Negotiation Strategies: A Win-Win Approach

Negotiating deals, influencing others and managing differences are some 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 win–win offers conceptual model, strategic insights, tactical approaches and individual assessment to help participants understand the dynamics of conflict resolution, bargaining and collaborative solutions. The participants develop an ability to effectively manage negotiations in a variety of situations – one to one, team, organizational and inter- organizational.

 

They develop an understanding of behavior of individuals, groups and organizations in competitive situations and learn to practically deal with it. Participants 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 organizations work towards mutually beneficial long-term relationships, this programme comes packed with knowledge of the subject & skills–training for better performance and insights. The programme has substantive standing as skill based and is being offered in the belief that appreciations and utilization of art and science of negotiations must forma significant part of managerial repertoire’.

Objective

The objective of the three-day programme is to equip participants with strategies, tactics and techniques of planning, conducting
analyzing business negotiations. The participants will develop a holistic approach to negotiations. Participants 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 variety
of situations, the participants will learn the skill of conducting win-win negotiations.

Contents

The programme will cover the following aspects of Negotiations:
• Foundation of Negotiation – parties, interests, BATNA, ZOPA, reservation points
• Nature of conflict and conflict resolution styles
• Psychology of Negotiation and Cognitive Biases in Negotiations
• Pre-negotiation, Negotiation and Post negotiation Strategies and Tactics
• Significance of Distributive and Integrative Negotiation
• Role of Communication and Relationship in Negotiation
• Personal negotiation style assessment
• Efficacy of a win-win negotiating style
• Ethics and negotiation
• Cross-Cultural negotiations

Who should attend?

The programme is of relevance to all managers and leaders who wish to sharpen their interpersonal skills for better results in
day-today working. It is of vital importance for anyone indulging in the process of Negotiation.

Venue & Duration

The programme is scheduled during November 16-18, 2026 on a residential basis at MDI Campus, Mehrauli Road, Sukhrali,
Gurugram. Accommodation for participants would be available at MDI Campus from the noon of November 15, 2026, to the
forenoon of November 19, 2026.

Registration & Fees

With a view to our long-term relationship with your esteemed organization, we are pleased to introduce the discount policy in
this programme. The discount will be observed in the following conditions: (discount is applicable in NEPAL also)
• 10% Discount against 3-5 nominations
• 20% Discount against more than 5 nominations

Important Dates

The last date for receipt of nominations is November 02, 2026. The last date for withdrawal of nominations is November 03,
2026. Any withdrawal received after this date will be subject to deduction as per the Institute's rules. However, substitution
may be permitted.
Nominating organizations are advised to await confirmation of acceptance of nominations(s) before sending the participants
to the programme venue.

For enquiry, please contact at [email protected] or +91-124-4560008.