Seminar: negotiating for managers in a matrix organization

Develop a negotiable leadership style in the international matrix organization

• Schmoozing — the importance of relationships in a matrix organization
• Step over professional boundaries to establish healthy relationships
• When is an issue pregnant for negotiation in the matrix?
• Specifics of negotiating in an ever-changing matrix environment
• How to influence in complex environments such as a matrix
• Multiple issues — identify to what extent they are negotiable
• Positional v. Integrative Bargaining and strategies for Integrative Bargaining
• Consider implications of a negotiation for matrix partners
• Negotiable leadership style — subordinates as experts
• Improving your Technique — a simple how-to of negotiating
• Phraseology for negotiations with matrix partners / colleagues
• IF — the Grammar of Negotiations
• Stark’s Rules of Negotiation
• Also some brief input / tips are given by the trainer to individually improve English language skills

Methods: brief trainer input, group- and pairwork, discussion, role-play

Target group: individuals who work in an international environment whose level of English should be at least B 2.2

max. 8 participants

Trainer: Kevin O´Cuinn – native speaker, trainer und language coach with many years of experience in business contexts at all levels of management with multi-nationals in Germany, France, Hungary, Slovakia.

Duration:

1. 2 days / in-company training, English language
2. 5 meetings each 4 hours / open course in Darmstadt starting October 2011