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Negotiation is a two-way communication where the dealing parties always have some issues on which the settlement is sought. All such issues provide the subject matter for the negotiation. It should also be noted that negotiation is possible only for those issues which are subject to settlement under various alternative sources. There cannot be any negotiation for an issue which has the one and the only solution.

On completion of this training course, participants will be able to:
Distinguish between adversarial and partnership negotiation approaches
Importance of Kraljic Matrix and its usefulness for negotiations
Importance of “What Suppliers Think of you?” Matrix and its usefulness for negotiations
Learn how to make negotiations strategy based on the above two matrices
Recognise some negotiating skills and ploys
Learn how to use RFQ as time-saving tool of negotiations
Learn how to use “Negotiations Planning Sheet” for negotiations
Learn how to evaluate the negotiations with the suppliers

Introduction to the Negotiations
Understanding concept of Kraljic Matrix
Understanding concept of “What Suppliers Think of you?” Matrix
How to design negotiation strategy based on these two matrices?
Understand various styles of Negotiations
How to distinguish between adversarial and partnership negotiations
Understand various ploys used in negotiations
Understand how to plan negotiations
Practice exercises (role plays) on negotiations
Understand how to evaluate negotiations

Medium: English/ Hindi

Fees and Registration:
Rs. 3,000 + GST 18% per person.
Rs. 2,800 + GST 18% per person for a group of Three to Four participants.
Rs. 2,600 + GST 18% per person for a group of Five to Nine participants.
Rs. 2,000 + GST 18% per person for a group of Ten or more participants.
Kindly provide details for registration to Email: iitdpune@gmail.com & rajiv@iitdworld.com; Name of the Program, name of the participants, company name, GST no., contact details.

Digital Certificate of Participation will be provided to all the participants.