THE CGNE™ CERTIFICATION
CERTIFIED GLOBAL NEGOTIATION EXECUTIVE™
COURSE OVERVIEW
The truth is, your ability to make it to the next level in the executive ladder has much less to do with your education or your experience than you think. Negotiation research shows that the biggest factor is your ability to influence – your ability to negotiate. To coalition build. To get internal customers, internal partners, and management on your side and behind your agenda. To set a vision and go achieve it. To build bridges instead of burn them. And to never have to look for a job – because the jobs are looking for you.
You’ll discover how to manage the tension between empathy and assertiveness. Learn to navigate personality differences, diverse agendas, and social pressures. By evaluating your personal tendencies in the face of conflict, you’ll learn to manage your strengths and weaknesses to become a more effective negotiator.
This complete game changer course is designed to help senior executives become successful negotiators, deal with difficult people and hard bargainers, structure deals, and manage conflict productively. Certified Global Negotiation Executive distils cutting-edge research and real-world (Indian) examples into two days of targeted executive education negotiation training. At CGNE, you will test your beliefs and assumptions, overcome emotional and rational biases, examine complex negotiation scenarios, and discover a range of competitive and cooperative, integrative negotiation strategies. You’ll build on your accumulated knowledge to generate descriptive insights for negotiating across a variety of competitive contexts. You will learn what tools work best for managers who need to shape agreements and informal understandings within a complex web of relationships. You will discover strategies for anticipating and responding to an array of complicating factors — from multiple parties and value differences.
Through relevant case studies you’ll learn how to apply negotiation theory to real-world situations and will have the opportunity to practice your newfound negotiation techniques.
If you’ve been in the same position for a while now, then you are in the danger zone. More education, more experience, and more years in the job – none of them will make a difference, not at this point in your career. In fact, you might just look back after 5 years and realize you didn’t get 5 more years’ experience, you got 1 year experience, 5 times.
CGNE™ REVIEWS
THE ONLY THING THAT WILL PUT YOUR EXECUTIVE CAREER ON THE FAST TRACK IS
THE ABILITY TO INFLUENCE AND NEGOTIATE
Have you mastered the art and science of influencing? Are you a Master Negotiator? Do people follow your lead because they are enthusiastic ambassadors of your vision, or is because you write their review?
Are you using your position power to get things done? Internally with business partners? Externally with suppliers? Here’s a secret: the best leaders almost never do.
Position power results in disgruntled followers and stagnant careers. Master negotiators know how to crack cases. They engage in investigative negotiations. They understand not just the other party’s positions, but also their interests. They don’t try to win everything or get the biggest piece of the pie, they make the pie bigger and make both parties win – bigger. They know how to create and claim value. They have mastered the art and science of influence and negotiations. In the world of business, they are the ones that make things happen.
HERE IS JUST A GLIMPSE OF SOME OF THE HUNDREDS OF COMPANIES WHO HAVE HAD THEIR EMPLOYEES TRAINED ON EXCLUSIVE CONTENT FROM OUR CGNE™ CERTIFICATION PROGRAM
INVEST IN YOUR CAREER. INVEST IN YOUR RESULTS. INVEST IN YOUR FUTURE.
LEAD AT THE BARGAINING TABLE BY SHARPENING YOUR NEGOTIATION SKILLS.
- Achieve better outcomes by gaining the negotiation strategies you need to negotiate in uncertain environments, deal with difficult people, and manage conflict.
- Learn from The Godfather of Negotiation Planning who has been responsible for the negotiation planning, execution & training processes for the entire $16B global Intel Corporation, he mastered multi-billion dollar deals, and hammered out high-stakes negotiated agreements around the globe.
- Practice with confidence by taking part in negotiation scenarios alongside a diverse group of executives.
- Take a deeper dive by in this two-day executive education training session that explores a specific aspect of negotiation such as leveraging the power of emotion.
- Win, not by defeating the other side, but by winning them over.
- Avoid All the Pitfalls Of “Merely Effective” Negotiators and How to Be a Negotiation Master
- Drive Investigative Negotiations That Set the Stage for Winning the Deal… Before Negotiations Ever Start!
