Sciences

02Negotiation Dynamics 2015 – 2016

Programme content

However effective your negotiation skills, this programme will help you become a better negotiator.

There is no single ‘right’ way to negotiateDifferent situations demand different negotiation skills. However, it is possible to develop theory, guidelines and practical tools to aid those engaged in negotiations and joint problem solving.

There is value in working on process, independent of substanceFocusing on the negotiation process pays dividends. This programme aims to provide you with an opportunity to learn from the experiences of others, to experiment with new ideas in a safe environment, to become aware of what you do well and to begin to develop new skills to complement those you already possess.

Learning by doingIt is hard to improve your skills by simply talking about negotiation. This programme will include a mixture of presentations, interactive exercises, debriefing sessions and small-group consultation sessions on real negotiating challenges.

Participants will engage in a series of hands-on simulations set in domestic and international contexts.

Some of the exercises emphasise psychological aspects of bargaining, value creation and distribution, as well as the importance of trust, with a special focus on organised preparation and process analysis. The value of this programme will depend largely on group participation in exercises, negotiation simulations, discussions of those exercises, and group consultations. Cases may be used to present important negotiation and communication dynamics, as well as to provide useful opportunities to reflect on your own assumptions and actions.

Negotiation Dynamics will provide knowledge or help you build your ability to:— Understand your own psychological biases

while making judgements under uncertainty and risk

— Create value and execute deals that others might overlook

— Develop the strategic skill to garner your fair share of what is negotiated

— Avoid common mistakes made by negotiators

— Refine your perception in order to understand your own ethics and style, and those of others

— Work with people whose backgrounds, expectations and values differ from your own

— Analyse negotiations at a more sophisticated level.

After the programme, participants should be more effective and reflective negotiators. With the help of a conceptual framework, they will diagnose problems and promote agreement, both inside and outside their organisations.

Participant profile

Negotiation Dynamics is designed for executives with at least eight to ten years of management experience, who have gained substantial experience in conducting and supervising business negotiations. Prior training in negotiating skills is useful but not essential.

The programme is not restricted to managers in specific functions and will be of interest to:

— Executives involved in mergers, acquisitions or joint-venture negotiations

— Managers handling procurement

— Human-resources managers

— Entrepreneurs

— Managers in liaison roles such as national-account managers

— Key-account managers

— Barristers and lawyers.

New for 2015: post-programme coaching Negotiation Dynamics now incorporates post-programme coaching into the learning. Unique to INSEAD, the coaching takes the form of a two hour virtual workshop that can be used within two months of completing the programme. Run by experienced coaches, you will get:

— Further support once you have left INSEAD to ensure you are applying the content and theory learnt on the programme

— Further help with increasing your productivity once back at work.

03Negotiation Dynamics 2015 – 2016

General Manager Zenith Bank Ghana Ltd Ghana

Senior Vice President PT Bank Mandiri (Persero) Indonesia

Head of Standards & Development Holcim Group Support Switzerland

Finance & Custom Business Manager STMicroelectronics Italy

Executive VP Marketing & Corporate Development Landsviskjun Iceland

Commercial Director Jas Bowman & Sons The United Kingdom

Business Manager AkzoNobel Base Chemicals The Netherlands

Regional Product Manager - Mirena Bayer Singapore

Country Officer International Finance Corp The United States

Business Development Manager BP Australia

National Sales Manager Novo Nordisk Pharmaceutique France

Director of Strategic Business Solutions Pfizer International Russia

Head - Own Brand Management Metro Germany

Director Project Integration Saudi Telecom Company Saudi Arabia

Business Development Manager JT International Hong Kong

Senior Manager Mubadala Development Company United Arab Emirates

Deputy General Manager National Can Hellas Greece

Regional Representative Jumbo Navigation Korea

Some of our past participants have included

“Although I spent a lot of time negotiating, I realised that having a stronger framework and changing some small behaviour can have a big impact. I also enjoyed the multicultural atmosphere.”

Vice President, Strategic Projects Merck Sharp & Dohme Interpharma France

“A thoughtful and logical approach which provided a great structure for what is essentially an initiative skill.”

