Course Detail

COURSE OUTLINE:

DAY 1: Strategic Thinking and Business Analysis

1. Why are strategy and strategic planning important?
2. External analysis - understanding and analyzing business attractiveness - macroenvironmental factors, growth drivers, competitive forces, market dynamics.
3. Benchmarking your own strategic position/competitor analysis.
4. Analysing customers.
5. “Thinking backward from the customer”.

DAY 2: Internal Analysis and Fusion of Analyses Into Strategic Options

1. Internal analysis: financial.
2. Internal analysis; non-financial.
3. The concept and practicalities of the “balanced scorecard”.
4. Diagnosing strategic problems and opportunities.
5. Fusion of analyses into strategic choices - SWOT and the strategy matrix.

DAY 3: Strategic Plans and The Relevance of Alliances and Joint Ventures

1. Review of the tools used so far.
2. The content of a strategy: avoiding “paralysis by analysis”.
3. Putting a strategic plan together – the 5-page framework.
4. A real-life example of a business strategy/strategic plan.
5. Strategies for alliances and joint ventures.

DAY 4: Global Strategy, Teambuilding, and The Management of Internal Communication

1. The essence of globalization and global strategy.
2. Globalization – the strategic dimension.
3. Globalization – the organizational dimension.
4. Globalization – the human dimension.
5. Communicating strategy through the organisation.

DAY 5: Strategic Implementation and Getting The Value Out of Strategy

1. Effective execution - converting strategic analysis and planning into action.
2. Linking strategy with operational objectives.
3. Implementation – getting practical things done.
4. Strategic planning of your career.
5. Creating tomorrow’s organization out of today’s organisation.

DAY 6: Negotiation and Conflict Management

1. The sources of conflict in the organization.
2. Conflict escalation and steps to prevent it.
3. Conflict management strategies.
4. The two distinct approaches to negotiation.
5. Understanding your negotiation style.

DAY 7: Practical Negotiation Strategies

1. BATNA, Reserve point, Target point.
2. Value creating Integrative negotiation strategies.
3. Sharing information, diagnostic questions & unbundling issues.
4. Package deals, multiple offers and post-settlement settlements.
5. The four possible outcomes of a negotiation.

DAY 8: Negotiation Planning, Preparing and Power

1. Understanding the sources of negotiating power.
2. Altering the balance of power.
3. The power of body language.
4. Understanding thoughts from body language.
5. Dealing with confrontational negotiators.

DAY 9: Mediation Skills – a Powerful Negotiation Tool

1. Active listening in negotiation.
2. ADR processes – putting negotiation in the context.
3. Negotiation, Mediation, Arbitration, and Litigation.
4. Mediation as a facilitated negotiation.
5. Mediation in practice – mediation exercise.

DAY 10: International and Cross-Cultural Negotiations

1. International and cross-cultural negotiations.
2. Cultural Values and Negotiation Norms.
3. Putting together a deal.
4. Team international negotiation exercise.
5. Applying learning to a range of organisational situations.