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Succeeding in Complex and Difficult Negotiations
Thursday, July 18, 2019 | 11:00 AM - 12:30 PM ET
Registration information coming soon.
How can you enhance your bargaining power and maximize strategies of influence in your negotiations? Learn from an internationally recognized expert, Niro Sivanathan, PhD, London Business School, who will share his experience in working with Fortune 500 companies and his award-winning research, to provide concrete ways to enhance your influence and negotiation skills to achieve your desired outcome. This webinar will provide you with the insight into how to:
- Leverage recent findings in behavioral economics to better influence others at the bargaining table
- Utilize advanced preparation of scoring systems to guide complex negotiations;
- Frame and present choices to guide negotiators to your preferred option; and
- Use and mobilize multiple offers at the bargaining table to achieve results.
Even the most experienced negotiators find themselves challenged in situations where the stakes are high and the other side seems to have all the leverage, such as with single and sole-source supplier relationships and key customer accounts. This webinar will provide you with insight into how to systematically approach and leverage the latest science on influence and negotiations to address these difficult situations and ways to overcome those challenges.
This 90-minute webinar will consist of a 1-hour presentation and 30 minutes of an interactive question and answer session to allow you direct access to our speaker.
About the Speaker
Niro Sivanathan, PhD
Executive Education Trainer, Negotiation Expert, and Associate Professor, London Business School
Niro Sivanathan is an Associate Professor of Organizational Behavior at the London Business School. He is a much sought-after keynote speaker and executive education trainer at company and industry conferences across the world covering topics such as Influence and Persuasion, Negotiation Strategies, Decision-Making and Leading Change.
He has consulted for and acted as an advisor for senior leaders and worked on executive programs for major pharmaceutical companies such as GlaxoSmithKline, Roche, Merck, Janssen, and Sanofi, as well as for major companies, such as IBM, Procter & Gamble, Nestlé, Lufthansa, Vodafone, McDonald’s, Prudential, and Mars, and international organizations, such as the World Economic Forum, the Young President’s Organization (a global network of young chief executives), and Entrepreneurs Organization. He regularly consults on negotiations, including contract negotiations.
His internationally recognized and award-winning research covers a range of topics, including Power and Status, Decision-making, Negotiations and Influence, Reputations, and Competition. His work has been presented at leading international conferences and published in the very top international journals in the field of science, management and psychology, such as: Proceedings of the National Academy of Sciences, Nature Human Behaviour, Organizational Behavior and Human Decision Processes, Administrative Science Quarterly, the Journal of Applied Psychology, and Psychological Science. He has also translated this rigorous work into global practitioner outlets such as the Harvard Business Review. His research has garnered international press coverage at CNN, the Financial Times, Time Magazine, the Wall Street Journal, the Sunday Times, and Forbes.