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PM @ SiemensGlobal ProjectManagement
Mr.
André Pedro Santos
successfully participated in the Siemens PM Learning
Program PM3 which covers knowledge, capabilities and
experience exchange according to the PM@siemens job
profile
Project Manager C-Projects
Hamburg, March 22rh 2013
Place, Date
(¿È- )a,e*RA|NCT FörtSCh, CHR LE LC OE PM
Learning Campus i PM@Siemens Academy
SIEMENS
Confirmation of attendancePM3 Learning Program'Project Manager BasicTraining'023
André Pedro Santos
attended the above-mentioned Siemens Core Learning Program during the period
November 05, 20'l 2 - March 22,2013, comprising four modules with a total of 136
hours of training.
As part of your competency development, the following topics were covered:
GID: Z002WC9F
Course lD: PM3-E 023
Module 1:- Project management basics- Project goals- Stakeholder analysis- Presentationtechniques- Product breakdown structure- Feedback- Work breakdown structure- Team building- Phases and network plan- Resource plan- lmplementation phase
Module 3:- Risk management (LoA, EHS)
- lnterculturalcompetence- Conflict management- Project management controlling- Basics of economics in projects- Controlling simulation from project
costing to cash flow
Munich, March 22,2013
Module 2:- Leadership- Motivation- Project hand over- PACT Workshop- Project manager agreement- Communications (4 sides of a
message)- Active listening- Types of questions- Claim Management- Contract and Claim (Part from
Legal)- Negotiationtechniques
Module 4:- Meetings & moderation- Solving problems systematically- Self- and stress management- Project close out- Lessons learned- Project for ending event
l/* IDr. Kai-Holger LiebertHead
Global Learning Campus SIEMENS
Certificate of completion
Carl Bass President, Chief Executive Officer
Congratulations!
The Autodesk® Authorized Training Center(ATC®) course you have completed was designedto meet your learning needs with professionalinstructors, relevant content, authorizedcourseware, and ongoing evaluation by Autodesk.
The ATC network helps professionals achieveexcellence in using our software products.
Certificate No. 146575XEL4
André Pedro dos SantosName
AutoCAD 2014 - 2DCourse Title
AutoCADProduct
Rafael MenezesInstructor
2014-04-15Date
35 hoursCourse Duration
Mundisoft - LdaAuthorized Training Center
Autodesk and ATC are registered trademarks of Autodesk, Inc. in the USAand/or other countries. All other trade names, product names, or trademarksbelong to their respective holders. © 2009 Autodesk, Inc. All rights reserved.
Certificate of completion
Carl Bass President, Chief Executive Officer
Congratulations!
The Autodesk® Authorized Training Center(ATC®) course you have completed was designedto meet your learning needs with professionalinstructors, relevant content, authorizedcourseware, and ongoing evaluation by Autodesk.
The ATC network helps professionals achieveexcellence in using our software products.
Certificate No. 15279348E0
André Pedro dos SantosName
AutoCAD 2014 - 3DCourse Title
AutoCADProduct
Ricardo GranjaInstructor
2014-05-19Date
35 hoursCourse Duration
Mundisoft - LdaAuthorized Training Center
Autodesk and ATC are registered trademarks of Autodesk, Inc. in the USAand/or other countries. All other trade names, product names, or trademarksbelong to their respective holders. © 2009 Autodesk, Inc. All rights reserved.
SIEMENSNEGOTIATION DYNAMICS
Professor Ingemar Dierickx
Objectives
In many areas of management, issues are fuzzy and consequences of decisions are hard to evaluate. Negotiations, in contrast, have a direct and measurableimpact on profits. While there is no doubt that negotiating skills are valuable, questions are often raised to what extent these skills can be developedthrough training. Some people, it is said, just seem to have a knack for it.
Negotiation Dynamics is an intensive three-day workshop that captures the practical knowledge of savvy dealmakers around the world and draws onGame Theory and Social Psychology to provide fundamental insights into the structural, tactical and psychological dimensions of negotiations.Participants will gain invaluable experience by engaging in a broad range of face-to-face negotiations, and will learn to play the negotiating game withgreater confidence and superior tactical finesse.
