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Programme masterclass negotiation 25 March 2011 Amsterdam (Schiphol airport) - the Netherlands Session leader: Robert Marshall

09.30

Registration & coffee

09.45 09.55 10.20

Welcome & introduction to the masterclass “The Brown Envelope Challenge” Refreshing the basics: principles, positions & interests [presentation]

11.15

Coffee & networking break

11.30 12.15 12.50

Self analysis: managing disagreement and conflict Closing deals with difficult people [presentation] Summary of key learning points

13.00

Lunch

13.45 14.45

Understanding and using non-verbal ‘cues’ in a negotiation Negotiation exercise: a troubled building project… Briefing and explanation (5 mins) Breakout groups, read brief [5 mins] Discuss and plan the upcoming negotiation in your groups [20 mins]

15.15

Tea & networking break

15.30

Negotiation: a troubled building project… Negotiate a solution with the other parties [30 mins] Feedback, discussion & analysis [15 mins]

16.15 16.20

Summary of the day & action plan Questions & answers

16.30

Handouts & closure


2011 mar n marshall