Managing Difficult Negotiations

That negotiation is an art that can be mastered and a science that can be learnt is a fairly well accepted principle today. As professionals and organisations work towards mutually beneficial long-term relationships, negotiating deals, managing differences and using influencing skills are a few crucial competencies for professionals at all levels of management. They need to understand the dynamics, effectively master the processes and overcome the challenges of negotiation to deal with the duality of competition and collaboration in the business world.


The programme offers conceptual model, individual assessment, strategic insights and tactical approaches to help participants understand the dynamics of conflict resolution, bargaining and collaborative solutions. The participants shall develop an understanding of behaviour of individuals, groups and organisations in competitive situations and also learn to practically deal with it. Participants shall be able to hone behavioral and communication skills for effective negotiation.


The programme will cover the following aspects of negotiations:

  • Understanding types of negotiations, including soft and hard ball negotiations
  • Managing conflict for effective negotiation
  • Developing styles of negotiation bandwidth
  • Mastering strategies and tactics
  • Collective bargaining
  • Breaking the ego; separating the person and the role
  • Ethics of negotiation
  • Appreciating cross-cultural nuances
  • Negotiation with trade unions

Who can participate

Participants shall include junior-, middle- and senior-level officers/managers/administrators who deal with various challenging negotiation situations in their working lives.

Registration and Fees

Participants should be nominated by their organisations. The enclosed nomination form should be completed and returned with all the details. The fee of the programme is Rs. 37,500 (rupees thirty-seven thousand five hundred only) per participant which includes a professional fee, all charges for lodging and boarding, and supply of course materials. GST as applicable will be charged extra in addition to the programme fee. Payment should be made by cheque/NEFT/RTGS.