Expert on Negotiation
Dr. Benoliel is the editor of Negotiation Excellence: Successful Deal Making (2011); co-author of Negotiating (2009); author of The Upper Hand (2006) and Done Deal: Insights from Interviews with the World’s Best Negotiators (2005). He also developed STARLET, a negotiation simulation distributed by Kellogg School of Management. Some of his media interviews include: ABC News; Bloomberg Television; CAN TV; The Deal; The Washington Diplomat; Reuter; Straits Times (Singapore); and The Wall Street Radio…
Dr. Benoliel is the editor of Negotiation Excellence: Successful Deal Making (2011); co-author of Negotiating (2009); author of The Upper Hand (2006) and Done Deal: Insights from Interviews with the World’s Best Negotiators (2005). He also developed STARLET, a negotiation simulation distributed by Kellogg School of Management. Some of his media interviews include: ABC News; Bloomberg Television; CAN TV; The Deal; The Washington Diplomat; Reuter; Straits Times (Singapore); and The Wall Street Radio Network.
In 2007, after teaching in the USA, Dr. Benoliel joined the Lee Kong Chian School of Business, Singapore Management University (SMU) as Associate Professor of Organizational Behaviour Practice. In 2008 and 2009 he was listed in the Dean’s Teaching Honour List. In 2010, he won the SMU Innovative Teacher Award. And in 2012 he was awarded the SMU Most Outstanding Faculty of the Executive Master of Business Administration (EMBA) Class of 2012.
Dr. Benoliel provided negotiation training to British Petroleum; Pfizer Pharmaceutical (Wyeth); Henkel AG; Prudential; Applied Micro Devices (AMD); Keppel; BATA International; PTT Chemicals (Thailand); Jurong Port (Singapore); FGV (Rio de Janiero, Brazil); Project Management Institute (New-York, Los Angeles; and Hong Kong); National Health Group (Singapore); Mekong Capital (Vietnam); Malaysia Oxygen; and Indian Oil.
Dr. Benoliel received his doctorate degree from The George Washington University (in Washington, D.C., USA), was trained at the Harvard Business School in the Participant Centered Model, and taught at The Johns Hopkins University (USA) and the University of Maryland University College (USA).
Advanced Negotiation Skills
Negotiation is a core competence for all professionals – executives, managers, sales personnel, traders, contract officers, and lawyers – who are expected to continuously improve their performance and increase the efficiency of their units. Success, therefore, arises from one’s ability to negotiate and influence others. This task, however, is neither simple nor easy in a world that is full of conflicting interests. Professionals who have recognised this challenge and invested in mastering the negotiation task often produce superior agreements.
The Mutual Value Creation Approach© is a unique integrative approach because it is based on three solid models: (1) Harvard’s Interest Based Negotiation which emphasizes negotiating over interests rather than over positions, using objective criteria, developing a BATNA, etc; (2) Harvard’s 3-D Negotiation which emphasizes moves away from and at the table, and how to design deals; and (3) The Best Practices of World-Class Master Negotiators (researched by Michael Benoliel and published in 2005 and 2006) which emphasizes building relationship and trust, thinking strategically and creatively, taking multiple perspectives, etc.
The TWO-DAY negotiation workshop is designed fundamentally to develop skills by using sophisticated negotiation simulations (one-on-one; multiparty; and team-on-team) which were developed by the Harvard Business School and Kellogg Scholl of Management. Following each negotiation simulation, the participants themselves together with the facilitator “extract” the valuable negotiation principles and take-aways.
• Learn the core negotiating competencies of world-class master negotiators
• Learn to negotiate over interests and not over positions
• Learn how to create mutual value and superior agreements
• Learn to manage risks by using contingent contracts
• Master moves and countermoves – offers, counteroffers, and concession
• Consider moves away from the table (set-up) and moves at the table (re-arranging)
• Understand the dynamics of buyers and sellers in competitive markets
• Learn when to use negotiation, auctions, and negotiauctions
• Learn how to form winning coalitions in multiparty negotiations
• Learn the universal principles of persuasion
• Identify your negotiating style
Review of Basic Negotiation Concepts
• Fundamental terms (RP, TP, OPTIONS, BATNA, ZOPA, NOPA, etc)
• Claiming value
• The power of framing issues
• The fixed-pie mindset
• Creating superior agreements in a competitive negotiation
Hands-on-activity: One-on-one negotiation simulation
Designing Value Creating Deals
• Making deals under conditions of risk and uncertainty
• Expanding the pie: Using advanced value creation strategies
Hands-on-activity: Three-on-three negotiation simulation
• Behaviors of value creators
• Behaviors of value claimers
• How to negotiate with value creators and value claimers
• Identify your negotiation style
Hands-on-activity: The Master Negotiator Profile (MNP): Assess your style
Tactical and Strategic Moves
• Tactics, set-up moves, rearranging moves, and deal design
• How to make offers and counteroffers
• How to make concessions effectively
• The anchoring and adjustment principle
• The winner curse principle
Hands-on-activity: One-on-one simulation
• How to negotiate in competitive markets
• When to negotiate, to auction, or to negotiauction
• Building and blocking coalitions effectively
Hands-on-activity: Multi-party simulation
The Art and Science of Influence
• The universal principles of persuasion