General ManagerBPAustralia

04Negotiation Dynamics 2015 – 2016

Region

Industry

Function

Western Europe 19%

Middle East 15%

Benelux 13%

Northern Europe 12%

Southern Europe 7%

North America 5%

South East Asia 5%

Eastern Europe 4%

Africa 3%

South America 2%

Rest of World 13%

Banking & Finance 16% Pharmaceuticals

& Chemicals 11% Misc.Manufacturing

Prod. 10% Energy 6% Education 6% Petroleum 5% Telecommunications 5% Consulting 4% Transportation -Travel 3% Construction

& Engineering 3% Other Services 36%

Sales & Marketing 25%

General Management 22%

Finance & Accounting 12%

Business Dev./ Corporate Plan. 11%

Manufacturing&Prod./Operations 5%

Consulting and Legal 4%

Project Management 3%

Human Resource Management 2%

Logistics / Purchasing 2%

Technology Management 2%

Other 10%

Asia Campus

Campus Information

Europe CampusINSEAD’s 8-hectare Europe Campus is situated on the edge of the beautiful, historic town of Fontainebleau, France. It nestles in the vast Forest of Fontainebleau yet is less than 1 hour from the centre of Paris and international airports. Facilities are of the highest standard and include: 29 lecture theatres, many classrooms, study areas, 2 restaurants, a bar, a bookshop, extensive library resources, a fully equipped gym and 2 on-campus hotels with a total of 158 rooms.

Abu Dhabi CampusAbu Dhabi’s city centre is home to INSEAD’s third campus, just 40 minutes from the airport and 10 minutes from the ‘Corniche’. This new, 14-storey, 6,000 square-metre building, purposely designed for Executive Education, has 3 lecture theatres, 2 conference rooms, classrooms, study areas, a library, a restaurant and prayer rooms.

INSEAD is unique among leading business schools in having a 3-campus structure – spanning Europe, Asia and Abu Dhabi. Each campus is highly cosmopolitan and has its own world-class faculty in residence. Executive Education programmes run at 1, 2 or even all 3 locations, while Customised Programmes can be held anywhere in the world.

Asia CampusThe Asia Campus in Singapore occupies a 1.94-hectare site in the heart of the city’s Buona Vista ‘knowledge hub’ – just 30 minutes from the airport and 15 minutes from the financial district. Its state-of-the-art facilities include: 12 amphitheaters, 6 flatrooms, classrooms, study areas, 2 dining areas, 2 bars, a 24-hour library, a fitness centre and 133 hotel rooms for participants.

05Negotiation Dynamics 2015 – 2016

Europe Campus Abu Dhabi Campus

Campus Information

06Negotiation Dynamics 2015 – 2016

Practical information

Application procedure

Places on the programmes are confirmed on a first-come, first-served basis, taking into consideration the applicant’s level, objectives and the diversity of the classes.

We recommend that you submit your completed application form as early as possible, preferably 6 weeks prior to programme commencement. The Admissions Committee will review your application and advise you on the outcome as soon as possible. Please do not hesitate to contact us if you have any questions about which programme may best suit your objectives or for any additional information.

Note: all our Open-enrolment Programmes are taught in English and participants should be able to exchange complex views, listen and learn through the medium of English.

Tuition fees*

The programme fee covers tuition, course materials and lunches on working days as well as the closing dinners. It does not include travel, accommodation and other incidentals. Participants will have to settle accommodation expenses and other incidentals before the end of the programme.

*Fee subject to change. For programmes delivered in France, VAT (20%) to be added for companies based in France, or for European companies where no VAT number is supplied. For programmes delivered in Singapore, GST (7%) to be added for Singapore-registered companies.

Calendar 2015 – 2016

Contact us

For further information on Negotiation Dynamics programme, contact:

INSEAD Europe Campus Mark Hoggarth Tel: +33 (0)1 60 72 40 38 Fax: +33 (0)1 60 74 55 13 E-mail: ND_Contact@insead.edu

Visit our website: http://executive-education.insead.edu/negotiation_dynamics/

07Negotiation Dynamics 2015 – 2016

Programme Date Location Length Fee* Level

Negotiation Dynamics

26–28 October 2015

7–9 December 2015

24–26 February 2016

16–18 May 2016

24–26 October 2016

28–30 November 2016

Paris

Abu Dhabi

Fontainebleau

Singapore

Paris

Abu Dhabi

3 days

3 days

3 days

3 days

3 days

3 days

€6,950

€6,950

€6,950

SG$10,250

€6,950

€6,950

Experienced General Manager

New General Manager

Senior Functional Manager

Functional Manager

New Manager

Specialist

Participants are advised to arrive the evening before as the programme starts early in the morning, unless otherwise noted.

INSEAD Europe Campus Boulevard de Constance 77305 Fontainebleau Cedex, France Tel: +33 (0)1 60 72 42 90 Fax: +33 (0)1 60 74 55 13 Email: execed.europe@insead.edu

INSEAD Asia Campus 1 Ayer Rajah Avenue Singapore 138676 Tel: +65 6799 5288 Fax: +65 6799 5299 Email: execed.asia@insead.edu

INSEAD Abu Dhabi Campus Muroor Road Street N°4, P.O. Box 48049 Abu Dhabi, United Arab Emirates Tel: +971 2 651 52 00 Fax: +971 2 443 94 61 Email: execed.mena@insead.edu

http://executive-education.insead.edu