Negotiations as a Problem Solving Tool


Snezana Bilic , 25-27.5.2016, M6 Educational Centre

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Workshop Overview

To reach an agreement that’s acceptable to both parties you’ll need to negotiate effectively and have a number of key strategies and tactics at your disposal. This is a practical seminar. It’s packed with exercises and practice to help you to build the necessary skills you’ll need to be able to enter real-life negotiations with confidence and understanding.
The presentation will focus on:

· Giving you a good understanding of the negotiation process
· Building your skills to enable you to negotiate from a position of strength
· Giving you the confidence to respond to the changing circumstances of the negotiation itself and the people directly and indirectly involved

This negotiation training course takes you past just a theoretical understanding and includes a number of practical exercises that use accelerated learning principles to ensure that learning is maximised – delivering maximum benefit for you, your organisation and both negotiating parties.

Who Should Attend

This program is appropriate for managers of top and middle level, leaders of governmental and non-governmental organizations (NGOs), educators, trainers, and executives who wish to improve their ability to create value at the negotiating table. To foster teamwork and extend the learning across the organization, we encourage teams and small groups to attend together.

How will you benefit?

· You will develop a broader understanding of the negotiation process, the parties involved, strategies you can use and tactics that are available
· Understand the planning and preparation required to be effective
· Listen and question to gain the right information
· You’ll be more aware of the impact your behaviour has on others and how to use this to your advantage. Persuade and convince others, influencing their actions and attitudes.
· Develop relationships, values, build rapport and confidence when negotiating, influencing and persuading
· Gain agreement between divergent interests of two or more parties
· Increase your confidence and personal drive

Day 1 (25.05.2016)

11:00 – 11:30 Registration

11:30 – 13:00 Module 1
A. Overview
B. Basic concept and theory
C. Why do we need to negotiate?
D. The negotiation problem (case study)

13:00 – 13:15 Coffee Break

13:15 – 14:45 Module 2
A. Creative strategies to solve negotiation problem
B. Essential Negotiations tactics
C. Negotiation style and framework (case study)

14:45 – 15:30 Lunch

15:30 – 17:00 Module 3
A. The two dollar game exercise
B. Discussion and Analyses
C. Conclusion of the day

Day 2 (27.05.2016)

11:00 – 11:30 Registration

11:30 – 13:00 Module 1
A. Economic impact on global negotiations
B. Applying effective negotiation tactics to business negotiations
C. Failure and Success in Business Negotiations (case study)

13:00 – 13:15 Coffee Break

13:15 – 14:45 Module 2
A. Trade Negotiations
B. Diplomacy strategies for negotiations
C. Case Studies in International Negotiations from Business - International Negotiations of 2013: Apple’s Apology in China

14:45 – 15:30 Lunch

15:30 – 17:00 Module 3
A. Practical steps to integrative bargaining: The seven elements of principled negotiation
B. Negotiations at all points - interaction and organization
C. Turning work into "performance": Employee appraisals in practice

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Snezana Bilic
Asst. Prof. Dr. Snezana Bilic is Vice Rector at the International Balkan University, Dean of the Faculty of Economics and Administrative Sciences, and Associate Professor at Faculty of Economics and Administrative Sciences. She has served in various education-related functions in the public sector during her tenure with the Macedonian Ministry of Education and Science, as well as in international as National Coordinator of the EU Tempus Program.
Dr. Bilic completed her Bachelor studies at the University Ss. Cyril and Methodius, Faculty of Economics, Skopje in 1991; followed by her Master studies at the Maastricht School of Management in the Netherlands in 1995 as a scholarship student of the European Commission; and attained her Doctorate at the University Ss. Cyril and Methodius, Faculty of Economics, in 2010.
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