Approach
Learning by doing.The best way to learn about negotiation is to negotiate. Participants are immediately thrown into the water. Swimming techniques are discussed only afterparticipants have tried out whatever techniques come natural to them – and after they have observed an astonishing range of different results from fellowparticipants.
FeedbackContrary to popular belief, learning from experience in negotiation is often not very effective. The main problem is that prompt, comprehensive andreliable feedback about real life negotiations is rarely available. How do we know whether a deal is brilliant, mediocre, or downright poor? And wetypically don’t get any process feedback at all! During this workshop, you will be able to benchmark your own deals against similar deals negotiated bythousands of executives who participated in Negotiation Dynamics workshops all over the world. In addition, valuable process feedback both from fellowparticipants and from Professor Dierickx will enable you to identify some of your real strengths in negotiation, as well as some of your weak spots.
Diversity of ExperienceWhile most executives negotiate on a regular basis, their experience base is usually relatively narrow. As a result, they develop routines and – likeexperienced drivers – may acquire bad habits. This workshop will expose you to a broad array of diverse negotiating problems and encourage you to
critically examine your own negotiating routines. You will learn to spot - and take advantage of – other negotiators’ bad habits … and, perhaps, identifysome of your own bad habits as well!
Real Life CasesOne cannot learn real life negotiating skills from “academic” negotiating cases. In Negotiating Dynamics, all the material cases and role-plays are basedon real life negotiations. Examples and anecdotes are drawn from thirty years of negotiating experience.
Practical SkillsParticular emphasis is given to negotiation practice, captured by the experience of negotiation professionals. You will get savvy negotiating tips to dealwith many common negotiating challenges (dealing with sharp, intrusive questions, handling aggressive price challenges, etc.). Concepts and techniquesare illustrated by countless anecdotes and practical examples. Most importantly, participants build up a personal repertoire of effective moves to deal withcommon negotiating problems including aggressive challenges on a single issue (such as price) and handling tough questions.
Key benefits
By attending this workshop, you will learn to:• Master price negotiations• Structure complex package deals• Respond to RFQs and prepare smart bids• Identify opportunities to create value• Avoid arguments• Maintain composure under pressure• Manage long-term business relations
About Professor Dierickx
Ingemar Dierickx holds a PhD (Business Economics) from Harvard University and an MBA from the Harvard Business School, where he was a BakerScholar. He also holds law degrees from the Harvard Law School (LL.M.) and the Rijksuniversiteit Gent (Lic.Jur.)
He was Professor of Negotiation Analysis at INSEAD for nearly twenty-five years and subsequently joined TheMoscow School of Management (Skolkovo) until 2010. Prior to joining INSEAD, he worked at the Division ofResearch, Harvard Business School and with Professor Schelling (2005 Nobel laureate, Economics) at HarvardUniversity.
His research on Negotiation Analysis and into the microeconomic foundations of Strategy has been widely publishedin scientific journals such as Management Science, Journal of Business, Strategic Management Journal, InternationalJournal of Industrial Organization, and European Economic Review. He created INSEAD’s executive program onNegotiation Dynamics and was its Director for fifteen years. At INSEAD, he received the award for OutstandingTeacher in the Elective Courses four times, as well as a special Lifetime Achievement Award for teaching excellence.With Professor Luis Almeida Costa, he has developed Negotiation Dynamics – The Game, a state-of-the-artsimulation that tracks repeated negotiations within ongoing business relationships. He has also produced a highly
successful training DVD on Price Negotiations.
Ingemar Dierickx is a senior partner of D&AC – Negotiation Advisors, a company that offers a wide range of negotiation support services. For nearlythree decades, he has advised clients in a broad range of industries including banking, insurance and reinsurance, consulting, accounting, legal services,travel, aerospace, the automobile industry, retailing, oil and gas, mining and metals, power generation, the pharmaceutical industry, telecommunications,television and entertainment, software development, commodity and specialty chemicals, as well as the public sector. As a negotiator, he has representedthe interests of high net worth individuals, entrepreneurs and corporate clients. As a trainer and coach, he has run hundreds of highly successfulnegotiation workshops around the world.
