Negotiation: Strategies and Techniques

This workshop is useful for managers and executives who need to influence others or negotiate with other co-workers or clients. Participants from all functional areas and all industries are welcome.

Whether you are forging an agreement with suppliers, trying to seal the deal with potential customers, raising money from investors, managing conflict inside the firm, or even facing a dispute at home, professional (and personal!) success requires the ability to negotiate effectively. At its core, this workshop is designed to help you lead at the bargaining table by sharpening your negotiation skills and becoming the central person when it comes to resolving conflicts both in and outside the company, communicating with difficult clients or partners, and executing the most crucial and complex deals for your organization.

• Design and execute deals that create maximum value on a sustainable basis.
• Capture your fair share of the value that is created.
• Think strategically in competitive contexts and execute deals that others might overlook.
• Avoid common mistakes made by negotiators.
• Identify, understand, and use psychological influence tactics at the negotiation table.
• Achieve superior results in a vast array of competitive environments.

Through the use of videos, feedback, negotiation simulations and other exercises, you will:

• Develop a successful personal negotiation style
• Evaluate your own negotiation and dispute resolution style
• Improve your own negotiation and dispute

The participants will obtain a certificate from the Luxembourg School of Business. Our school is certified by the Ministry of Education as a lifelong learning organism and member of AACSB (Association to Advance Collegiate Schools of Business).

Lecturer

Daniel McCray is a lecturer at Cornell University. He is an expert in workplace negotiation, mediation and arbitration. As Practice Leader and Director of the Labor Relations Programs, Daniel McCray is responsible for developing and teaching professional education programs in negotiations, conflict resolution, collective bargaining for professionals working for unions and employers in the United States, Europe and Latin America.

Dan has taught and facilitated dozens of management and union teams, with a particular emphasis on developing and executing an effective negotiating strategy and the skills of an effective negotiator.

How to finance your training

• Financial support from the State : Luxembourg School of Business is accredited by the Luxembourg Ministry of Higher Education and Research and recognised as a continuing education organisation. As a result, your company can benefit from financial aid from the Luxembourgish state for the training of its employees.
• Tax Deductibility for an individual: Any taxpayer with net income from a salaried occupation may deduct the cost of professional development as business expenses (frais d’obtention) from their taxable income from the salaried occupation. Further training expenses which are related to the taxpayer’s current activity fall within the scope of the acquisition costs of article 105 of the ITA and are therefore deductible from taxable income.