Negotiation Analysis

Start Date: Apr 6, 2020 End Date: Apr 8, 2020
Last Date for Application: March 23, 2020 Last Date for Early Bird: March 16, 2020
Programme Fee: 80000 INR

Plus, GST

Early Bird Fee: 74400 INR

Plus, GST

Although people negotiate all the time, most of us know very little about the science behind effective negotiations. Why do we sometimes get our way whereas other times we walk away feeling frustrated ?

In this practical, hands-on workshop, you will be able to identify your own negotiating strengths and areas of improvement, learn how to apply various negotiation techniques including deal making between organizations, dispute resolution, and multi-party negotiations.

•    Persuasion and Influence
•    Basics of Distributive negotiation
•    Set targets, bottom-lines
•    Identify and Implement a win-win integrative negotiation
•    Learn when to use agents
•    Understand approaches to dispute resolution
•    Multi-party, multi-issue negotiation strategies

•    Assess your own negotiation style and its limitations
•    A structured approach to the negotiation process and context
•    Understand mindset of the other party in negotiations
•    Know how to resolve disputes and avoid litigations
•    Handle key tensions (e.g. trust vs. distrust, creating vs. claiming value) in negotiations
•    Reconcile interests of principals and their agents
•    Improved ability to handle multiple parties in a negotiation

•    Managers with little or no formal training in negotiations
•    Middle to senior level managers

•    Each session will involve role-play exercises where you will plan, negotiate and receive feedback on your performance
•    Experiential activities in a low risk environment that help you discover yourself as a negotiator by observing others around you

Faculty Chair

Amit Nandkeolyar

Programme Faculty