Webinar LIVE

Wednesday, July 8, 2020 (11:30 am - 12:30 pm CET)

WEBINAR LIVE
How to Negotiate Losses and Resolve Conflicts and Disputes During a Crisis
 

In the last months, companies have been facing increasing losses and complex both strategic and financial challenges, leading to the emergence of conflicts and disagreements in a society which is becoming increasingly fragile.
To carry out effective negotiations of losses – which requires different strategies compared to negotiations aimed at striking deals – it is important to understand some basic approaches.
In this webinar, Professor Sivanathan, an expert of negotiations in times of crisis, will illustrate some of the most important and useful aspects that are necessary to conduct efficient compromises within multilateral scenarios. He will discuss the following key points:
  • adopting the most appropriate mindset for carrying out negotiations in a time of crisis
  • understanding the pros and cons of different approaches to the negotiation of losses
  • preparing for controversial and emotionally laden negotiations.

Program

Wednesday, July 8, 2020
11:30 am - 12:15 pm CET
12:15 pm - 12:30 pm CET

Niro Sivanathan

Niro Sivanathan

Associate Professor of Organisational Behaviour, London Business School

Professor of Organizational Development at London Business School; Visiting Professor at Cornell University and Wharton School of the University of Pennsylvania. He studies how "psychology of the self" influences the decision-making process and how the social hierarchy - through the psychological experience of power and status - changes our behavior. He is the author of numerous publications, including "Culture and Patterns of Reciprocity: The Role of Exchange Type, Regulatory Focus, and Emotions" and "Power gained, power lost". He writes on FT, Time Magazine, Wall Street Journal, Washington Post, Sunday Times and Forbes.


See all documents  

Documents

Getting to yes: Negotiating an agreement without giving in

Getting to yes: Negotiating an agreement without giving in

Roger Fisher, William Ury
Volere troppo e ottenerlo. Le nuove regole della negoziazione

Volere troppo e ottenerlo. Le nuove regole della negoziazione

Tahl Raz, Chris Voss
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

Deepak Malhotra, Max H. Bazerman
5 tips for successful negotiations

5 tips for successful negotiations

Betsy Vereckey
What’s Your Negotiation Strategy?

What’s Your Negotiation Strategy?

Jonathan Hughes, Danny Ertel
Win-Lose Negotiation Examples

Win-Lose Negotiation Examples

Katie Shonk
Avoid These Traps When Negotiating in a Crisis

Avoid These Traps When Negotiating in a Crisis

Adil Najam
A classic negotiation framework, still applicable after 50 years

A classic negotiation framework, still applicable after 50 years

Dylan Walsh