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Welcome
What every negotiator needs to do better
TIM CULLEN

- Decision-Making:
Human beings are hard-wired to make less than optimal decisions. In this short session, participants will learn how to avoid traps that can lead to poor choices during negotiation.

- Persuasion and Influence
Good negotiators need to be effective at persuading counterparts on the other side of the negotiation table. This lively session will draw on the works of Aristotle and the latest research.

  • TIM CULLEN (TCA Limited)

    TIM CULLEN

    TCA Limited
Break
Key Principles of Negotiation
TIM CULLEN

The fundamentals of reciprocity and interests-based negotiations, differentiating between claiming and creating value so that both parties can achieve positive and implementable outcomes.

Further development of negotiation principles and strategies for success. Building on the key lessons already learned, this interactive teaching session will introduce further strategies and techniques, tied in to the earlier discussion of decision-making and persuasion.

  • TIM CULLEN (TCA Limited)

    TIM CULLEN

    TCA Limited
Break and refreshments
Negotiating with Chinese Counterparts
TIM CULLEN

Participants will have many of their own experiences and war stories from negotiating with Chinese government and business counterparts, so this session is intended to give additional perspectives. It will explore basic rules which are often forgotten and look at the underlying factors that affect the way Chinese negotiators behave, which may puzzle Danish executives.

  • TIM CULLEN (TCA Limited)

    TIM CULLEN

    TCA Limited
Closing Remarks