Leadership in Development: Negotiating & Leading Across Boundaries 2019
“From our birth until our final moments, we negotiate our lives as best we can, making trade-offs and compromises for stakes big and small…We are all daily deal makers and diplomats…Bargaining, haggling, diplomacy, and horse trading are all forms of negotiation. Virtually all organizational and cooperative actions are based on negotiations of some sort.”
– Jeswald Salacuse, Harvard Law School Program on Negotiation
Although people negotiate all the time, most know very little about the strategy and psychology of effective negotiations. Why do we sometimes get our way but other times walk away feeling frustrated by our inability to achieve the agreement we desire?
Negotiation is the art and science of securing agreements between two or more interdependent parties. It is a craft that must hold cooperation and competition in creative tension. It can be very difficult to do well, as even the most experienced negotiations may fall prey to common biases and errors in judgment.
Negotiating and Leading Across Boundaries is the core module of a 2-day program designed for working professionals faced with a broad spectrum of negotiation problems. It is also designed to complement the technical and diagnostic skills the attendees have already learned and picked up in their workplace. A basic premise of this program is that while a manager needs analytical skills to develop optimal solutions to problems, a broad array of negotiation skills are needed in order for these solutions to be accepted and implemented. Great analysis is of little value if you are unable to win support for the action it recommends.
This module introduces participants to negotiation theory and provides hands-on practice in developing analytical and interpersonal negotiation skills. Specifically, the goal is to help you become a more successful and confident negotiator through learning to analyze the context and structure of a negotiation, your own interests and alternatives and those of other parties, the opportunities and barriers to creating and claiming value on a sustainable basis, and the range of possible moves and countermoves both at and away from the bargaining table. At the same time, participants will gain experience and insight regarding the formation and management of trust, relationship building, effective communication, and persuasion.
Who Should Attend
In this program, you will learn how to:
- Leverage your specific personality traits and abilities to boost negotiation outcomes
- Enhance bargaining power to claim a larger share of the pie
- Recognize and resolve different types of issues to create and claim value
- Develop strategies for efficient pre-negotiation preparation
- Build and maintain working relationships without forfeiting economic outcomes
- Deal with difficult tactics
Samuel Hungsoo Kim, a Korean national, is the Co-founder and President of the Center for Asia Leadership Initiatives (CALI). He is passionate about nurturing and empowering talent in Asia and runs over 50 programs annually, in 32 Asian countries, to help the region’s emerging leaders explore ways of being socially responsible as they face today’s complex challenges.
CALI comprises four main initiatives: the Asia Leadership Trek, a public-service program that offers study trips throughout Asia to scholars at Harvard, Stanford, MIT, and Tufts; the Asia Leadership Institute, a program for building leadership capacity in thought-leaders and aspiring talents of Asia; the Acumen Case Center, focusing on research and content development; and Acumen Publishing, which produces the Center’s various books and essay series. Samuel oversees both these initiatives and CALI’s 40-member team, including faculty and teaching fellows from Harvard and Stanford Universities and the Center’s administrators, at the main office in Boston and at the Asian regional hubs in Kuala Lumpur, Seoul, Manila, and Tokyo. His endeavor to create positive social change through teaching bold and effective leadership practices accompanies his deep aspiration to reach all 48 countries in Asia and the Caucasus.
Samuel’s research and training focus on building social capital and trustworthy institutions; the effective use of power, authority, and influence; and negotiations, mediation, and confidence-building. To date, some 36,000 burgeoning and established leaders from the governmental, political, non-profit, and corporate spheres in Asia have benefited from his programs. Prior to establishing CALI, Samuel worked for 14 years in a wide range of sectors, from strategy consulting and social entrepreneurship to international development, politics, and government. He has worked for and with over 30 renowned organizations, including the United Nations, UNESCO, Samsung, and Toyota. He is a visiting faculty at the Ban Ki-moon Institute for Global Education, UN Academic Impact, and currently sits on the boards of three social-profit organizations. He also has served as a visiting fellow at the Asia Center at Harvard University and the Kellogg School of Management in Northwestern University.
Samuel holds a Master’s in Public Administration from the Harvard Kennedy School of Government; a Master’s in International Cooperation from Seoul National University; and an LLB in Law, International Politics, and Economics from Handong University. He is the editor of ten books: the 5-volume Rethinking Asia series; Finding the Leaders in Us: New Goals for the Future; Redefining Success: Learning to Lead for Change; Next Generation Leadership: Empower Youth to Shape the Future of Asia; Leaders in Development: Enhancing Your Leadership Effectiveness in a Changing World; and Leadership That Triumphs: Moment of Greatness in the Work of Leadership. He regularly writes opinion pieces and editorials.
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