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Subject: Develop Your Negotiating Powers & Become Outstanding Negotiator
In association with
All India Management Association
Presents an Intensive Workshop on
Effective Negotiation Skills and Styles - The Art and Science of Win/Win
23rd December 2008
ABOUT THE WORKSHOP
Attend this workshop to obtain the know-how of negotiations and learn the skills and techniques practised by the world's top negotiators. The Workshop is packed with the strategies, techniques, tactics, tips and skills to be an outstanding negotiator.
Negotiation is an every day activity - we all engage in it - and spend a great deal of time in it - yet we are not trained for it...
Negotiators are not born… they are groomed. This workshop is designed to groom potential and prospective future negotiators and will bring to their focus the attitudinal imperatives to clinch a successful deal.
The workshop is packed with role-plays based on real life situations, which will help participants become conversant in how to deploy relevant strategies, appropriate techniques, and interest-sustaining tactics and gain hands-on experience. The tips and skills that the participant acquires will enable him to become an outstanding negotiator.
OBJECTIVES
The Workshop aims to achieve the following:
Ø To develop an acceptance and positive orientation towards the negotiation task inherent in their roles.
Ø To impart skills of effective negotiations - both individual and group negotiations.
Ø To chart a path towards Mastery in Negotiations.
CONTENTS
Ø Negotiations: What it is and what it is not?
Ø Stages in the Process of Negotiations
Ø Tactics in Negotiations
o Early tactics
o Relationship Tactics
o Pressure Building Tactics
o Pressure removing Tactics
o Offers
o Endings
Ø Skill building in carrying out negotiations
Ø Negotiation Styles
Ø Characteristics of good negotiators
Ø Negotiations in everyday life
Ø Group Negotiation: Roles played by different members
Ø Cross-cultural Negotiations
Ø Action Plans
KEY TAKEAWAYS
Ø The skill of understanding and deploying body language in negotiations based on real life
situations.
Ø The skill of probing
Ø Objection handling techniques
Ø Closing the deal: The trade off of variables and writing clean agreements
Ø Preparation for a major negotiation
Ø Where negotiations can turn sour.
Ø Develop new strategies for addressing your current negotiating challenges
Ø Gain direct experience in how to structure the negotiation base- agenda, protocol and customized presentation
Ø Gain a deeper understanding of your own style and its effects on your negotiating outcomes.
METHODOLOGY
Self-discovery, Role-plays, participatory exercises, case studies, practice negotiations, discussions and group interactions.
A combination of group work and individual counseling that strengthens the negotiating style and addresses the unique strengths and weaknesses.
FOR WHOM
This Workshop has been specifically designed for middle to senior level managers irrespective of their functions, hierarchical positions and business involvement – be it in private/public sector organisations, multinational companies or government organisations.
WORKSHOP DIRECTOR
Y N Kaushal
Kaushal is a consultant and trainer in the areas of Strategic Management, Organization Behaviour, Marketing & Business Development and Human Resources Development.
He received his MBA (PostGraduate Diploma in Management) from Indian Institute of Management, Ahmedabad. He has received special training in UK and USA and is a qualified MBTI Trainer.
Kaushal has designed and delivered more than 500 Management Development Programmes in the areas of General Management, Personal Growth and Effectiveness, Organization Behaviour, Human Resource Development etc. His work has been across different industry sectors - Power, Manufacturing, Petroleum, Banking, Trading, FMCG, IT, Service and NGOs.
Kaushal is member of AIMA, DMA, Indian Society for Training and Development, National HRD Network and Association of British Scholars. He is Vice-Chairman of ISTD Delhi Chapter. He has 22 years of Industry Experience in Power and Aeronautical Industries. He was Senior Faculty Member in Power Management Institute of National Thermal Power Corporation. He worked with Hindustan Aeronautics Limited for 6 years. For last 8 years, he is director of Enablers' Management Institute.
Administrative Details
Date : December 23, 2008 (Tuesday)
Registration : 9.15 - 9.30 p.m.
Timing : 9.30 a.m -5.00 p.m
Venue : India Habitat Centre, Lodi Road, New Delhi
Participation Fee
For DMA/AIMA Members : Rs 5,000/- per head
Non-Members : Rs 5,500/- per head
Group discount of 10% on 3 or more nominations from the same organisation Fee covers tuition fee, cost of luncheons, refreshments, reading material and organisational expenses.Once the registration of a nominee is confirmed and he or she is subsequently unable to attend the programme, the fee is non-refundable. However, participation by a substitute shall be allowed.Programme is non-residential.
Please send your registration form alongwith participation fee to:
Rajan Pandhi
Deputy Director 9810877615 (M)
Delhi Management Association, India Habitat Centre,
Core 6A, 1st Floor, Lodi Road, New Delhi - 110 003
Phone: 24629555(D), 24649552 Telefax: 24649553
Email: Info@dmadelhi.
Website: www.dmadelhi.
Registration Form
Effective Negotiation Skills and Styles - The Art and Science of Win/Win
23rd December 2008
Name Designation
1. …………………………………………………………………………………………………
2. …………………………………………………………………………………………………
3. …………………………………………………………………………………………………
4. …………………………………………………………………………………………………
5. …………………………………………………………………………………………………
Organisation............
Communication Address.....
Phone:......
Enclosed is a cheque/draft for Rs..........
Date........
Please make cheque/draft payable to Delhi Management Association and send it along with Registration Form to DMA.
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