Negotiation – An essential skill for executives

When: 21 January 2017

Where: USI EMBA

Keynote Speaker: Kandarp Mehta

Event Description

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.

AGENDA

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 will be held in English.

Come join us Saturday 21st January at USI 

Limited places, book now at emba@usi.ch

Kandarp Mehta BIO

Kandarp Mehta is a PhD from IESE Business School, Barcelona.

He has been with the Entrepreneurship Department at IESE since October 2009.

His research has focused on creativity in organizations and negotiations. He frequently works as consultant with startups on issues related to Innovation and Creativity. His doctoral thesis was about the process of creativity in the context of motion picture industry.

He has conducted several Negotiation and Creativity Workshops for corporate executives and management students in Europe, USA and India. Before coming to Spain, he was at ICFAI Business School in India where he taught Corporate Finance. He is also actively involved with Creative Industries.