TOM KIRCHMAIER
London School of Economics
Topic: Bargaining and Negotiations
Dr. Tom Kirchmaier is a Lecturer in Management at the London School of Economics, where his research interests include Negotiation Analysis as well as Corporate Governance, Corporate Restructuring and Corporate Performance. He holds a Ph.D. and a M.Sc. in Management from the London School of Economics, as well as Masters in Economics from the University of Regensburg, Germany. After eight years at LSE, he will now take up a Lectureship at the Manchester Business School while keeping strong links with both the Financial Markets Group and the Institute of Management at LSE, where he has co-founded and is now part-organising the Centre for Corporate Governance. He is heavily involved in public policy debates on corporate governance and his book on Corporate Governance (joint with Sir Geoffrey Owen) will be published by Palgrave in mid-October 2005. On this subject, he is also a frequent commentator and contributor to the business media. His work has been published in the Financial Times and the Wall Street Journal, and he has appeared several times on Bloomberg Television. He has extensive consulting experience in both the IT and Automotive industry, where he advises the Volkswagen Group and DaimlerChrysler on issues of Bargaining & Negotiation and Corporate Restructuring. He has also worked for Oracle Business Consulting where he was helping to organise a fast-track built up of the IT system for one major German mobile phone operator.
Session Plans:
SESSION 1:
- Introduction to Distributive Bargaining
- Negotiation Exercise - The Price of Success
SESSION 2:
- The Basics of Negotiation Conduct
- The Winner’s Curse
- 3 Negotiator Styles - Costs and Benefits
- Negotiation Exercise - Flying High
SESSION 3:
- Intercultural Negotiation
- Integrative Bargaining
- Integrative Strategies
- Pareto-Frontiers Creating vs Claiming Value Team Negotiation
