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!
Core Concepts of “Negotiation Skills” are:
Prevent Threats or Aggressiveness or Distrust,
Develop & Design Methods for Focusing, Analyzing, Preventing Assumptions,
Ensure usage of: “ADKAR”= Awareness + Desire + Knowledge + Adapt + Reinforce,
Ensuring Fairness to Supplier & Buyer,
Maintain Balance and an On Going Relationship,
Negotiate effectively so that Interests of All Stake Holders are honored with Equality.
Objectives:
Understand what is: Avoidance / Confrontation / Suppression / Escalation,
Analyze what is: Capitulation / Conciliation/ Accommodation / Mediation ,
Develop + Standardize + Sustain: The Customized Styles for Negotiation,
Progress from Traditional “ My way or No way to Let’s Find An Honorable way,
Find Options for Resolution of: Differences / Confrontations / Dis-inclinations,
Formation of Teams & Sub Teams for different Purposes for Process of Negotiation,
Document of Terms of Understanding / Reference,
Document Best Practices for Negotiation Process at a given Point of Time.
Contents:
Identify Real Work Situations:
Differences of Opinion need Not be Differences of Objectives,
What Why Where When (4Ws) & How(1H) reg. “PNS” Rules & will these work,
Develop Inter Departmental Collaborative Roles at “PNS”,
Ensure Systematic Methods doing Negotiations,
Understand: What are the: Process + Parameters for Negotiations.
Implement “PNS” through Standardization:
Design Roles of: Man Method & Minutes Making,
Identify “Probables” in the Process of Negotiations,
Decide on How to Take Different Positions while Negotiating,
Understand In Depth How to: Defuse – Stress / Strain while Negotiating.
Continual Evolution of Negotiation Strategy:
Collect Primary Data + How to Analyze + How to Understand Gap or Need or Root Cause
Decide how to Align Activities for making a Draft for Agreement,
Prepare by anticipating: Objections / Interruptions / Blockages.
Responsibility for developing “PNS” Everyone Everyday In Every Situation!
Current Condition to Expected Situation:
Identify, Reduce, Eliminate: Aspects of Irritation / Aggression / Stalling,
Everyone to help make: SoPs + Check Lists before starting Negotiations,
Methods of Sorting Data + Arranging Stands on which Basic Values & Principles for the Organization / Person
Train & Support Processors through “Mock” situations at Negotiations.
“PNS” Techniques: for Peaceful + Healthy + Relationship Building
Prepare + Standardize +Adopt + Improve, Evaluate and Reward Agreements.
Improve: Multiple Situation Handling Methods & Conditions as per Legal Standards.
Every Processor to be Responsible to Implement & Audit “PNS” in Each Process.
“PNS”: requires Critical Evaluation of Conditions to Deliver Fulfillment of Outcomes!
Devote Efforts for Ownership of Negotiations:
Efforts to Improve 4 Ps: People + Process + Parameters + Performance,
Ensuring Clean & Standard Negotiations to Abide by Company Policies,
Attain & Sustain Negotiation Technique for Return On Investment (ROI).
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. 2,800 + GST 18% per person.
Rs. 2,600 + GST 18% per person for a group of Three to Four participants.
Rs. 2,400 + 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.