Stephen Friedman,
Former Chairman
Goldman Sachs & Co.
Clear & Innovative, 3-D has contributed invaluably to many agreements critical to Novartis
Daniel Vasella
MD. Chairman & CEO
Novartis AG, Switzerland
This is a powerful new way of thinking about negotiating. 3-D Negotiation has a profound impact on how we approach deal making in Shell."
Malcolm Brinded
Executive Director Exploration
Royal Dutch Shell
3-D approach is in use at many levels of the Estee Lauder Companies with excellent results. This down-to-earth approach is packed with striking examples which help us to put [its] methods into practice.”
William Lauder
CEO
The Estee Lauder Companies
CEO
Axel Springer
GREG BARRON is a Director at LaxSebenius LLC and was a Professor of Business Administration at the Harvard Business School from 2004–2010. His extensive training experience includes Negotiation in numerous Executive Education programs, Negotiation and Dispute Resolution, Behavioral Approaches to Decision Making as well as the core MBA course in Negotiation. At Harvard, Barron developed business cases and other teaching materials on Negotiation Strategy and Risk.
Upon leaving Harvard Business School Barron came to Lax Sebenius LLC. where he participates in training and advisory engagements in the oil, pharmaceutical, health, real estate and telecom industries and has lead training at international nonprofit organizations.
Barron has published widely and in a variety of academic journals including Psychological Science and Psychological Review. His research is on decision making, focusing on the effects of experience on decisions under risk. His work has been featured in the national and international press and has received the Bruno de Finetti Award from the European Association for Decision Making. Accessible to managers, Barron’s research has appeared in HBS Working Knowledge and in an invited presentation to the International Consumer Product Health & Safety Organization.
Finally, his background includes Group Facilitation and Human Resource Management. He holds a Ph.D. in Behavioral Science in Management and Industrial Engineering and has been awarded Excellence in Teaching.
This program is highly experience-based, using proprietary negotiation simulations to introduce participants – both at intellectual and emotional levels – to the extra-ordinary benefits of applying the core 3-D negotiation framework to day-to-day business activities, and drawing lessons from case discussions, video analysis, etc.
The agenda will instill a solid negotiation foundation early in the program, and then rapidly increase the complexity over the balance of the program by adding in simulations involving multiple parties, issues and increasing complexity - so that participants will gain the full spectrum of knowledge, skills-sets and benefits as experienced by Harvard MBA candidates.
Managers, supervisors, lawyers, purchasing agents, executives, sales and marketing staff, customer service representatives, administrative and technical staff, and anyone who deals with others can benefit from this negotiation skills program.
Prior negotiations experience will be beneficial
FACT 1
Negotiation today is a core competence for virtually all managers and "not merely an important skill to be wheeled out for special occasions". The most critical managerial problems today involve misaligned interests and perceptions with clients, partners, and adversaries as well as with colleagues within your organization
FACT 2
Virtually all negotiation training today focuses only on one dimension -"tactics at the table". This consistently presents too many loopholes for failure through poor communication, cross-cultural gaffes, fixation on a bargaining "position", etc.
FACT 3
20 years ago, LaxSebenius introduced a 2nd & 3rd (3-D) Dimension critical to successful negotiations (Negotiating for Managers 1986) which quickly became the de-facto negotiations textbook at the Harvard Business School (HBS) and many other leading graduate schools.
This was followed in 2006 by “3-D Negotiation”, which is today such a powerful and revolutionary negotiating tool, it has become the reference point for companies and even countries looking for the most effective strategies for negotiating the toughest situations
FACT 4
You can learn the 3-Dimension Approach (3-D) in 2 days, directly from its famed creators from the USA - 1 session only in Singapore.
You will not only enhance your individual interpersonal effectiveness at the table – the usual process focus of negotiation seminars – but also in substance as designers of deals that create value on a sustainable basis, and as negotiating entrepreneurs, acting away from the table to set up the most promising possible situation for yourself and your company once the face-to-face process begins.
This is the only Negotiation program that combines practical corporate experience advising on complex transactions with globally recognised cutting-edge Negotiation knowledge, weaving together finance, corporate strategy, economics and psychology.
The 3-D approach is the product of “over 20 years of deal-making experience and collaboration in the highest field of negotiation and is significantly more sophisticated than that currently being taught by commercial negotiation trainers anywhere in the world today.
Gain a powerful and effective negotiation skill-set leveraged by top managers & government officials.
Obtain analytical and proven negotiating techniques developed at Harvard Business School
Recognize the key elements of negotiation analysis including group mapping, interest inventorying, no-deal evaluation
Sharpen your ability to divide the economic pie or to protect against others claiming value at your expense
Learn how to identify and unlock potential value in agreements for both sides, in any situation.
Build powerful coalitions to your advantage in complex negotiations involving multiple issues and people
Quickly develop effective approaches to advantageously set and re-set the negotiating stage as and when required.
Become deftly influential and persuasive in eliciting your counterpart’s cooperation.
DAY 1
Session 1
Introduction (Simulation): Challenging assumptions about negotiation.
Session 2
3D Framework (Case discussions): Resetting the negotiation table.
Session Lunch
Working Lunch + Preparation for simulation.
Session 3
Claiming Your Share (Simulation): Negotiation analytics and defensive moves in the face of naïve negotiation or a pure price deal.
Session 4
Creating Valuable Deals (Simulation): Learn to expand the pie with a very hungry counterpart.
DAY 2
Session 5
Case discussion of The Browser Wars. Creating and claiming value in the real world.
Session 6
Communication in Negotiation (Exercise): Tactics for creating value.
Session 7
Influence and Persuasion (Video Analysis): The psychology and practice of getting cooperation. Critique of influential speeches and practice the art of persuasion.
Session 8
Multi-Group / Multi-issue Negotiations: Build and maintain a winning coalition in a complex negotiation.
| 3-D Negotiation Program Overview |
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ALL RIGHTS RESERVED. THE GLOBAL BUSINESS EXCHANGE. 2012 |