Leadership

Strategic Negotiation

The negotiation process is a part of every manager’s day to day interactions with stakeholders inside and outside the organization, whose cooperation is essential to achieve organizational goals. Since negotiation is pervasive in our daily activities, our sessions will focus on negotiation as an integral part of the managerial process.

Most good managers develop their negotiation style and skills intuitively based on their experiences. What you can expect from this course is a context to think systematically and critically about your experiences. This will allow you to establish a framework that will help you increase your learning every time you are involved in a negotiation. We will lay the foundation in this course for the continuous improvement that is necessary to excel in this critical competence.

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what will you learn?

Key
Learning

Improve your ability to negotiate in competitive as well as collaborative situations.
Increase your level of awareness of the negotiation process.
Become familiar with specific concepts and principles that will enhance your negotiation effectiveness.
Reflect on your personal style and the impact it has on others.

Enrolment Programs

Topics Covered

Session 1: Competitive Negotiations
In this session, participants will learn the difference between competitive and collaborative negotiations, and the underlying drivers for each. This session will lay a strong foundation in the form of principles of negotiation.

Session 2: Collaborative negotiations
In this session, we will focus on why collaborative negotiations need to be approached very differently from competitive negotiations. What impact do these negotiations have on professional careers? How can we develop into great collaborative negotiators?

Session 3: Softer aspects of negotiations
How do you deal with anger in negotiations? Is it acceptable to show emotion in negotiations? How to deal with difficult negotiators?

Learning Methodology
Negotiation role-plays, In-class discussion, review & debrief.

Who Should Attend ?

This course is suitable for middle to senior level executives, who habitually need to work with multiple stakeholder groups, internal and external, to achieve their organizations’ objectives.

LEADERSHIP CATEGORY

Currently, the following certificate Programs are being offered, with more to be launched in the coming months. Our Programs span across multiple disciplines of management, engineering and law.