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:
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:
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.
By the end of the programme, participants are expected to:
Assistant Professor, Organisation & Leadership Studies
Prof. Vineeta Dwivedi is a faculty in area of People and Performance, 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.