| Date: 9 May 2012 Trainer: Natalie Nikolaou Location: CIIM Building, Nicosia
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Overview
Strong negotiation skills are essential in today’s modern organisations; success requires continuous collaboration and agreement with others, whether dealing with suppliers, investors, customers, stakeholders, management or employees.
Since often stakeholders do not share the same interests, perceptions, and values in a negotiation, managers need to develop negotiation skills both professionally and personally in order to increase the value both parties can achieve from the negotiations.
This course is aimed at enabling participants to become more effective negotiators. Negotiation is not an innate talent - managers can learn to achieve better outcomes; become more proficient in long-term decision making; enhance leadership skills; or more easily reach consensus with people working around them.
Objectives
The seminar aims to improve participants’ interpersonal skills in negotiation situations in a variety of contexts. Specifically, the seminar is designed to help participants:
- Analyze the negotiation situation from their and their counterpart’s perspective
- Develop a preparation plan and negotiation strategy
- Broaden their repertoire of tactics and styles
- Anticipate and address obstacles to negotiations
- Understand the role of biases in a negotiation
Audience
Managers, executives, supervisors and specialists who have risen to management positions, as well as experienced managers who need to learn successful practices to improve their negotiation skills.
Content
Negotiation Analysis
- BATNA (Best Alternative to a Negotiated Agreement)
- Reservation value
- ZOPA (Zone of Possible Agreement)
- Strategic dilemmas in negotiation
- A preparation method for effective negotiations
Interest-based Negotiation
- Distinguish interests from positions
- Invent options without committing
- Insist on objective criteria
- Separate the people from the problem
Distributive Negotiations : Creating and Claiming Value
How to communicate effectively in negotiation
Negotiation Tactics
- Integrative tactics
- Distributive tactics
- Dealing with difficult tactics
Faculty: Natalie Nikolaou
Natalie Nicolaou is an adjunct professor at CIIM teaching negotiating skills.
She is a Senior Officer for the Chairman’s Office of Piraeus Bank (Cyprus) Ltd, where she provides strategy recommendations to the senior management team and leads the implementation of executive decisions. She is currently heading the launch of a new credit card product including managing the marketing campaign, designing new internal processes and coordinating all internal and external parties.
Prior to her current position, she was a Consultant with McKinsey & Company in NJ, USA, where she worked on strategy definition and execution for clients in the USA and Europe. In her most recent project, she advised the Ministry of Health of Cyprus on the implementation of a new national health insurance system. She managed several client teams in defining new concepts, implementing pilot programs and developing strategies for negotiation with labour unions.
Prior to this position, she was an investment banking Analyst for JPMorgan Chase in New York and London. She analyzed market conditions and financing opportunities for governments and corporations in Emerging Markets, including Latin America, Central and Eastern Europe, Central Asia, Middle East and North Africa. She contributed to all aspects of deal execution including bond and loan issuance and liability management.
Natalie has a BA in Economics, Applied Mathematics and Finance from Princeton University and an MBA from Harvard Business School. She has also taught undergraduate micro and macroeconomics at Harvard University.
Fees and General Information
This seminar is approved and subsidized for the amount of 133€ by the Human Resource Development Authority (HRDA). HRDA sponsors companies that satisfy their criteria.
The fees are €267 per participant for companies eligible to HRDA subsidy and €400 per participant without HRDA subsidy.
This individual session is part of the Executive Development Programme.
It is possible to attend this individual seminar should places be available.
Fees include tuition, educational materials, coffee breaks and meals.
Due to CIIMs non-profit status NO VAT is charged
