Winning Negotiations

February 17 - 18, 2011

To look at fundamental issues & critical skills in the art & science of negotiation and high-stake decision making for business executives. Through intensive use of exercises, simulations and role-plays the program shall engage the participants in a series of negotiation tasks. This program shall focus on formulating & implementing effective negotiation strategies for business decision-makers & more specifically for Sales & Purchase situations.

Training Outcomes

  • Participants will be able to use Negotiation not only in selling but preemptively as a tool in all business situations
  • Participants will be able to ensure win-win outcomes in Negotiation ensuring better implementation of decisions.
  • Participants will be able to scientifically structure the negotiation process
  • Participants will be able to negotiate effectively across variables in totality with Price as only one important variable

Session Details

Introduction to Negotiation

  • Setting the stage for Negotiation as a skill
  • To explore the foundation of the Negotiation in Business Situations
  • The value that Negotiation as a skill brings to Businesses

The fundamentals of Negotiation

  • The Negotiation as a process & identify its elements
  • Studying the basic rules in Negotiation
  • Discovering the Variables & the Concessions in Negotiation

Negotiation Tools & Techniques

  • Phases in Negotiation
  • Tools & techniques: Understanding & application
  • Identifying the fitting tools & techniques in situations

Improving the Negotiation Process

  • Planning the Negotiation Process
  •  Negotiation Excellence: The 7 Key Stages
  • Getting the edge in the Negotiation process

Communication & Interpersonal Behavior: 

  • Understanding the Signs
  • Different signs & their implications
  • Reading signs & preemptively responding

Summing up Negotiations

  • Ethics
  • Keys to High Performance Negotiation

Workshop Facilitator
Mr. Rajeev Chawla is a post-graduate in Management and Law. He has more than 28 years of Corporate experience in the field of Sales, Marketing & Operations. He has worked with Market leaders like Transelektra Domestic Products, Baccarose Cosmetics Ltd, Wipro Systems Ltd, Aptech Limited, Microland Limited, Planetasia etc as President, Vice-President etc. He is currently engaged as a Management and Brand Consultant and Corporate Trainer. He has also conducted Executive Training Programs for various organizations and his training domain areas, designed and implemented for Corporates are Sales and Marketing training, Negotiation, Leadership and Motivation and Personal Productivity skills (Soft skills). He is also a visiting Industry Faculty for the Marketing Discipline at several B-schools and P.G. Institutes: Xavier Institute of Communication(XIC), PUMBA - Pune, Tasmac (University of Wales Programs), Sri Balaji Society (Pune), Symbiosis (Pune) etc

All training programs will be conducted at the Indo-German Training Centre, 2-B, Vulcan Insurance Building, 2nd Floor, Veer Nariman Road, Churchgate, Mumbai - 400020.

The training programs will be conducted from 10:00 am - 5:00 pm on both days.

Program Fees
Rs. 10,000/- +10.3% tax = Rs. 11,030/-

For more details, please call Ms. Sajita Pradeep at 91-22-22846831 /  22834773 or mail at the earliest.