The Kuwait Institute of Banking Studies (KIBS) launches the Negotiation & Influences Workshop

Presented by the London Business School’s Dr. Niro Sivanathan

The Kuwait Institute of Banking Studies (KIBS) is constantly seeking new, relevant and impactful opportunities to dynamically improve the banking and financial sector in Kuwait. Because of this reason, it is offering bankers and other organizations who wish to have members in their organization in managerial positions the chance to attend a one-day workshop held by the London Business School’s Dr. Niro Sivanathan. With a golden sponsorship from the National Bank of Kuwait and Burgan Bank, the workshop will be held on Monday, May 29 at The Regency Hotel from 9 AM until 5 PM.

Ms. Rana A. Al Nibari, Director General of KIBS, shared an overview of the workshop and its relevance in the banking field, “Leaders in the banking industry are confronted with the challenging responsibility of making effective decisions, exerting influence on people and striking solid deals. This workshop aims to concentrate on the development of negotiation and influence skills and finding ways to achieve objectives while ensuring that the customer or stakeholder is content. Using simulations and real-life cases, the workshop’s participants will examine how leaders can generate value for themselves and their organization through negotiation and influence.”

Split into two sessions – morning and afternoon – the first half of the workshop titled “Cognitive & Psychological Tools of Influence” will focus on expanding the participants’ knowledge of negotiation tactics by combining existing information on decision-making and the psychology of influence. This will enable the participants to create a set of tactics and strategies for influencing others during negotiations and in other settings. The second half of the workshop titled “Multiple Issue & Advanced Integrative Negotiations” will cover various preparations for a negotiation and how to maximize one’s share of the available benefits. The participants will be introduced to the concepts of Pareto efficiency, trade-offs and scoring systems all of which are strategies to increase the value achieved at the bargaining table. The participants will expand on the fundamental lessons of distributive and integrative negotiation strategies by introducing three advanced value-creating and integrative negotiation strategies that are designed to help negotiators generate and claim the maximum value possible.

Dr. Niro Sivanathan is a Professor of Organizational Behavior at London Business School. His research is based on social psychological and evolutionary theories and focuses on investigating how social hierarchies and the psychological experience of status and power shape our judgments, decisions and behaviors. Additionally, Dr. Niro explores how our decision-making is influenced by our motivation to uphold our self-integrity.

KIBS has been a key player in Kuwait’s banking and financial sector for over five decades, leveraging its expertise to facilitate knowledge transfer and innovation. Its offerings have evolved to encompass a wide range of programs and services such as professional certification, executive development, training and development in various fields, assessments and tests, English language training, e-learning and publications on business and finance research. KIBS positions itself as a solutions provider, aiding clients in staff development to drive business growth. Additionally, the institute has established a network of distinguished international and regional faculty members who possess both academic qualifications and practical experience. KIBS has also formed global partnerships with top-tier professional institutions to foster long-term cooperation.