Leadership Programme
Strategic Negotiation
Overview
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.
Programme details
Important Dates & Time
*Dates and Schedules are subject to change
| Duration | Mode |
|---|---|
| 2 days | In-Campus |
Dr. Ramakrishna Velamuri
Dr. Ramakrishna Velamuri is Professor and Dean, School of Management, Mahindra University. He was previously Chengwei Capital Professor of Entrepreneurship and Chair of the Strategy & Entrepreneurship Department at the China Europe International Business School (CEIBA). He served as the Academic Director of the CEIBS Center for Entrepreneurship & Investment and of the CEIBS Global EMBA Program.
Prior to joining CEIBS in 2007, he worked for four years on the faculty of IESE Business School in Spain, where he was the Academic Director of the Global EMBA Programme. He is a visiting professor at the Indian School of Business (ISB), Frankfurt School of Finance and Management, Bocconi University, and has taught at business schools in the US, Germany, Spain, Mexico, Peru, Uruguay, Egypt and Nigeria.
He has taught in executive programmes for companies like Tencent, China Development Bank, SASAC, Roche, Air Liquide, Du’nan, Bosch, Evonik, Buehler, Henkel Technologies, Abbott Laboratories, Goodyear-Dunlop, Grupo Santander, BBVA, Vodafone, Telefonica, Nissan Europe, and Hemas, Sri Lanka.
His research focuses on how the ethical behaviors of firm founders influence their ability to mobilize stakeholder support, and the relationship between entrepreneurial strategies & firm growth. His research has been published in the Harvard Business Review, Journal of Management Studies, California Management Review, Journal of Business Venturing, Organization Studies, and in other academic and practitioner outlets. He has developed more than 50 research and teaching case studies.
He has worked as a consultant for the World Bank and the International Finance Corporation on projects in India, Nigeria, Ghana, Kenya, Tanzania, and Rwanda. Prior to joining academics, Dr. Velamuri worked in the international division of Grupo Tudor (Spain) and was personally involved in pre- and post- acquisition negotiations.
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
This Programs is ideal for executives and consultants operating on the demand side of the business in functions such as, Marketing, Sales, Advertising and Social Media, Strategy, Customer Service, and Innovation. Functional areas with an indirect connection with customers/consumers, such as Finance and R&D, can also benefit. They could be:
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.
Programs Objectives:
- Learning: Enable learning and understanding of key concepts and ideas related to customer-centric digital transformation.
- Thinking and Evaluating: Provoke thinking and share examples of how other companies have designed, developed, and delivered (3Ds) winning customer value and experiences to current and potential customers/consumers.
- Application and Implementation: Facilitate the journey from learning and understanding to application and implementation of customer-centric digital transformation aspects most relevant for participants’ businesses. This will be both an individual and a peer group activity.
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.
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