Negotiation Skills
September 29 and October 6, 2023 | 15:00 – 18:30
Online, Zoom
EUR 390 + PVN
Negotiations are crucial in our practical and social lives, whether we aim to influence people, resolve conflicts, build relationships, or end disputes. The success and quality of our relationships rely on our ability to manage negotiations effectively. This course focuses on providing concentrated, commercially oriented knowledge and experience to help individuals acquire and refine negotiation skills using modern MBA programme methods, leading to successful deals and sustainable, trusting relationships.
Faculty
Dmitrijs Juskovecs has obtained a Bachelor's Degree in Economics and Business Management from SSE Riga and a Master's Degree in International Management from Thunderbird University, USA.
Dmitriy is a member of the Board of Directors and Commercial Director of AS LATVENERGO. Dmitriy's career started in Switzerland, working as a Marketing Process Controller at the European Central Office of Johnson & Johnson. He has held leading positions in the largest Baltic pharmaceutical distributors and since 2011 has been teaching negotiation skills and project management control in SSE Riga's bachelor's and executive education programs.
Within the framework of SSE Riga Executive Education, Dmitriy has conducted training for industry leaders such as airBaltic, Citadele, Groglass, Accenture, Grindex, Prudentia and other leading international and local companies.
Benefits for your company
- Employees capable of having structured, quality and productive conversations and closing successful deals.
- Ability to build long-term and trusting relationships with clients and partners.
Benefits for participants
- Familiarity with several negotiation techniques and the ability to apply them in work and daily life.
- The ability to learn and develop various negotiation tactics for successful goal achievement.
- Confidence in one's ability to close successful deals and build long-term, trusting relationships.
Content
Session 1
- Introduction to Game Theory and Prisoners’ dilemma
- Understanding two ideologies of negotiations: distributive (fixed-pie) bargaining vs interests-based (principled) negotiations. Structural analysis and suitability of each approach
- Interests-based negotiations: simulation and debrief:
- Who won/lost? Why?
- Finding solutions for mutual gain
- Natural negotiation styles: analysis, pros and cons of each
- “Straw man” and other haggling tactics - Investigative negotiations: using negotiation as means to understand the other party’s true interests
Session 2
- The key to negotiator’s power: Best Alternative to Negotiated Agreement (BATNA)
- Thinking outside the box: finding BATNA when it’s not evident
- Distributive negotiations - simulation and debrief:
- What is the “reservation point” of the other party?
- Anchoring and insufficient adjustment: to make or to invite the first offer?
- ZOPA: the zone of possible agreements - Ways to encourage information exchange
Participation fee
EUR 390 + VAT