A New Negotiation Mindset

Lead with Influence:

80% of executives consistently leave value on the negotiation table, 20% on average. This happens because negotiations are often viewed as tactical zero-sum power and persuasion exercises. To realize the maximum potential in negotiations, a change in mindset is required; negotiations should be approached with a problem-solving mindset.

The challenge, however, is that in order to solve a problem you must first understand it, and to do that, you need information that is likely held by others across the table. If your intention is to persuade, the other party will withhold it to protect themselves. To get this information you will need to build trust, and one of the most effective ways to do this is by changing your mindset from an intention to persuade to an intention to understand and problem-solve.

In this masterclass, participants will explore an integrated approach to engage in any negotiation. You will be introduced to visual tools and processes to help you replace old, hardwired negotiation patterns with new mental pathways to structure negotiations – essentially rewiring your brain!

Thursday, September 26, 2024
9 am – 3 pm
Part of the Lead Without Limits: A Professional Development Series

Program Fees
Price per single course: QAR 1,800*
Price for the entire series: QAR 6,120

Contact Zaubash Shakir at zs150@georgetown.edu for more information.

*Discounts available on single course registration for corporate groups and QF Alumni.

About the Instructor

Roberto is an expert negotiator; he advises companies, governments, and large family businesses with their complex negotiations. He has taught several courses at Georgetown University, specializing on negotiation and conflict resolution, and executive education. He is also the founder of Alkimya Catalyst, and has worked over 20 years in the oil & gas industry, holding senior management roles in operations, finance, business development, corporate planning, corporate strategy, and procurement divisions for large oil & gas companies, including Occidental Petroleum, Hess Corporation, and BP.

He is the President of Northwestern University’s Kellogg GCC Alumni association, an Executive Education Negotiations Professor at Northwestern University (Qatar), Central European University (Hungary/Austria), ESCP Business School (UAE/France), and University of Sharjah (UAE). He is also a member of the Advisory Board of the College of Communications at University of Sharjah (UAE), a negotiation mentor for Microsoft’s Middle East Startups, an Advisor at ProColombia (Colombia’s export agency), and an international speaker. Roberto has a Bachelor and a Master of Science degrees (BS, MS) in engineering from Texas A&M University, and an MBA from Northwestern University’s Kellogg School of Management.

Roberto Ordonez is looking at the camera, with his arms folded. He is wearing a brown coat and eye glasses.