NEGOTIATING FOR VALUE CREATION

®
REAL WORLD. REAL LEARNING
STAKEHOLDER LEADERSHIP
NEGOTIATING
FOR VALUE
CREATION
NEW
P R O G R A M
IN OPEN
P R O G R A MS
WORLDWIDE
Financial Times rankings
2012, 2013 & 2014
WHAT
WHO
In a global business environment defined by constant
change, uncertainty and the pressure to achieve
short-term results, it may be tempting to approach
negotiations with external parties as short-term
cost‑saving opportunities centered on price.
Negotiating for Value Creation is designed for
dealmakers, executives and entrepreneurs who face
complex and challenging negotiations and wish to
further sharpen their negotiation skills and accumulate
a wealth of experience in a realistic and time‑effective way.
Price is unquestionably a very important dimension
in most business deals and negotiators should
master the fundamentals of price negotiations.
However, limiting the negotiation process to a battle
over price significantly reduces the total value different
parties could create in partnership.
Although the program is not restricted to executives
in specific functions, it is particularly well suited to:
managers handling procurement, sales managers,
executives involved in important internal negotiations,
human resource managers, investment bankers,
consultants, lawyers and entrepreneurs.
Suppliers or clients squeezed on margins have no
choice but to reduce product innovation. They are not
empowered to deliver the best they can and trust and
respect will be hard to win. You may well end up being
the loser in such situations.
Negotiating for Value Creation (NVC) will help you
master the negotiation frameworks and processes
required to manage successful value‑driven
win‑win partnerships.
NEGOTIATING FOR VALUE CREATION
WILL HELP YOU:
»Sharpen your negotiation skills
»Manage complex and challenging negotiations
»Prepare to deal with different types
of negotiation situations
»Drive value creation in your organization
»Gain further real world experience through
negotiation simulations
HOW
The program develops your negotiation skills through a carefully selected
combination of lectures, small group discussions, and real life negotiation
simulations with other participants.
Program Co-Director
Luís Almeida Costa
These real world exercises are an invaluable opportunity to learn from the
diverse wealth of experience of your peers, and to identify your own strengths,
areas of development and “bad habits”.
Portuguese
Negotiation and Strategy
PhD INSEAD
“In a global business environment
characterized by diversity, differences
are often perceived as obstacles to
reaching an agreement.
Negotiating for Value Creation takes
a different view, by exploring how to
leverage differences as a fundamental
source of value creation when building
relationships and structuring deals.”
You will also be exposed to sophisticated analytical and conceptual insights,
drawing on the latest advances in the field of negotiation analysis.
Personal Coaching
DAY 1
DAY 2
DAY 3
POST PROGRAM
MORNING
MORNING
MORNING
COACHING
Price negotiations:
concepts
and tactics
Negotiating complex
agreements under
uncertainty
Multiparty
negotiations
AFTERNOON
AFTERNOON
Inducing
cooperation to
generate win-win
solutions
Package deals:
negotiating win-win
solutions
Program Co-Director
Robert Hooijberg
Dutch
Organizational Behavior
PhD University of Michigan
AFTERNOON
Dealing with
information
asymmetries
PERSONALIZED ONE-ON-ONE COACHING DURING
AND AFTER THE PROGRAM
To ensure the long-term impact of what you learn, and to address your unique
needs, personalized one-on-one coaching is offered both during and after
the program.
Before the program starts, you will be asked to take a survey so we can gain
an understanding of the typical negotiation issues you face and what you believe
your weaknesses are.
Visit www.imd.org/nvc for
the full list of Faculty teaching
on the program.
WHERE
On the shores of Lake Geneva in Lausanne, Switzerland,
40 minutes by road or rail from Geneva International Airport.
WHEN
DURATION: 3 DAYS WITH ADDITIONAL POST-PROGRAM
SUPPORT (2 COACHING SESSIONS)
NVC November 4–6
2014*
NVC 1
NVC 2
April 28–30
Sept. 29 – Oct. 1
2015*
2015*
Fee 2014: CHF 6,000*
*IMD reserves the right to modify the program dates, location and fee at any time.
Negotiating for Value Creation (NVC) helps
executives master the negotiation frameworks
and processes required to manage successful
value‑driven win-win partnerships:
»Sharpen your negotiation skills
»Manage complex and challenging negotiations
»Prepare to deal with different types
of negotiation situations
»Drive value creation in your organization
»Gain further real world experience through
negotiation simulations
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OVERVIEW OF PROGRAM TOPICS
Relative time spent per topic in the program.
For illustrative purposes only.
Negotiating for
Value Creation
IMD is the expert in developing global leaders. Find out
how we can help you on your global leader journey
at: www.imd.org/global-leader.
Ethics
(Financial Times 2008–2014) and
in open programs worldwide
(Financial Times 2012, 2013 & 2014).
The IMD Difference
®
REAL WORLD. REAL LEARNING
IMD is a top-ranked business school.
We are the experts in developing global leaders
through high‑impact executive education.
Why IMD?
»We are 100% focused on real-world executive development
»We offer Swiss excellence with a global perspective
»We have a flexible, customized and effective approach
www.imd.org
FURTHER INFORMATION
For more details (including videos featuring the program), visit
www.imd.org/nvc or contact a Program Advisor at +41 21 618 07 00.
APPLICATIONS
Application and tentative reservation forms can be found online at: www.imd.org/nvc.
ALUMNI BENEFITS
As a former participant in an IMD program, you gain membership to our Alumni
Network, with more than 80,000 members worldwide, and have access to a number
of alumni benefits. Find out more at: www.imd.org/alumni.
FOLLOW US ON
Chemin de Bellerive 23
P.O. Box 915
CH-1001 Lausanne
Switzerland
Central tel: +41 21 618 01 11
Central fax: +41 21 618 07 07
[email protected]
Concept and design: Magic Pencil; Photography: Régis Colombo, Nate Henderson, Richard Juilliart, Oliver O’Hanlon, Thierry Porchet, Yves Ryncki, Jean Scheim (Black and White) ©IMD 2014
in executive education worldwide
IMD, IMD INTERNATIONAL and IMD INTERNATIONAL REAL WORLD. REAL LEARNING are trademarks of IMD – International Institute for Management Development.
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