Led by Tim Cullen, Director of the Oxford Programme on Negotiation
25th & 26th May 2009
Taj President, Mumbai
AGENDA
Day 1 – 25 May 2009
Explanatory framework for negotiation. Including a mini introductory case discussion.
Introduction to decision-making and how to counter one's natural biases to avoid traps. An interactive teaching session.
Decision-making exercise: The Gas Station Game. A prisoners' dilemma game
Simulation/role play: Carter Racing. Team decisionmaking
Persuasion and Influence: An interactive teaching session on research-based principles of persuasion and influence.
Summit Oil: Participants will form into groups and prepare and present a persuasive case to a corporate committee, drawing on lessons learned during the afternoon
Day 2 - 26 May 2009
Key principles of negotiation – an interactive teaching session, dealing with principles-based negotiation, integrative and distributive agreements, no-deal options, sequencing etc.
Simulation role-play: Ningia's Budget. Two-person multi-issue negotiation, exploring the interests of both sides.
Selling the Gables: Case discussion of a real estate sale, exploring issues of uncertainty and mistrust in negotiations.
Simulation role-play The Multibrands - Canmart Negotiation: Two person intercultural negotiation, introducing some unexpected dilemmas.
Interactive teaching session on the high cost of low trust, and introducing ethics in negotiation.
Setting-up and commencing a negotiation -- avoiding costly information gaps.
Seeking to create value, effective execution of negotiating strategies, and closing on a deal that will work.
Simulation multi-party negotiation role-play: The Commodity Purchase. Illustrates many of the concepts taught in the programme.
Concluding recap of lessons learned.
LexisNexis is entitled to change the agenda without prior notice
For full information on the event program, please click here
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