APTE Association

Negotiation Process

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APTERO Workshop on negotiation, Zurich, January 20, 2000

Today the importance of interdependency and networking in business is greater than ever. Even the most powerful
companies cannot achieve all their goals on a stand-alone basis anymore. In this environment, superior negotiation
skills are critical.

Negotiation of course plays a key role in processes such as working in a team or structuring a strategic alliance
with an external partner. Even selling - i.e., the manifestation of a partnership between a company and its
customers - has a lot to do with the art of negotiation. On the other hand, a company is faced with conflicts on an
almost daily basis: e.g., when deciding about strategic priorities, distributing resources among different business
units, implementing change, etc.; or when dealing with dissatisfied customers, with suppliers, pressure groups or
public authorities. Some of those conflicts can seriously compromise the success of a company. The ability to deal
with conflicts - i.e., to negotiate - is therefore one of the critical skills that managers must develop.

The participants in the workshop will get a deeper insight in the process and challenge of negotiation. This will
be the opportunity to discuss the mechanisms that allow to transform negotiation from an exhausting and frustrating
exercise into a joint and constructive search for mutually beneficial agreements.

Keynote Speaker / Gastreferent / expert:

Mr. J�r�me Racine
Negociation Process Consulting
Austrasse 15
CH-4106 Therwil
Switzerland
Phone: +41 61 723 05 40
Fax: +41 61 723 05 41
E-mail: jracine@bluewin.ch

Language: Mr. Racine speaks French, German and English [so it is just a matter of negotiation with him!]