mastering effective virtual negotiation and influence
TRANSCRIPT
• Week 1:
Introduction & Course Management
• Week 2:
Creating Value & Claiming Value: The
Fundamentals of Distributive & Integrative
Bargaining
• Week 3:
Advanced Topics: MEOs, Contingent
Contracts, Scoring Systems, & Planning
Documents
• Week 4:
Budget Negotiations, Mediation, & Conflict
Resolution
TOPICS COVERED:
MBSC Online NegotiationsMastering Effective Virtual Negotiation and Influence
We negotiate every day with contractors, employers, coworkers, recruits, suppliers, service providers, friends, etc. Determining what price we will pay, the amount of our salary and compensation, what movie to watch, who will clean the kitchen, all of these are negotiations. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire?
Negotiation is the art and science of securing agreements between two or more dependent parties. This program aims to equip you to understand the theory and processes of negotiation as they are practiced in various settings. Successful negotiation requires creating value and claiming value, as you will be practicing skills that help you improve in both areas. We will practice negotiation techniques, learn tips for handling online negotiations, and have fun in the process. Completing the course will enable individuals of any skill level to be better prepared and more confident in securing the important outcomes for them.
OVERVIEW
Participants will:
• Learn how to prepare for a variety of negotiation situations: distributive negotiations, integrative bargaining, team-based negotiations, and multi-round and multi-party scenarios
• Develop and practice conflict management skills and dispute resolution
• Engage in real-world negotiation scenarios during every session
SPECIFIC OBJECTIVES
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Complete the Program In 4-weeks
Complete an intensive, practical, interactive program based on
participant-centered pedagogy in 4 weeks
online
Earn a Digital Certification
Receive a digital Certificate in Business Specialty in
Online Negotiations from Prince Mohammed bin
Salman College of Business and Entrepreneurship
Learn from world-renowned Faculty Experts
Learn from accomplished Professors who are a cut
above the rest in their field, are based in Saudi Arabia, and come from diverse international
backgrounds
Be a Member of MBSC Executive Education
Network*
Enjoy the immense learning and networking benefits by becoming a
part of the MBSC’s network of professionals
Our focus is the same as you: Your growth and an immediate and long-lasting return on investment. At MBSC’s Online Negotiations program, you can expect the following:
IMPACT & KEY BENEFITS
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• In-depth knowledge and understanding of how to prepare for and lead successful
negotiations
• Hands-on learning through daily negotiation practice
• Current insights and experience of cutting-edge ideas for strengthening your negotiation position and defending your interests
• Practical tools that make negotiating simpler and more focused
• Claim value for your organization by “moving the goalposts” in the direction of your organization’s interests
• Craft win-win solutions that strengthen relationships with other organizations
• Help reduce conflict at work by managing disputes
• Imbue teams within your organization with the ability to engage in team-based negotiations
Personal Benefits Organizational Benefits
DURATION: 4 Weeks, entirely online/ including orientation *Orientation consist of (Introductory of the platform and course access, material and content access, technical support, and group breaking, etc.)
Time Commitment: 2 – 4 hours of self-paced learning*Further explanation details will be shared via email
COURSE BASICS
DATES: Wednesday, Oct 20th, 2021
Session Structure: 6 Live Sessions
Days: Monday and Wednesday
Session Time: 90 min | From 7:30 - 9:00 PM (GMT+3)
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MBSC offers synchronous online programs that maintain a high level of engagement and meet the needs of individual learning styles, while also leveraging the power of peer learning. This is achieved through a user-friendly learning platform that enables participants to easily navigate the program content to achieve learning objectives.
Live teaching sessions are also scheduled during the program to interact and engage with you fellow peers and professors. The learning platform will also allow you to connect and collaborate with peers, and interact with academic/industry experts such as program leaders, managers, and teaching assistants. Assignments are often linked to participants' real-world situations, making concepts inherently practical.
THE LEARNING EXPERIENCE
Access to program content is flexible and available through multiple devices, allowing
working professionals to easily manage schedules and learn remotely—anytime, anywhere.
Participants enrolled in the program obtain access to learning materials with new content
released weekly. Program sessions include a variety of teaching instruments, such as:
Video Lectures & liveinteractive sessions
Peers learning discussions
Reading materials: case studies, articles
Quizzes, simulation, interactive games
Surveys Assignment & homework
*Participants can apply from a wide range of industries and job functions.
• Entry to mid-management level who aspire to improve their negotiation ability, regardless of
skill level or personality
• Dynamic employees who wish to enhance their ability to manage conflict, arrange deals,
broker agreements, or buy and sell
PARTICIPANT PROFILE
Who Should Attend? Why?
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YOUR LEARNING JOURNEY The program curriculum is built around 6 comprehensive sessions.
Week 2Creating Value and Claiming Value: The Fundamentals of Distributive and Integrative Bargaining
Week 4Budget Negotiations, Mediation, and Conflict Resolution
Week 3Advanced Topics: MEOs, Contingent Contracts, Scoring Systems, and Planning Documents
Week 1 Introductory Week, Introduction and Course Management
SYLLABUS
Week 1: Introductory Week
• Introduction to Blackboard Learn
• Access information & materials, group
discussion methods, and submissions alongside
technical support information.
• How to make strong opening offers
• Creating win-win deals that satisfy all parties
• Overcoming biases and common traps
• Navigating the online environment
Week 2
Introduction and Course Management Creating Value and Claiming Value
The Fundamentals of Distributive and Integrative Bargaining
• Integrative bargaining: Crafting win-win
solutions
Week 3
• Crafting multiple equivalent offers (MEOs)
• Utilizing contingent contracts and
post-settlement negotiations
• Capitalizing on “homework”: Planning
documents and scoring systems
• Negotiating with agents, and negotiation ethics
• Engage in simulated budget negotiations
• Resolve conflict and mediate disputes
• Wrapping up online negotiations
Week 4
Advanced Integrative Topics Budget Negotiations, Mediation, and Conflict Resolution Budget negotiations
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GROUP EXPERIENCE & DISCUSSIONParticipants enrolled will be experiencing the following experiential simulation activities. Every Session involves real negotiation practice & extensive group interactive exercises.