SIEMENSNEGOTIATION DYNAMICS
Professor Ingemar Dierickx
Session 1 Price Negotiations: Concepts and TacticsWednesday May 7, AM
Drawing on the participants’ experiences in a face-to-face negotiation involving the purchase/sale of a parcel of land, this session analyzes the conceptualstructure of single issue bargaining problems, develops alternative perspectives on the negotiating process and illustrates a variety of tactics used whennegotiators bargain over price.
08.30 Coffee - Program Overview09.00 Participants carry out the following one-on-one negotiation: Lot # 21, Sect. Y, Episy
10.00 Price Negotiations: Diagnosis and Preparation• The Twin Pillars of Bargaining Power: Alternatives and Information• What should we be doing, really? The Three Fundamental Tasks of a Negotiator• Negotiating with a customer you can’t afford to lose• Negotiating within an ongoing business relationship
10.45 Break
11.00 Price Negotiations: Positioning and Bargaining• Indirect approaches to frame the negotiation
- Parables- “Negotiation jiu-jitsu”
• Opening offers• Challenging (and defending) Price• Focal points, Concession patterns, Commitment• Closing the deal
Follow-up handouts: • Lot #21, Sect. Y, Episy – Key Take Aways• Price Negotiations
Session 2 Package Deals: Defining the Optimal “Architecture” of Complex AgreementsWednesday May 7, PM
This session illustrates pitfalls and limitations of negotiating within a single issue framework and proposes an alternative: package deals. Participants willhave an opportunity to put their bargaining skills to the test in CP France - MégaMarché a complex multi-issue negotiation. In this session, we tackle theproblem of designing the right architecture of package deals based, identify efficient tradeoffs, and introduce the fundamental concept of “efficiencyratios” in multi-issue negotiations. In addition, we will review the obstacles that negotiators can expect to encounter in a business deal and suggestpractical steps to overcome those obstacles and successfully implement the package deal approach.
Workinglunch: Teams carry out the following team negotiation: CP France - MégaMarché
15.00 Debriefing• Identifying the different types of issues on the agenda• Claiming and Creating Value• The fundamental logic of Give and Take
16.30 Break
16.45 Structuring Smart Package Deals• Creating a negotiable agenda• Measuring the impact of concessions• Evaluating tradeoffs: “Efficiency Ratios”• Homans’ Law
17.45 Package Deals: Managing the Process• Settle the easy issues first or agree on the package as a whole?• Salami slicing• Exploring options: Mini Packages
Evening: Participants submit bids for the following auctions:• Bidding for 1$• Maxco-Gambit
Session 3 The “Nuts and Bolts” of Negotiation: Mastering the Process FundamentalsThursday May 8, AM
This is a very hands-on session that aims to equip participants with some “pre-recorded” responses to effectively handle particularly difficult or sensitivenegotiating situations. When a particular configuration of pieces on a chessboard occurs regularly, Grand Masters study the pattern and all of its commonvariations. They analyze and evaluate a wide range of potential responses, which enables them to build a repertoire of smart moves to deal with theproblem. Obviously, Grand Masters improvise, but when they encounter a characteristic pattern, improvisation is supported by a solid foundation ofanalysis. Even though negotiations – like chess games - are infinitely varied, we do encounter a number of prototypical situations. However, in contrast toGrand Masters, negotiators rarely pause to analyze these patterns – they prefer to simply play it by ear. In this session, we will thoroughly analyze twoproblems: how to make proposals and how to handle tough questions. The analysis will suggest a range of responses – including specific language – thatwill help participants to build their own personal repertoire of smart moves.
08.00 Making Proposals• Poor language: A worst-case example• DOs and DON’Ts• Winning the Battle for Mind Space: Effective and ineffective communication techniques
10.00 Break
10.15 Handling Tough Questions• The dilemma• Developing a repertoire of effective responses
- “The Freezer”- The “Marlin Fitzwater response”- “Selective Hearing”- “Schubert’s Unfinished Symphony”- Counter a Question with a Question- The “Lionel Jospin response”- “Truthful misdirection”- ...
