Management

Negotiations for Executives

Video course
3 hours 58 minutes
Started: 4527
Rating: 94%

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

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.

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
  • Everyone involved in negotiations
  • Top managers

List of lectures

  1. Fundamental Principles of Negotiation Free

    21 min
  2. You as a Negotiator Free

    16 min
  3. Understand Interests. Negotiate Positions

    20 min
  4. Understand Interests. Negotiate Positions (continued)

    21 min
  5. The Other Party

    21 min
  6. The Other Party (continued)

    21 min
  7. Managing the Boss and the Home Office

    22 min
  8. Negotiation Structure and Organization

    22 min
  9. Negotiation Results and Implementation

    18 min
  10. Multi-Party and Complex Negotiations

    18 min
  11. Cross-Cultural Negotiations

    21 min
  12. Specialized Negotiations Exam

    17 min

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