Negotiations as a Problem-Solving Tool


Dr. Raymond Saner, 27.05.2015, M6 Educational Centre

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Seminar overview

Success in negotiation is often not a matter of chance, but the result of good planning and specialized skills. Some of these are inborn, some are learned. This workshop will draw on key insights gained from negotiations theory and research and offers application to trade related negotiation processes
The main objectives of this seminar are:
· To familiarise participants with the most widely used negotiating techniques
· To provide participants with a sound understanding of negotiation techniques as a useful tool for conflict resolution and the achievement of interdependent goals
· To enhance personal insight into one's own professional efficacy as a negotiator

The first module will introduce participants to the theory of negotiations and practice of negotiations and present concepts of negotiation theory which are relevant for practicing negotiatiors.
The second module of the seminar will focus on the characteristics of distributive vs. integrative bargaining.
The third part will touch upon the overlap between negotiations and culture in order to explain better the understanding of what compromise is and how the certain outcomes are seen by different actors depending on their upbringing/culture. The training will include theory, discussion, case studies and role plays.

How will you benefit?

This seminar will provide you with:

· The basic terminology and the differences among the main concepts in international negotiations
· A skill to identify the above-mentioned concepts, methodologies and strategies
· An assessment of your own negotiation style and teach you how to deal with people who have a different communicating, thus, negotiating style
· A skill to think before you act, i.e. how to reach a more inclusive outcome that will meet your expectations and satisfy the other party as well.
· Learn some basic do’s and don’ts

Who Should Attend

Managers, sales staff, customer service people and all staff that are involved in negotiating with internal and external parties.

11:00 – 11:30 Registration and Coffee

11:30 – 13:00 Module 1
· Negotiation theory & practice
· Types of negotiations
· New Diplomacies
· Quizz (self-assessment) - Role Play Exercise: Texoil

13:00 - 13:15 Coffee Break

13:15 – 14:45 Module 2
· Distributive Bargaining (Claiming Value) - Role Play Exercise : TCE vs Global
· Integrative Bargaining (Creating Value) - Simulation exercise: ABB vs WWF
· Strategies & Tactics

14:45 - 15:30 Lunch Break

15:30 – 17:00 Module 3
· Negotiating Across Cultures
· Negotiation Behaviour
· Negotiation Styles (Profiling)

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Dr. Raymond Saner
Political psychologist and economist and Professor at the Economic Science Centre at Basle University, Switzerland. He teaches international negotiations to students enrolled in graduate studies in economics at Basle University and at Sciences Po, Paris (Master in Public Affairs).

Coach and trainer in international negotiations (Brussels, Beijing, Berne, Bonn, Frankfurt, Geneva, Jakarta, Manila, New York, Paris, Rome, Taipei, The Hague). Author of simulation and training cases focusing on bilateral and multilateral diplomatic and trade negotiations.

Expertise
International Negotiation Processes at organisational, inter-organisational and global levels.

(Current) Projects
Training, civil servants , business executives and diplomats in different countries and at Basle University and Sciences Po.

Positions
· Prof. Em. Organisation and International Management, Basle University, Basle
· Director, DiplomacyDialogue, CSEND, Geneva

Education
· PhD, Union University, Cleveland Ohio, USA.
· MS, Lesley University, Boston, Mass., USA.
· BA, Basle University, Basle, Switzerland
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