We negotiate every day to make our way through life. We need cooperation and collaboration from others in order to succeed and build a useful network; we need tact, personability and negotiation skills. This course will help participants understand their own underlying styles of negotiations, the types of negotiations, the techniques and strategies of negotiation, and build their competency to deal in conflict situations. The sessions will bring in experiential learning through the use of exercises, mock negotiation and role-play. Peer learning and feedback would play an important role as well.

In this programme, you’ll learn how to transition from a capable dealmaker to an expert negotiator and how to create value for yourself and your organisation. The goal of successful advanced negotiation is not merely “closing a deal” but arriving at the best possible agreement. Going beyond basic negotiation tactics, this highly interactive program delves into strategic planning and systematic thinking that exemplifies expert negotiators.

Great negotiators are made through thoughtful, evidence-based skill-building. Thus, the course is structured around:

  • Applying analytical skills to gain a strategic understanding of negotiation contexts.
  • Learning empirically validated techniques for advancing your interests.
  • Practice, practice, and more practice.

You will have an opportunity to practice the acquired knowledge in hands-on activities such as scenario-based discussions, case studies and simulations in order to gain relevant skills.

Programme objectives

The programme is designed to encourage and facilitate a process whereby participants develop:

  • Understand the concepts of negotiations, approaches and structures.
  • Value the importance of information, interests, priorities, perspectives and leverage.
  • Highlight the emotional and mental aspects of negotiation with the ethical and cross-cultural considerations.
  • To prepare communication, strategy and teamwork, structuring the process.
  • How to gather valuable and accurate information before and during negotiation.
  • How to determine what to reveal when and how to frame it.
  • Effective speaking, facilitating, and problem-solving
  • Personal Awareness: Noticing and adjusting your thinking patterns, emotional responses, speaking and non-verbal presence, and patterns of interaction. Being alert to what other people are thinking and feeling and expanding your repertoire of approaches.
  • Hands-on experience in negotiation, conflict resolution, and mediation through roleplays and exercises.


The course delivery comprises a combination of lecture, case and exercises. The classroom learning involves concept discussions, case analysis, group-based learning and concept presentations.

Key outcomes

By the end of the programme, participants are expected to:

  • Interactive classes
  • Team discussions and team exercises
  • Business problem solving scenarios
  • Immersive learning through virtual classroom discussions, exercises, and video cases
  • Gain insights with self-assessments
  • Practice negotiation skills in real time

Programme Director

Vineeta Dwivedi

Vineeta Dwivedi

Assistant Professor, Organisation and Leadership Studies
Vineeta Dwivedi is a faculty in area of Organisation & Leadership Studies, with her core expertise in Business Communication and Negotiations. She holds a master’s degree in English from Central Institute of English and Foreign Languages, Hyderabad and has completed ‘Accelerated Management Programme’ from Indian School of Business. She has completed ‘Leadership Programme’ from Henley Management College. In her professional journey encompassing 23 years, she held critical respons...

Programme coverage

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Introduction to Negotiations
  • Fundamentals of negotiations
  • Basic concepts and tactics of bargaining vs negotiations
  • The process or stages of negotiation
  • Negotiation game
  • Expanding the pie and win-win negotiations
Negotiation Analysis
  • Identify differences between distributive and integrative negotiations
  • Systems two thinking – how to shape perceptions
  • Gain an understanding of focal points of price negotiations, ZOPA, BATNAs, reservation price, common errors
Negotiation Styles
  • Find out the different styles of negotiation and your own individual proclivity
  • Understand the science of cognitive bias and how it can impact your negotiation. Learn how to deal with anchoring
  • The art of framing in successful negotiations and restraining from reacting negatively using negotiation Jujistu
Using Emotional Intelligence in Negotiation
  • The power of and use of emotional intelligence in complex negotiations
  • Bringing empathy and assertiveness to the bargaining table.
  • Dealing with difficult people
The Negotiation Process
  • Listen and develop empathy to understand people better
  • Develop an insight into the science of people and gain control
  • Influence, persuade and charm
  • Principles of Persuasion
Preparing for a negotiation
  • Focus on rapport and invite collaboration
  • When are you done negotiating and when to walk away?
  • Learn how to close a deal
Norms around Culture and international differences
  • Explore methods for negotiating across cultures and genders, the ethical implications in negotiating
  • Social capital and strategic negotiations
  • Culture and real-world constraints
  • Cultural Impact on Models of Negotiation Hofstede’s dimensions
Negotiations tools and multi-party Negotiations
  • Map the differences of each party, recognising barriers related to fairness and the medium of communication
  • Use a Negotiation canvas to build a framework for advanced planning
  • Conduct a negotiation in class

Who should attend?

  • This programme is designed for middle to senior level management.


INR 24,900 + GST

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