Globally, negotiation has expanded and the use of phone, voice mail, email and other collaborative technologies make it more challenging to manage the inherent language and cultural issues.As the amount of negotiation using virtual platforms increases, misunderstanding, relationship erosion, and impasse may also increase. This session explores how to prevent physical distance from undermining the quality of negotiated outcomes.Our Expert:Gianmaria Riccardi - Vice Chair EMEAGianmaria is the Global Commercial Director at Cisco Systems to lead cross functional initiatives to simplify Cisco's business model, develop innovative pricing and commercial frameworks and to run a global initiative around negotiation. Before being promoted to a global role, he was the European Commercial Director, where he owned responsibility for the successful conclusion of Cisco's business negotiations for complex sale deals within the region. In this role Gianmaria has developed the Commercial department by hiring and recruiting a team of high caliber negotiators working seamlessly in Europe and he led corporate-wide innovations in negotiation capability, contracting process efficiencies, market relevant terms and conditions, pricing models and risk management. Gianmaria led the Italy, Greece, Middle East and East Europe Contract Management team at Accenture, being responsible for developing and managing the Contract Management function. He spent almost nine years at Lucent Technologies as the Europe Contracts Director, where he successfully ran a regional team supporting critical negotiations with prominent telecom operators (Vodafone, BT, Telecom Italia, etc.) and IT companies (IBM, SUN, etc.). He has more than 18 year experience in the Telecom and IT market, developed in Cisco, Accenture, Lucent Technologies, Hewlett-Packard and Italtel. Gianmaria has served on the IACCM board from 2006 to 2009 and from 2011 to the present as the EMEA Vice Chair and he is widely recognized by his negotiation and management capabilities. Gianmaria has lectured and presented in several different countries about negotiation and commercial leadership. Happily married with four children, Gianmaria has an electronic engineering degree, holds a master in computer science, an executive MBA and he was named as an Honorary Fellow in 2009.
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