Thursday, April 23, 2009

Preliminary Program Outline

Note: This outline is subject to change before the broadcast.

Segment 1: Elements of a Great Negotiation

1. What are negotiations?
2. Skills of great negotiators

Segment 2: The Science of Negotiations

1. Understanding price and non-price elements
2. Setting the negotiations strategy
3. Cross-border complexity and considerations in strategy development
4. Generating competitive rivalry
5. The negotiation process
6. Contingency plans

Segment 3: The Art of Negotiations

1. The ideal mindset for negotiating
2. Negotiations site and other logistics considerations
3. Ethics: Integrity-based negotiations
4. Cultural differences in offshore negotiations
5. Key elements for negotiation success

Segment 4: What to Watch Out For and Locking it Down

1. Managing internal stakeholders
2. Highly constrained negotiations
3. Classic negotiating tactics and their counters
4. 360-degree price negotiations
5. The contract is key
6. Electronic negotiation

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