*This program is optional.
Detail
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Harvest Experience at Monte da Ravasqueira*
João Matos keyboard_arrow_right
*This program is optional.
Detail
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Conflict Resolution Tools: Internal Negotiation
João Matos keyboard_arrow_right
Topics:
- The circle of conflict
- The triangle of satisfaction
- Interests, rights and power
- The dynamics of trust
- Listening to resolve conflicts
- Achieving effectiveness as a conflict manager
Exercises:
Role-play 5 (three-party, manager-as-third-party)
Detail
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Advanced Negotiation Tools: Difficult Situations
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Topics:
- Irrationality
- Distrust
- Anger
- Ego
- Threats
- Hardball tactics and dirty tricks
Exercises:
Role-play 4 (two-team, multi-issue)
Detail
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Advanced Negotiation Tools: Team Negotiation
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Topics:
- Teammates selection
- Communication and coordination
- Package deals
- Multiple equivalent offers
- Differences and contingent agreements
- PreSS and PSS
Exercises:
Role-play 3 (two-team, multi-issue)
Detail
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The Negotiator's Toolkit: Claiming Value in Negotiation
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Topics:
- BATNA
- Aspiration points
- Resistance points and walk away
- First offers and counteroffers
- Anchoring effect
- Concessions
Exercises:
Role-play 1 (two-party, single-issue)Roll-out
René Bohnsack keyboard_arrow_right
Business Modeling & Go To Market Strategy
René Bohnsack keyboard_arrow_right
Solution Description
René Bohnsack keyboard_arrow_right
Market Segmentation & Customer Definition
René Bohnsack keyboard_arrow_right