Most negotiation courses assume negotiation is face to face or in closed definable systems, but international corporate negotiations are very often multi-faceted negotiations with multiple parties, multiple issues conducted in multiple dimensions from personal meetings, to email, video-conference, document editions, and other virtual means.
This course recognizes that reality and builds on basic negotiation fundamentals to address the more complex challenges raised by negotiations that involve multiple parties, multiple issues, and that take place over longer periods of time.
We address the different strategic considerations negotiators face, from the internal dynamics and pressures of representing a group of business division interests, to the difficulties that result from clashes of corporate cultures.
Specifically, we help you to develop a framework that addresses:
– multiparty negotiation (multilateral parties, team negotiations and internal negotiations with your organizational constituents):
– multiple decisions (with multiple options and multiple issues and how to make contingent or link or subtract);
– multiple agendas (to determine strategic ordering and sequential or simultaneous negotiation).
– multiple relationships (with effective stakeholder interest and position analysis while respecting the essentials of win-win negotiation, unlocking value for the parties, with a systematic approach to structure creative agreements)
– multiple roles of the Lawyer in the corporate mix, and the lawyers´ obligations and duties in negotiations, including corporate and contract law, as well as professional obligations.
In sum, you receive concrete, practical advice on how best to guide your U.S. corporate clients through even the most difficult negotiations, all within a framework designed to keep improving negotiating capabilities.