ماژول ۱۱:‌ Negotiation Skills

مدرس ماژول:
Pascal Ricroch مدرس ارشد انستیتو نفت فرانسه
مدت ماژول:
۵ روز (۳۰ ساعت)
تاریخ برگزاری:
۱۶ تا ۲۰ دیماه ۱۳۹۶
محل برگزاری:
هتل پارسیان انقلاب تهران
سرفصل:


GENERALITIES – PRINCIPLES AND METHODOLOGY
Methodology – Generalities – Principles, Preparation and discussions wheels Performance evaluation, Case study A: Lilac Project: Negotiation of a claim

METHODOLOGY – PROJECT SPECIFIC
Methodology - Application to Projects – Principles, Preparation and discussions wheels Performance evaluation, Case study B: TUMACO Project: Variations in time schedules Case study: resolution of a dispute linked with problems occurred during transportation of equipment

ARGUMENTS, SEARCH FOR COMPROMISE
The 3 “Ego states”, Arguments and objections, looking for a compromise – Reciprocity, Tools and tactics Case study: negotiation of a bank loan

CLAIM MANAGEMENT
Methodology - Application to Projects Case study C: CARACAL Project: Modernization of existing Plant & Construction of a new 16” pipeline Case study: Collaboration Agreement (with a particular care about compromises to be generated)

INFLUENCE GAMES AND GROUP DYNAMICS
Decode the games of influence, How to identify and manage them?, Group dynamics - How to build a team Legitimacy & credibility, Your Group dynamic and the one of the other party Final case study (cases A, B and C), Case study: Global agreement by using the tactics of pressure

بالا