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EXECUTIVE EDUCATION ANDLIFELONG LEARNING CENTER

ASIAN INSTITUTE OF MANAGEMENTJoseph R. McMicking Campus,

Eugenio Lopez Foundation Bldg,123 Paseo de Roxas, Makati City, Philippines

Tel. nos : +632 8924011 Telefax : +632 8932050, 8932031

http://excell.aim.eduhttp://exceed.aim.edu

18th Strategic Negotiations Program

PROGRAM OVERVIEW

COURSE DESIGN & PROGRAM CONTENT

EXECUTIVE EDUCATION AND LIFELONG LEARNING CENTER

How do we negotiate an uncertain FUTURE? Or, with a customer you can’t a!ord to lose? How does an organization build capability to negotiate with multi-stakeholders and multi-issue? The WORKOUT gives participants a powerful conceptual framework for analyzing, preparing for, and conducting negotiations, and extensive negotiation practice. This extensive workshop is devoted only in small part to lectures; the major focus is on negotiating and analyzing a series of exercises designed to highlight a range of important dynamics in the negotiation process. Areas include: decision-making analysis; prescriptive models and strategic guidelines for simple to complex negotiations; transforming win-lose to win-win negotiations; approaches to handling di"cult conversations and di"cult people; designing dispute resolution systems in organizations and relationships.

This work requires self-re#ection, a willingness to reexamine old and comfortable assumptions and to test new ones, and a readiness to move beyond easy (and simplistic) answers. Enrollment is limited.

The Work Out prepares the individual and teams to analyze how value may be created and claimed across di!erent negotiation contexts: across supply chains and networks, across communities and borders, across labor-management and other relationships.

Topics Included:• Managing the Tension between Value Creation and Claiming• Getting to the Table Prepared: Internal and External Negotiations• Assessing one’s Power and Capability: What is YOUR preferred style?• Multi-Party/Multi-Issue: Dealing with Several (many times angry) Publics• Making Agreements Implementable• Decision-Making Analysis and Strategies• Alternative Dispute Resolution Systems• Emotions and Communications for E!ective Con#ict Resolution• Di"cult tactics and how to deal with them.

18th Strategic Negotiations Program

RECOMMENDED FOR

PROGRAM FACULTY

EXECUTIVE EDUCATION AND LIFELONG LEARNING CENTER

Those involved in Managing Change programs, in marketing and HR, in strategic planning and CSR, Entrepreneurs, Lawyers and non lawyers alike. A diverse multi-sectoral (public and private) audience of participants from a wide range of title and industries. This program is appropriate to individuals with the following titles: CEO, CFO, President, Executive Director, HR/Sales/Marketing/Knowledge Management Director/Department Managers, and Supervisors.

Professor Nieves R. Confesor leads a team of experienced negotiators with academic training and practice in di!erent $elds of con#ict management and negotiations.

Professor Confesor is core faculty of the Center of Development Management and also teaches in the MBA and Executive Education Programs in the following areas: leadership and management of change, strategic negotiations, con#ict management. She was Institute and MDM Dean, and was Labor and Employment Secretary during the Aquino and Ramos administrations; Chairperson, GRP Negotiations Panel. She is the Executive Director of AIM -Team Energy Center for Bridging Leadership. She sits on various public and private organizations.

Professor Confesor holds an MA in Public Administration from Harvard University and an MBA from the Ateneo.

APPROACHHighly interactive and hands-on simulation exercises. Re#ection on behavior and the dynamics of negotiations. Test groundbreaking theories, practice, new approaches and new found knowledge into actions, right there and then! Work on an actual negotiation challenge in your organization at the same time.

Find out more exciting features of the program by contacting:

Representative of AIM for Executive Education program in Jakarta, Martinus BenjaminTel. nos : +6221 2965588, +6221 30050688Mobile : +62 8121280008 Email : martinus.benjamin@ultimatesmart.com