• Spotting lies – and knowing how to deal with them.
Session 4 Auctions and TendersThursday May 8, PM
This session discusses auctions and tenders. Participants submit bids in a number of stylized bidding situations. Through an analysis of the results of thoseauctions and a review of the relevant formal theory participants will acquire a solid practical understanding of auctions and tenders. The discussionincludes auctions on the internet, as well as broader applications of the key principles in pricing and procurement.
14.00 Auctions (1): Fundamental concepts
• Which types of auctions are commonly used throughout the world• When are auctions competitive? Review of results form Bidding for $1• Which auctions generate better prices?
- The Revenue Equivalence Theorem- Risk averse bidders- Correlated values- Asymmetries amongst the bidders
* Information asymmetries: Review of the results from the Maxco-Gambit auction* Valuation asymmetries
• Additional guidelines for defining the proper auction design
15.45 Break
16.00 Auctions (2): Special cases
• Auctions on the internet• Collusion• Multiple-stage auctions• Auctions with “fuzzy” rules• Pre-emptive offers• The “Winner's Curse”
Follow-up handouts: • Auctions• The Winner’s Curse
Evening: Participants prepare to carry out the following negotiation exercise: Woburton Steel - Cryogenic Technologies
Session 5 Breaking Deadlock - A Process PerspectiveFriday May 9 AM
In this session, we identify the structural characteristics of situations that give rise to standoffs, analyze the psychological dynamics of conflict escalation,and offer a process perspective for achieving constructive resolution of potentially destructive conflicts. We also review the obstacles that negotiators canexpect to encounter both with external parties such as clients or suppliers and in the context of managing internal relations within the company. Finally,we suggest practical steps to overcome those obstacles and successfully implement the package deal approach.
08.30 Group Exercise: Bidding for $10
09.00 Aggressive Negotiation Challenges: Typical examples• Stand-offs, stalling tactics and waiting games• Structural characteristics of the problem• The psychological dynamics of conflict escalation
10.00 Break
10.15 Changing the Structure of the Problem: “The Issue is Never the Issue”• Adding and dividing issues• “Homans’ Law”
11.00 A Process Perspective on Breaking Deadlock: The method of the Five A’s
Follow-up handouts: • La Méthode Calvet• Cooperation - Beyond Tit-for-Tat
Workinglunch Teams define their strategies for the Woburton Steel - Cryogenic Technologies negotiation
Session 6 Negotiating Deals in an Uncertain EnvironmentFriday May 9, PM
In this session, we examine challenges and opportunities when negotiating deals in a highly uncertain environment. A typical example is financing awaste incineration cogeneration power plant: the economics of such a project critically hinge on energy prices, which are subject to unpredictablefluctuations over the life of the plant. This session will address two kinds of challenges that arise in such settings: problems in negotiating the deal, andproblems in implementing the deal. Participants will explore some of those challenges in the Woburton Steel - Cryogenic Technologies negotiation. Thiscase offers an opportunity to explore in depth the fundamental theoretical concepts that lie at the basis of value creation in negotiation. Towards the end ofthe session, we will review applications in a broad variety of industries including financial services, mergers and acquisitions, industrial gases and powergeneration.
Workinglunch: Teams negotiate a complex long-term contract: Woburton Steel - Cryogenic Technologies
15.00 Uncertainty• Negotiating Long Term Contracts in a Highly Uncertain Environment• Identifying Opportunities to Create Value
- Differences: Obstacles or Opportunities?- Playing on differences between negotiation partners to create value- Creating 'expected' value: opportunities and limits
16.00 Competition• Negotiating Profitable Deals in a Competitive Environment
- Playing on differences with competitors to lock in a sustainable advantage
16.45 Designing the right “Architecture” of package deals• Criteria• Applications
- Financial services- Mergers and acquisitions- Power generation, basic chemicals, ...- Evaluating and rewarding managers in an uncertain environment
18.00 Conclusion of the workshop
Follow-up handouts: • Woburton and Cryogenic: Analysis and Some Solutions• Ten Key Take-Aways
