“Value Negotiation” – A Win-Win for Executives

The “Value Negotiation: How to Finally Get the Win-Win Right” event, held at the Four Seasons Nile Plaza on the 18th/19th October 2010, was a huge success. The event was conducted by Nuno Delicado, visiting lecturer at INSEAD and founding partner of the consulting firm Pluris, specialized in negotiation and mediation. Nuno Delicado conducts negotiation and mediation trainings, coaching, and consulting to both, private and public sectors, and he is a former management consultant with Bain & Co. and McKinsey & Co.

The highly interactive two-day event had managed to congregate the elite of top and senior executives from different functions and industries across Egypt. By the end of the second day, the participants became specialized in negotiation and communication skills for daily business interactions; deepened their capability to analyze and evaluate own negotiation behavior and assumptions; have broadened their skills on dealing with difficult behaviors; and have developed confidence in the ability to approach any negotiation in a structured and systematic way.

The highlight of the program was introducing the participants to the Value Negotiation approach and its seven elements to achieve best outcomes possible. This is realized through three different stages: firstly, by building a bridge that acquires good communication and enhanced working relationship. Secondly, value pursuit through satisfying all interests, presenting the best options and solutions, and to comprehend the legitimacy of these options. Finally, methods to attain best possible decision by discussing alternatives and preserving sustainable commitment to settled agreements.

All of these skills were achieved through in-class exercises, class discussions, and role plays of negotiation cases which the participants had found greatly challenging entertaining, rich, and rewarding. Consequently, the event has been substantially appraised as a successful and valuable program by all participants. And thus the Executive Institute can proudly say that the event was a “Win-Win” event for us and more importantly for our participants.

Beware of the Value Negotiators, they cannot be excelled!