Events at USI Università della Svizzera italiana
Negotiation - An Essential Skill for Executives
USI Executive MBA is pleased to announce the upcoming event:
NEGOTIATION - AN ESSENTIAL SKILL FOR EXECUTIVES
Keynote speaker: Kandarp Mehta, IESE Business School, University of Navarra
When: Saturday, January 21st, 2017
Where: USI Lugano campus, Executive Center
This session looks at the fundamental elements of the negotiation skill of an executive.
For an executive negotiation is not a choice, it’s a necessity. As a result it’s essential for a manager to work on his/her negotiation skill. In this session, through a practical simulation we will try to understand some of the most important aspects of negotiation skill of a manager. Negotiations involve a dual pressure for an executive. On one hand the executive is under pressure to compete and create maximum value, on the other hand the executive wants to collaborate and establish a relationship. Quite often negotiations involve not only opportunities for creation of value but also a resolution of a conflict or a deadlock. This session will address this competitive-collaborative pressure that each manager faces.
The session will provide practical tools and tips that managers can use in their day-to-day negotiations and become more effective.
9.45 – 10.00: Registration and Welcome
10.15 – 10.30: Event presentation Prof. Gianluca Colombo
10.30 – 10.50: Negotiation : The Competitive – Collaborative tension in negotiation
10.50 – 11.10: Negotiation Exercise; where participants will prepare and participate in a quick negotiation exercise.
11.10 – 11.40: Negotiation Principles and Negotiation Process
11.40 – 11.50: Factors that make a good negotiator, a great negotiator
11.50 – 12.00: Conclusions
12:00 – 12:45: Standing lunch
The event is English-spoken.
Limited seats. For reservations: firstname.lastname@example.org
Full details here: