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8 hours
12 lectures
12 tests
Interactive Video
Lecture 1/12: Fundamental Principles of Negotiation
Management

Negotiations for Executives

You will learn how to…
Defend your company's interests in complex negotiations
Do not fall for the tricks of experienced negotiators
Properly structure multi-party negotiations
Negotiate with potential business partners and investors
Timothy Enneking
CEO, consultant
Lecturer's bio
Lecturer's bio

Timothy Enneking is a senior executive with a consistent record of successfully completing transactions in operations, M&A, and finance and asset management. He has more than 10 years of operations experience running companies in the metallurgy, telecoms, finance, manufacturing and IT sectors in 50 countries.

He is CEO and founder of Altima Asset Management and Tera Capital Fund. Tim has multi-billion dollar (over $12 billion) M&A and related transactions in capital markets expertise in over 30 countries. He has led public speaking seminars for Shell, Coca-Cola, Citibank, Sanofi-Aventis, BASF, and other major corporations.

Video course
Started: 2413
Rating: 92%

What is this course about?

The course focuses on the fundamental skills of negotiation. Tim Enneking has developed a program for executives and senior managers, who often have to defend interests of their company in complex multi-party negotiations. As participant, you will learn how to handle the home office, negotiate with the team, deal with aggressive negotiators, record negotiation progress. You’ll learn when to terminate negotiations and how to avoid simply "splitting the difference" to close a transaction.

 

Who is this course for?

  • Entrepreneurs
  • Executives
  • VPs of sales
  • Sales managers
  • Top managers
  • Everyone involved in negotiations

Course Program

2
16:49
You as a Negotiator Free
3
20:42
Understand Interests. Negotiate Positions
4
21:51
Understand Interests. Negotiate Positions (continued)
5
21:52
The Other Party
6
21:59
The Other Party (continued)
7
22:22
Managing the Boss and the Home Office
8
22:49
Negotiation Structure and Organization
9
18:14
Negotiation Results and Implementation
10
18:17
Multi-Party and Complex Negotiations
11
21:57
Cross-Cultural Negotiations
12
17:25
Specialized Negotiations Exam
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