Effective Negotiation Skills for Business Performance

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.

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.

Programme dates and fee details

Certificate of participation

A certificate of successful participation by S.P. Jain Institute of Management & Research (SPJIMR) will be issued to each delegate at the completion of the programme.