THE GAME NEGOTIATORS PLAY™

A UNIQUEWORKSHOP

egotiation Dynamics — The Game ™

is an advanced negotiation workshop

that combines face-to-face negotiations

wi th sophis t ica ted informat ion

technology to create a highly realistic,

intense and time-effective learning

experience.

As in real life, negotiations in The Game

are embedded in ongoing business

relationships. A state-of-the-art compu-

-ter program evaluates your deals and tracks

their ramifications for future dealings.

Negotiations that span years in real life

unfold in just three — but very intense —

days.

The wealth of experience gained during

Negotiation Dynamics — The Game ™ will

enable you to play the negotiating game

with greater confidence and with

superior tactical finesse.

ccording to popular belief, the Art of negotiation requires uniquepersonal qualities such as “gut feeling” or “Fingerspitzengefühl”. Incontrast, countless How To books claim that “you can get what youwant” – provided you have the right set of “tools”. Clearly, both viewsare crude caricatures.

DO YOU HAVE WHAT IT TAKESTO BE AN EFFECTIVE NEGOTIATOR?

Effective negotiators are inquisitive

rather than argumentative. Experience

enables them to recognize patterns

where others only see chaos. They

understand the “mechanics” of the

negotiating game. Keen observers of

the negotiation process, they are acutely

sensitive to subtle shifts in the

psychology of their counterparts. Quiet

confidence enables them to keep their

composure under pressure. They are

willing to take risks to achieve their

goals, but their ambition is tempered

by judgment. And they combine clarity

of strategic purpose with tactical

finesse. While some of these qualities

are innate, most are developed through

experience.

Experienced negotiators, like experienced

drivers, still make mistakes. Frequently.

Fortunately, most of these mistakes are

of little consequence. Critical mistakes can

be very costly, however. Perhaps the most

important characteristic of effective

negotiators is that they make fewer critical

mistakes. More often than not, one

negotiator’s “killer deal” is the result of the

other’s fatal mistake. Effective negotiators

have identified their “bad habits”: they know

which critical mistakes they are prone

to make.

Negotiation Dynamics — The Game ™ is

designed to provide three fundamental

inputs to become a more effective

negotiator: a clear analysis of the “mechanics”

of negotiation, hands on practice in a realistic

environment, and 360 º feedback which will

help you discover your real strengths

as a negotiator … as well as some of your

own “bad habits”!

egotiation Dynamics — The Game ™ does not simulate negotiations.People negotiate with people. You will negotiate with fellowparticipants, not with a computer. Information technology playsa supporting role, and is designed to overcome key limitations oftraditional paper-based role-plays.

WHY A COMPUTERSIMULATION?

Small groupdiscussions

provide a forumfor professionals

to sharenegotiatingexperience.

indirect, immediate and delayed, qualitative

as well as quantitative.

The Game enables you to negotiate

creative deals. The negotiation process

does not resemble a multiple choice

problem. As in real life, you may

“invent” issues for negotiation, set your

own agenda and explore creative ways

to structure a deal. You are not simply

selecting options from a pre-formatted

agenda.

Detailed analysis of your deals

provided by the computer enhances

opportunities for learning.

Negotiations in The Game ™ are

embedded in evolving business

relationships. Traditional paper-based

role-plays are static one-shot affairs.

Information technology frees you from

tedious bookkeeping. The computer

evaluates your deals, tracks the

consequences of your decisions and

determines their implications for future

business dealings. You can focus on the

essentials of negotiating.

Negotiation Dynamics — The Game ™

enables you to explore the full range of

consequences of your choices — direct and

Evolving Business Relationship

Negotiations are embedded in an evolvingbusiness relationship. Thus, your situationwill change as a consequence of the dealsthat you negotiate, the decisions that youand your counterpart take unilaterally,as well as external factors. At any momentin time, the market, your options,the constraints that you are facing— in fact, your entire environment —will depend on what happened before.Negotiation Dynamics — The Game ™ tracksthe dynamics of this evolving relationshipover time. Thus, as in real life, you and yourcounterpart will shape your own future.

Information is Critical

Negotiations are information driven.A key feature of Negotiation Dynamics —

The Game ™ is that the information that willbe available to you depends on your previousdeals and decisions. In addition, you maysearch for information through a specialtool called Neginfo™. And of course, youmay learn a great deal from yourcounterparts as well.

Negotiate Creative Deals

Negotiation Dynamics — The Game ™challenges you to become a more creativenegotiator. You may “invent” variables andcreate your own agenda. A specialprocedure was developed to reconcilecreativity of negotiators with the logic ofcomputers.

Thus, you and your fellow participants willbe able to explore a vast array of interestingand creative deals.

Interpersonal Dynamics

Your negotiating experience will be bothexciting and highly realistic. As in real life,your objectives, your perceptions and youremotions will be affected by the interpersonaldynamics within an ongoing businessrelationship

360º Feedback

Throughout your learning experience,Negotiation Dynamics — The Game™provides reliable feedback. Negotiationexperts offer informal tips and suggestionswhile you are preparing for negotiation.After closing a deal, the computer providesprompt and detailed feedback about youroutcome. This is complemented by an in-depth analysis of key conceptual issuesduring the debriefing sessions. Andtowards the conclusion of the workshopyou receive comprehensive 360º processfeedback based on observations fromfellow participants.

Personal Growth

You will discover some of your real strengthsas well as, perhaps, some of your “bad habits”.You will learn to play the negotiating gamewith greater confidence and with superiortactical finesse.

