Introduction:
Negotiation Skill is arguably the most important Business Skill required by any practicing manager. The skill is useful for the managers handling functions such as marketing and sales, purchase, production, HR etc. Virtually any interaction between two individuals, when both are having opposite views on a situation requires negotiations- from home to the office!
Contents:
Introduction to Negotiation
Why do you need to negotiate?
What types of negotiations exist?
What are the characteristics of a confident negotiator?
How to handle conflicts in negotiations
What steps do you need to go through when negotiating?
What is the difference between negotiation and persuasion?
What is the difference between negotiation and bargaining?
Negotiation Strategy
What outcome should you aim for?
How to perform Outcome Analysis
What is the best negotiation strategy?
Should you bargain over positions explicitly?
What is principled negotiation?
What strategies can you use to take the upper hand in negotiations?
What can you do to move the negotiation forward when you think it is getting stuck?
How to Negotiate
What is the negotiation preparation guide?
How to discuss negotiation variables
How to set your selling or buying limits systematically
How to manage your Settlement Range
Place and time of negotiation
The common ground
The soft start
Exchange of info
Negotiation process
What not to disclose during the negotiation
Bargaining
How to manage concessions when you give them or receive them
Bargaining methods
How to break deadlocks
How to settle a negotiation to get what you asked for
How to close a negotiation
Handling Psychological Tactics in Negotiations
What are psychological tactics used in negotiations and how to respond to them
How to handle an angry negotiator
How to respond to shock tactics
How to big up your side of the negotiation and bring down theirs
How to handle their lack of authority to proceed
How to respond when you are given only one choice
How to handle a demanding negotiator
Emotions in Negotiations
How to handle negotiations emotionally
How to bargain effectively Have an equally good Plan B, Plan C
How to take advantage of human emotional reaction and use that to your benefit
How to take advantage of body language
How to express your disagreement while maintaining the relationship
Who should attend?
This workshop is for Corporate Purchasers/ Buyers at H.O. or Unit Levels for Negotiations Process with Vendors Suppliers/ Buyers in Markets & Business Partners in the Supply Chain viz. Traders, Providers of Logistics/ WareHousing/ Cross Dock Arrangements/ Wholesalers/ Retailers/ Insurers etc.
IITD Sr. Expert Faculty:
Highly experienced faculty from Indian Institute of Training & Development will conduct this training. The training sessions will provide participants an opportunity to discuss specific problems with the expert faculty.
Medium: English/ Hindi/ Marathi
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 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.
Certification:
Digital Certificate of Participation will be provided to all the participants.