- Create Value in Negotiations and Make the Pie Bigger – And Have Both Parties Win Bigger
- Negotiate Complex and Multi-Issue Deals, and Why Covering Each Topic Serially Will Close All Negotiation Doors
- Getting past the fixed pie bias for opportunity maximization for both sides
- Transfer Value to The Party That Values It Most, While Getting Even Bigger Returns as a Result
- Negotiate Internally Using Influence Instead of Position Power
- Establish Your Negotiation Positions and Know Exactly How to Maximize Their Strength
- Understand the Other Party’s Positions -And Their Underlying Interests – To Formulate Your Negotiation Strategy
- Research and Determine Bargaining Power of Both Sides and Establish the Zone Of Possible Agreement
- Establish A Set of Negotiation Strategies That Ready You for Every Possible Outcome
- Work with Different Negotiation Styles and With Negotiation Stalemates
- Develop and Leverage Negotiation Anchors for Incredible Negotiation Outcomes – And What to Do If the Other Party Does This First
- Get Past “No” and Focus On “Why Not?” to Find Creative Solutions to the Biggest Negotiate Problems
- Leverage Contingency Contracts When Suppliers Over-Inflate Their Value in Negotiations
- Avoid Abuse of Bargaining Power and How to Recognize and Manage When the Other Party Does
- Close Deals with Better Than Ever Results, While Writing the Other Party’s Victory Speech
- Package This Knowledge Together and Apply to a Series of Powerful Harvard Negotiation Case Studies
- Put Your Executive Career on The Fast Track with Your New-Found Master Negotiation Skills
- Improve working relationships and resolve seemingly intractable disputes.
- Understand your BATNA (best alternative to a negotiated agreement) to gain a better understanding of your options.
- Evaluate your personal tendencies in the face of conflict and learn to manage your bargaining strengths and weaknesses.
- Recognize the most common manipulative negotiation tactics used by difficult people —and ways to neutralize their effects.
- Win, not by defeating the other side, but by winning them over.
- And much much more…
THE CGNE™ REVIEWS
★ ★ ★ ★ ★
JOHN NAIR
★ ★ ★ ★ ★
RAJIB SARKAR
★ ★ ★ ★ ★
GIRISH VISHWANATH REDKAR
★ ★ ★ ★ ★
DEEPAK SHARAN
★ ★ ★ ★ ★
GANESH ZAGADE
★ ★ ★ ★ ★
CORPORATE DIRECTOR MATERIALS
★ ★ ★ ★ ★
SR. MANAGER PROCUREMENT
★ ★ ★ ★ ★
HEAD CENTRAL PROCUREMENT
★ ★ ★ ★ ★
VP PROCUREMENT AND LOGISTICS
★ ★ ★ ★ ★
SEKAR SIVARAMAKRISHNAN
★ ★ ★ ★ ★
ANURADHA GANESH
★ ★ ★ ★ ★
NJ JEESAN
★ ★ ★ ★ ★
ANSHU TIWARI
★ ★ ★ ★ ★
ALAGAPPAN K
Overall great experience.”
★ ★ ★ ★ ★
VIDYA NATH CHOPRA
ABOUT YOUR INSTRUCTOR
Makis Papapostolou, CGNE™, CPSCM™ is nearly 3-decade veteran of procurement, having served most of this period as a Chief Procurement Officer for many large global firms. Handpicked by the Center for Purchasing and Supply Chain Management CEO, Omid Ghamami, Makis is one of the most globally recognized thought leaders in the field of Purchasing and Negotiations.
Makis has 30+ years’ experience holding responsibility for $1B+ in annual expenditures. Strategically restructuring and leading procurement teams, Asset and Facility procurement management, strategic sourcing and stakeholder management, leading Cost Optimization programs that reduce OPEX and CAPEX, positively influencing the financial results while being responsible for tendering, negotiating and sourcing a wide range of categories of goods and services for Groups of companies geographically dispersed in a multitude of diverse industries leading their entire global corporate purchasing operations. Makis has led procurement teams across Lebara Group, ALUMIL Group, Capital Resources, Deutsche Telekom Group, VODAFONE SA and has worked across UK, Egypt, Dubai, Slovenia, Azerbaijan, Germany, Romania, Portugal and Greece. His diverse geographic, industry, and executive level background makes him one of the most sought after procurement transformation consultants in the world.
Makis holds a Masters of Philosophy (MPhil) and a Bachelor of Science (BSc) Degree in Mechanical Engineering from Imperial College London, is a certified CPSCM™ and CGNE™ Master Instructor, and is an esteemed board member on the CPO Innovation Group and The Center for Purchasing and Supply Chain Management Excellence.
ARE YOU READY TO STEP UP TO THE BIG LEAGUES?
Yes! I want to pursue the World’s Most Advanced, Flexible and Interactive Master Negotiation Training for Senior Executives – The Harvard University Approach & become a Certified Global Negotiation Executive™ and take my Organization to the pinnacle through World Class Negotiation Excellence.
I want to pursue the World’s Most Advanced, Flexible and Interactive Master Negotiation Training for Senior Executives – The Harvard University Approach & become a Certified Global Negotiation Executive™ and take my Organization to the pinnacle through World Class Negotiation Excellence.