UNIQUE FEATURES

You will experience that

Negotiation Dynamics — The Game™,

like negotiating in real life, is not only

challenging but can also be great fun.

Within a context where negotiations are embedded in an evolving business relationship, Negotiation Dynamics— The Game ™ highlights the structural features and process dynamics of typical situations such as:

A TYPICAL DAY

TOPICS COVERED WHO WILL BENEFIT

Negotiation Dynamics — The Game ™ is designed for dealmakers, executives and entrepreneurs who arewilling to share their experience and wish to further sharpen their negotiating skills.Prior training in negotiating skills is useful but not essential.

While the program is not restricted to managers in specific functions, it will be of particular interest to:

Managers handling procurement

Sales managers

Key account managers

Project managers

Human resource managers

Executives in liaison roles such as country managers

Investment bankers

Consultants

Lawyers

Entrepreneurs

Sales Negotiations

Procurement

Internal Negotiations within an Organization

Contract Renegotiations

Price Negotiations

Package Deals COURSEINFORMATION

PREP ARE

Study your ConfidentialInstructions

Address your questionsto Neginfo™

Plan your Agenda

Discuss your negotiatingstrategy within your team

NEGOTIATE

Engage in face-to-facenegotiations with yourcounterpart

Register your agreement(or no deal) beforethe NegotiationDeadline!

ENTER DATA

The computer guides youthrough a sequenceof self-explanatorymenus

WAITFOR RESULTS …

The system verifiesand validates the data,performs multiple checks,computes outcomesand prepares reports.

The computer getsa headache!

Group Discussionand Process Feedback

THE VERDICT:

Debriefingand Class Discussion

ANALYZE

Detailed IndividualFeedback from Computer

PREPAREFOR NEXTNEGOTIATION.. .

FINAL 360ºFEEDBACK

NOW IT'SYOUR GAME:GET ON TO IT!

SHAREEXPERIENCE

LANGUAGE: EnglishLENGTH: 3 days

Technology Transfer Agreements

Outsourcing Agreements

Settling Disputes Out of Court

Mediation and Arbitration

ABOUT USNegotiation Dynamics — The Game ™ was designed by Professors Ingemar Dierickx and Luís Almeida Costa.

Software development was carried out by (www.galoit.com)

Luís Almeida Costa

Luís Almeida Costa holds PhD and MSc degrees in Management from INSEAD, and a Licenciatura in Economicsfrom Universidade Católica Portuguesa (Portugal). He is an Associate Professor at Nova School of Businessand Economics (Portugal), where he was an Associate Dean and the Director of the MBA Program. LuísAlmeida Costa taught Negotiation Analysis at INSEAD for many years, both in the MBA Program andin executive development programs. He also teaches Negotiation at IMD and at Solvay Brussels Schoolof Economics & Management. Luís Almeida Costa has been designated the Best Teacher at several institutionswhere he has taught. His research, teaching and consulting focus on Negotiation Analysis and CompetitiveStrategy. His research has been published in Journal of Economics and Management Strategy, Journalof Business, International Journal of Industrial Organization, Handbook of Strategy and Management, etc.Luís Almeida Costa is a founding partner of D&AC – Negotiation Advisors, a company that offers a widerange of negotiation support services. Luís Almeida Costa was responsible for consulting projects and conductedexecutive programs for governmental agencies and companies operating in many industries, such as banking,insurance, FMCG, retailing, telecommunications, consulting, legal services, media planning, oil and gas, theautomobile industry, the computer industry, the pharmaceutical industry, power generation, and pulp andpaper. He worked in several countries, including Belgium, France, Germany, Great Britain, Hungary, Italy,the Netherlands, Portugal, Singapore, Turkey, and the United Arab Emirates. He was honored by the Presidentof Portugal with the title of Comendador of the Order of Prince Henry the Navigator.

Ingemar Dierickx

Ingemar Dierickx holds a PhD (Business Economics) from Harvard University and an MBA from theHarvard Business School, where he was a Baker Scholar. He also holds law degrees from the HarvardLaw School (LL.M.) and the Rijksuniversiteit Gent (Lic.Jur.). For nearly 25 years, he was Professor ofNegotiation Analysis at INSEAD. His research on Negotiation Analysis and into the microeconomicfoundations of Strategy has been widely published in scientific journals such as Management Science,Journal of Business, Strategic Management Journal, International Journal of Industrial Organization,and European Economic Review. As an outstanding teacher, he received several awards, includinga special Lifetime Achievement Award for teaching excellence. He created INSEAD’s executive programon Negotiation Dynamics and was its Director for fifteen years. After joining The Moscow Schoolof Management (Skolkovo), he became a founding partner of D&AC – Negotiation Advisors, a companythat offers a wide range of negotiation support services. He has also produced a highly successfultraining DVD on Price Negotiations. For nearly three decades, Ingemar Dierickx has represented andadvised high net worth individuals and corporate clients in a broad spectrum of industries includingbanking, insurance and re-insurance, consulting, accounting, legal services, travel, aerospace,the automobile industry, retailing, oil and gas, mining and metals, power generation, the pharmaceuticalindustry, telecommunications, television and entertainment, software development, commodityand specialty chemicals, as well as the public sector. As a trainer and coach, he has run hundredsof highly successful negotiation workshops around the world.

© Ingemar D ie r i ckx and Lu ís A lme ida Costa

www.negot iat i ondynamics- thegame .cominfo@negot iat i ondynamics- thegame .com

Negot iat i on Dynamics — The Game™is a p roduct o f :