Negotiation Strategies: A Win-Win Approach

Negotiating deals, managing differences and using influencing skills is one of the most important competencies for professionals at all levels of management. The need to understand processes, strategies and tactics of negotiation has become paramount in the context of market negotiated economy where the need to enhance outcome has to go hand-in-hand with maintaining relationships.

Negotiating to a win-win deal requires strategic insights, tactical approaches and individual assessment. This helps participants understand the dynamics of conflict resolution, bargaining and collaborative solutions. They develop an ability to effectively manage negotiations in a variety of situations – one-to-one, team, organisational and inter- organisational.

The participants develop an understanding of the behaviour of individuals, groups and organisations in competitive situations and learn to practically deal with it. They are able to hone communication skills for effective negotiation and appreciate nuances of cross–cultural negotiation. That negotiating is an art that can be mastered is fairly well accepted today. As professionals and organisations work towards mutually beneficial long-term relationships, this programme comes packed with knowledge of the subject and skills-training for better performance and insights. The programme is being offered in the belief that knowing the art and science of negotiations must form a significant part of managerial repertoire.
 

Objectives

The objectives of the three-day programme are to equip participants with strategies, tactics and techniques of planning, conducting and analysing business negotiations. The participants will develop a holistic approach to negotiations. They will be able to appreciate the role of conflict and its potential to breed both success and failure. They will be able to better deal with the duality of competition and collaboration in the business world. With better knowledge of the concepts and better skills of handling a variety of situations, the participants will learn the skill of conducting of win-win negotiations.

Contents

The programme will cover the following aspects of negotiations:

  • Nature of conflict and styles of conflict resolution
  • Pre-negotiation, negotiation and post-negotiation strategies and tactics
  • Role of communication and relationship in negotiations
  • Personal negotiation style
  • Efficacy of a win-win negotiating style
  • Ethics and negotiation
  • Cross-cultural negotiations

Who can participate

The programme is of relevance to all managers who wish to sharpen their interpersonal skills for better results in day-to-day working. It is of importance for senior- and middle-level executives in sales, marketing, HR and other functional areas of general management.

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.