Negotiation programme exercise for the negotiation skills and effective communication course of TecdeMonterreyX

1. Executive negotiation programme
The programme
In the contextof aglobalizedworld,companiesoperate theirbusinessesall overthe world.This
entails the need for companies to deal with multiple stakeholders from very different
backgrounds. This is particularly true for high level executives who must reach agreements at
veryhigh stakes.Negotiationskillshave neverbeenascrucial as now for companiesoperating
internationally.
This programme is a tailored made course designed for high level executives who must
negotiate and reach agreements withother executives from different countries, cultures, and
ethnicities.The programme acknowledges the difficultiesthatexecutivesmayencounterwhen
trying to reach agreements with peers from different countries and backgrounds, and
endeavours in the negotiation skills which are crucial to overcome these challenges.
Topics and Challenges
The course triesto be as specifictothe challenge’s executivesface aspossible.Takingthatinto
account, it is structured on the basis of the following topics:
1. Negotiation 101: The basics of the negotiation process
2. The language barrier: effective communication
3. The cultural factor: a barrier or an asset?
4. Time as an asset
The challenge of linguistic differenceswill be tackled by presenting and working witheffective
communication skills like active listening, that allow the parties in a negotiation to overcome
superficial misunderstandings and reach constructive conversations.
Cultural differences are often presented as a barrier to negotiate. The programme will try to
reframe this and present them as an opportunity for both parties to deepen the relationship
outside of the business talksby sharing differentcultural experiences. Culture can be an asset
on whichtobuildasolidrelationship,whichwillfavourlong termpositiverelationshipbetween
the parties.
Highlevel executivesoftenhave weeksormonthsattheirdisposaltonegotiate.The programme
will focus on managing time as an asset, understanding the crucial role it can have in avoiding
distributive negotiations and negative emotions taking over.
Dynamic of the Course
The course will operate based on a theoretical part and a practical part. Several theoretical
materials about each topic will be given to the participants on different formats(audio, video,
readings) basedonthe currentstate of the art of literature onnegotiation.Butthe emphasisof
the course will be on the practical part, by adopting different dynamics like simulations, role-
playandotherhandson activitiesinwhichparticipantswillapplythe theoretical insightstoreal
life scenarios tailored to the specific challenges they will be facing.