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Negotiation Skills and Effective Communication

This program aims to develop negotiation skills for 20 Latin American CEOs in the steel manufacturing industry. The 3 week program will focus on distributive negotiation strategies and effective intercultural communication skills needed to negotiate with counterparts in Asia. Topics will include preparation, different negotiation styles, and overcoming cultural communication barriers. Activities include master classes, discussions, and case participation to provide both theoretical knowledge and hands-on practice. The overall goal is for Latin American CEOs to be equipped to handle aggressive negotiations and seek mutually beneficial long-term agreements.

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Esteban Bastidas
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333 views

Negotiation Skills and Effective Communication

This program aims to develop negotiation skills for 20 Latin American CEOs in the steel manufacturing industry. The 3 week program will focus on distributive negotiation strategies and effective intercultural communication skills needed to negotiate with counterparts in Asia. Topics will include preparation, different negotiation styles, and overcoming cultural communication barriers. Activities include master classes, discussions, and case participation to provide both theoretical knowledge and hands-on practice. The overall goal is for Latin American CEOs to be equipped to handle aggressive negotiations and seek mutually beneficial long-term agreements.

Uploaded by

Esteban Bastidas
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Tecnológico de Monterrey

EGADE Business School


Negotiation Skills and Effective Communication

Name: Esteban Bastidas León


ID: A01451258

After reading the situation described above, design a program to train executives in
negotiation skills. Include the following elements in your program:

Name and description of the program (to whom is intended for, profile of the participant,
main challenges, general objective of the program, program duration, etc.).
Define the topic list of your program and the objectives of each topic.
Explain how you will manage the specific needs of the language for the cultural factor.
Explain how you will manage the specific needs of the time to set agreements.
Explain generally the dynamic of the program of the ways to participate, explain the
topics, the application, etc.

Name and Description: The program presented below has been called "Developing
mastery in negotiation skills". This training will focus on developing intercultural
negotiation skills, with an emphasis on distributive negotiation strategies in 20 Latin
American CEOs of the steel manufacturing industry. The objective of the program is to
prepare Latin American CEOs to face aggressive negotiating environments where the
counterpart tries to obtain a greater percentage of benefits and long-term relationships
prevail. One of the main challenges to be faced will be to work on effective
communication skills since CEOs' peers in Asia are not fluent in the language. ´

The topics to be discussed throughout the course are detailed below.

Preparation prior to the negotiation: As we know, the preparation phase is of vital


importance since it is closely related to the results that will be obtained. Therefore,
theoretical information will be presented to the participants on the preparation of
BATNA (Best Alternative to a Negotiation Agreement) and the importance of identifying
the ZOPA (Zone of Potential Agreement) will be discussed in order to reach an
agreement that benefits both parties.

Negotiation strategies: Participants will be presented with the different styles of


negotiation that exist:

1) Competitive: When the negotiator tries to get the most benefit, long-term
relationships are not so important here.
2) Collaborative: Negotiators seek mutual benefit and maintain a long-term
relationship.
3) Accommodating: In this case, maintaining relationships is the most important
thing regardless of unfavorable short-term results.
4) Compromising: When the negotiation does not flow but you try to preserve the
relationship.
5) Avoiding: When you want to end a negotiation without worrying about the
relationship.

Effective communication: In this third and last section of the workshop, the obstacles
that communication between different cultures presents and how to overcome them in
the most successful way will be addressed. It will also work on the importance of
listening carefully to the arguments that are presented. Finally, the emotional
intelligence of the participants will be worked on to develop empathy.

In the case of language and culture barriers, we will work specifically to develop the
cultural intelligence of the participants. In this process, the tools of Latin American CEOs
to communicate with people from other cultures will improve. In this section we will
teach to the participant that sometimes it is favorable to change the structure, way and
words in the message, so that other culture negotiators can understand what we are
trying to say.

This course will be made up of a series of activities that are detailed below:

• Master classes: Throughout 3 sessions of 2 hours per week the different styles
of negotiation will be taught, in addition to concepts such as ZOPA and BATNA.
During this section of the workshop, the concepts will be reinforced through
reading articles, and questionnaires to validate the participant's learning.
• Discussions: In these activities, different topics related to distributive and
integrative negotiation will be discussed to enrich the learning of all participants
through the exchange of knowledge and experiences.
• Participation in cases: A detailed case will be provided, and the participants will
be divided into several groups with different roles. The intention of this strategy
is to practice communication skills among the participants. This exercise will be
carried out in the English language for the participants to practice and prepare
for the negotiations in Asia.

In general, the workshop is made up of a theoretical and a practical part. Both sections
will complement each other with the intention of promoting clear, direct, and precise
communication between the negotiators. Likewise, participants will be provided with
knowledge of how to lead and handle aggressive negotiations where their counterparts
use competitive styles. We can point out that after a week of intensive workshop, Latin
American CEOs will be ready to effectively negotiate with their Asian counterparts, seek
mutual agreements that benefit both parties, and forge lasting relationships for future
negotiations.

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