Executive Decision Making and Negotiation

Course objectives

• Apply structured decision making frameworks under time pressure and incomplete information
• Recognise and counteract cognitive biases that distort executive judgement
• Prepare and execute a negotiation strategy for high value or high stakes deals
• Apply tactics for negotiating with more powerful or better resourced counterparts
• Close negotiations that preserve long term relationships and organisational reputation

Who should attend

• Chief executives and senior negotiators
• Procurement and commercial directors
• Executives involved in mergers, acquisitions or major contracts
• Senior managers representing the organisation in high stakes talks

Course outline

1. 01Decision making frameworks for executive level choices
2. 02Cognitive biases and how to counteract them
3. 03Preparing a negotiation strategy and setting objectives
4. 04Tactics for negotiating from a position of relative weakness
5. 05Managing multi party and cross cultural negotiations
6. 06Closing deals while protecting long term relationships

Scheduled sessions