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:
Identifying objectives and all factors affecting negotiations with Vendors/ Suppliers of Goods & Services
Bargaining and response testing and gathering data/ information
Agendas of Negotiators & Vendors – open and hidden
Knowing strengths and weaknesses of Positions taken up by the Negotiators
Approach, planning and preparation for Negotiations
Implications of Effective & Ineffective Negotiations Process
Concessions and alternatives/ options available to Negotiators
Flexibility – and avoiding „posturing‟ – Strategy to Negotiate
Creating a „win-win‟ situation at Negotiations Process
Gathering information to strengthen positions at follow up
Determining Negotiations Team and Deciding leadership roles
Influencing relationships and handling confrontation in the Negotiations Process
Tools & Techniques of listening, questioning and assertiveness skills
Understand – BATNA & WATNA in typical Negotiations Process
Building rapport and essential presentational skills in the Negotiations Process
Closing the Deals – including Validation for closure
Methodology:
Diagnosing current Styles
Tuning up Workshop Goals with Objectives of the Host Organization
Evolving Desirable Techniques & Tools, Concept Clarity to Application
Interactive, Participative, Creative, Learning by Doing, Brainstorming, Seeing VDO & Follow up Discussion
Experiential Learning, Recommended Operating Procedure
Drafting Charter of Negotiations customized towards Host Organization
Team Working, Team Presentations and Takeaways
Process Check throughout the Workshop Sessions & Final Feedback
Learning‟s of Workshop
Preparing PAP – Personal Action Plan
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.
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 to Nine 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.