• B2B Commodities Price Negotiation
• Hiring & Salary Negotiation
• Multi-issue Business Negotiation
• Agent-based Land Purchase
• Interpersonal Conflict at The Office
1) The Negotiation Simulation
• Practice negotiating with peers
• Discuss lessons learned
• Negotiation partners will change every session
• A chance to get to know each other and enjoy practicing
with one another
Simulation Highlights
• Groupwork to reflect departments of a fictitious
company
• Work on several budget proposals
• Each department needs to develop its negotiation
strategy
• Work out what aspect of the budget will impact their
performance and future results
• Discussion & reach solutions
2) The Budget Simulation
Simulation Highlights
*All group discussions will take place in “Breakout Rooms” on Zoom to discuss privately and efficiently.
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MEET THE FACULTY
Joel Evans, Ph.D.Program Director, Associate Professor of Management
Function and Specialization• Organizational leadership• Negotiations• Team leadership• Ethics and social responsibility
BackgroundDr. Joel M. Evans carries a Ph.D. in Management from the University of Arizona, an MS in management from Penn State University. His research focuses on topics such as organizational fairness, knowledge transfer, and team performance, and has been published in Organization Science, Journal of Applied Psychology, Organizational Behavior, and Human Decision Processes, and the Academy of Management. Joel also serves on the Editorial Board of the Journal of Business and Psychology.
Select Professional Experience• Worked for six years at SKK Graduate School of Business in Seoul, Korea, teaching organizational leadership,
negotiations, team leadership, and ethics and social responsibility at the MBA level.
• Provided corporate training for some of Korea’s largest corporations, including Samsung, LG, and Doosan,
assisting them in developing their corporate practices to promote greater creativity and entrepreneurial
thinking in areas such as global leadership, innovation, and managerial communications.
• Lectured for two years at the College of Business (CoB) at Alfaisal University in Riyadh, KSA, in which he
taught negotiations and business statistics.
• He has been privileged to be a Visiting Fellow at MIT and a visiting scholar at Babson College.
Passionate about MBSC’s culture of entrepreneurship, and the promise that entrepreneurship holds for Saudi
Arabia more generally.
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Larissa von Alberti-Alhtaybat Ph.D.Director of Faculty, and Associate Professor of Accounting
Function and Specialization• Managerial Accounting• Strategic Management Accounting and Performance Management• Corporate Reporting, Sustainability, and Integrated Reporting• Integrated Thinking and Reporting• Accounting and New Technologies• Accounting Education
BackgroundDr. Larissa von Alberti-Alhtaybat holds an MSc degree (distinction) in Accounting & Finance and a Ph.D. in Accounting from the University of Southampton, UK, which was undertaken with scholarships from the University of Southampton and the Economic and Social Science Research Council (ESRC), UK. Following her postgraduate education, she undertook a postdoctoral fellowship at the University of Southampton, which was also funded by the ESRC. Her focal point was strategic management accounting and performance management at Higher Education institutions, which she has continued to pursue both in research and administrative terms.
Select Professional Experience2008 - 2012, German-Jordanian University in Amman, Jordan, a collaborative start-up institution between the German and Jordanian governments.
• Was a founding faculty member in the School of Management & Logistics
• The first head of the accounting department
• The first exchange officer at the School
• In charge of the School’s network with German industry and universities
• In charge of the students’ exchange year in Germany
Research
• Accounting and performance
• Other areas of accounting, such as financial reporting, new technologies, sustainability, and integrated reporting
• She has been one of the first accounting faculty publishing in the field of financial accounting, big data and, social media
• She has also engaged in research on regional organizations, such as leaders in the logistics sector, and their commitment to sustainability and integrated reporting
• Her research has been published in leading journals, such as Accounting, Auditing, and Accountability Journal of Business Research
• Her research and education practice has been governed by her commitment to practice-led and application-based education, which she has engaged in at undergraduate and postgraduate levels
In 2012, King Abdulaziz University, Jeddah, • Was a member of the AACSB and AMBA accreditation team at the Faculty of Economics and
Administration
Program Managers:
Amjad Ali
Direct: +966 12 510 6132
Mobile: +966 555 366 602
Nour Alzahim
Direct: +966 12 510 6133
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Executive Education
4732 Juman Street, BaylaSun district,
Unit No. 10 King Abdullah Economic City,
23965-7536, Kingdom of Saudi Arabia.
www.mbsc.edu.sa
To Register CLICK HERE
*Programs, dates, fees, and faculty are subject to change.
For General Inquires:
For Corporate Inquires:
Program Managers:
Amjad Ali Direct: +966 12 510 6132Mobile: +966 544 603 880
Nour AlzahimDirect: +966 12 510 6133
Join Our Network
CERTIFICATE
Get recognized! Upon successful completion of the
program, Prince Mohammed bin Salman College of
Business and Entrepreneurship (MBSC) grants a
verified digital certificate of completion to
participants, which confirms your participation and
engagement in the program in its entirety.
Note: After successful completion of the online program, your verified digital certificate will be emailed to you in the name you used when registering for the program. All certificate images are for illustrative purposes only and may be subject to change at the discretion of MBSC Executive Education.
This online certificate program does not grant academic credit or a degree from Prince Mohammed bin Salman College of Business and Entrepreneurship (MBSC).