Do you find internal negotiations more challenging than external ones? Do you find it difficult to align internal and external stakeholders? Did you ever struggle with influencing and persuading difficult people?
We have answers to your questions. Two experts from the world's best business schools will lead an exciting Masterclass on Influence & Persuasion in Geneva to help you unlock your hidden potential.
It's a learning journey that travels over two years, starting this June.
Owen Darbishire (Professor at Saïd Business School, University of Oxford) and Giuseppe Conti (Professor and Lecturer at several leading Business Schools + over 25 years of business experience with leading multinationals) will help us understand how top influencers succeed in their career, while creating value for both parties.
Research confirms that our ability to influence has a direct impact on our personal and professional success. Good influencers are more satisfied and less stressed at work. In addition, the “Winning Edge” principle applies to influencing: a small difference in competence makes a huge difference in results.
Let’s try to understand why this program is so special.
Faculty
Professor Owen Darbishire, Academic Director of the Oxford Programme on Negotiation at Saïd Business School, University of Oxford and Fellow of Pembroke College. Owen is the Academic Director of the Oxford Programme on Negotiation.
His expertise is also in decision making and influence, examining these issues at individual, group and organisational levels. Owen is driven in finding new and effective approaches to influence others within the context where decisions are heavily influenced by emotions and motivated reasoning rather than rationality and factual analysis.
Owen leads the most popular and highly rated MBA and EMBA electives in Negotiations at Oxford, while also advising companies at board level in negotiations and decision making. He has received lecturing awards at both Oxford and St Gallen.
Prof. Giuseppe Conti is the founder of CABL (www.cabl.ch) , a firm that offers a range of customized training in the field of negotiation, influencing, and related areas.
Since 2005, Giuseppe has been an award-winning Lecturer, recognized for his lively and interactive training workshops across leading business schools in three continents: Bayes, BSL, Cambridge, EPFL, ESADE, ESSEC, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford, RSM, SDA Bocconi, University of Geneva, University of St Gallen and VU Amsterdam.
In 2019, he has become a Professor in Negotiation & Influencing. Giuseppe regularly runs workshops in four continents. To date, corporate leaders from multinational corporations and individuals from over 145 different countries have attended his workshops.
In 2024, he was appointed among the Top 30 Global Guru for Negotiation
(#3 Worldwide and #1 outside USA)
Giuseppe is also a seasoned negotiator combining academic content with over 25 years of practitioner experience from his senior Procurement and commercial leadership roles within blue-chip multinationals (Procter & Gamble, Novartis, Firmenich and Merck).
His recent research and articles have focused on negotiating with no alternatives, influencing in healthcare, gender differences in negotiation, managing internal and external negotiations, dealing with difficult people, and negotiating in long-term business relationships.
June 18-19, 2024
Time:
- 18 June: 09.00 to 18.00 Central European Time
- 19 June: 08.30 to 17.00 Central European Time
Key Topics
- • Psychology of Influence
- • Implementation and Barriers To Influencing Others
- • Exercising Influence and Managing Relationships Across Functions
- • Powerful Influencing Techniques
- • Office Politics and Influence
- • Exercise Influence and Managing Up
- • Multi-Parties Influence
- • Stories, Identity and Active Listening
- • Effectively Persuading Others
- • Video Case Study
- • Real-Life Applications
- • Continuing the Learning Journey
Continuous Learning over two years:
Webinars, Videos and Articles
- 6 webinars per year on advanced negotiation and influencing topics
- Access to exclusive monthly articles and videos over two full years
- Access to a private LinkedIn group with weekly content (videos, articles, infographics and tips)
Target Participants
Executives interested to improve their influencing skills. It is specifically designed for:
-Executives and managers who aspire to positions of greater influence and responsibility within their organizations
-Professionals that influence externally and internally as part of their job (Procurement, Sales, M&A, Alliance Management, Legal, Entrepreneurs), or are engaged in frequent internal negotiations (budgets, project deliverables, etc.).
Key Benefits
-Personal feedback from lecturers. Both lecturers are available for the entire workshop and offer a combination of in-depth theoretical expertise (Owen) and real-life influencing experience (Giuseppe)
-A structured approach for preparing for influencing
-Increased ability to create and claim value in all your influencing
-A set of strategies to deal with some of the toughest challenges in influencing
-A healthy dose of humour and fun
Learning Objectives
- Effectively analysing and preparing to influence using a structured approach for any situation;
- Acquiring new creative soft skills that will help to unlock your hidden potential;
- Improving your understanding and predictions of people’s behaviours when influencing.
Testimonials
"Owen and Giuseppe shared with us the future of influencing as an individual, a team or an alliance by working through theoretical learnings and role-playing games with transparent and useful personal feedback"
“Extremely engaging session with the processing of learning and application. Scenario easily understood, clearly defined expectation, introduced new planning tool and learner in a different format from previous learning. Time was adequate to plan, influence, and reflect with feedback. Very supportive facilitators willing to share knowledge listened and encouraged professional discussion during class and on breaks. Very sincere and passionate. Eccellente!”
“Amazing class!”
“I have always had a number of questions on influencing. The material was structured in such a way that it hit every single one of them and answered them thoroughly. I got everything I wanted and more out of it and will no doubt put the lessons learned to use in future”
“Excellent knowledge of the topic. Projected confidence and trust. Truly worth the time”
Refund policy
*Participants may postpone their attendance to a future session or provide a replacement candidate for a course.
*100% refund if you cancel with 30 working days*70% refund if you cancel within three weeks
Still have doubts or want additional information? Do not hesitate to call us via
Mail: contact@cabl.ch
