Negotiation skills.


An Intensive Workshop on Negotiation Skills Conducted by the most eminent experts in this field.
Date: 5,6 December 2008	Venue: Intercontinental, The Grand, New Delhi

Negotiators are not born… they are groomed. This programme is designed to groom potential and prospective future negotiators and will bring to their focus the attitudinal imperatives to clinch a successful deal. The participants will master life long lessons in negotiations- interpersonal skills at the table, the ability to craft agreements that create value on a sustainable basis and strategies away from the table that advantageously change the game itself.

The workshop is packed with real life situations for role plays where participants will understand how to deploy relevant strategies, appropriate techniques, interest sustaining tactics based on hands on experience. The tips and skills that the participant acquires will enable him to be an Outstanding negotiator.

Salient features

Participative and interactive seminar based on role-plays
Real life case situations will be the base for the role plays.
The importance of clinching the “Best possible deal”
Trading off of variables,
Objection handling in negotiations ( Converting NO into a YES, Deciphering body language signals in negotiations, interpersonal communication and the negative pressures to guard against)
The Dos and Don’ts in Negotiations.
Personal attention to each participant to point out areas of improvement.

Key Takeaways

The skill of understanding and deploying body language in negotiation based on real life situations.
The skill of probing.
Objection handling techniques
Closing the deal : The trade off of variables and writing clean agreements
Preparation for a major negotiation.
Where negotiations can turn sour.
Develop new strategies for addressing your current negotiating challenges.
Gain direct experience in how to structure the negotiation base- agenda, protocol and customised presentation.
Exposure to the historical milestones in the history of negotiations- where have negotiations failed and where have negotiations succeeded – Why?
Latest practice and theory on negotiation,
Gain a deeper under- standing of your own style and its effects on your negotiating outcomes.

Methodology- A hard- hitting, pragmatic approach :
Self discovery, participatory exercises, case studies, practice negotiations, discussions and group interactions.

We offer a combination of group work and individual counseling that strengthens your negotiating style and addresses your unique strengths and weaknesses. Although you must be concerned about the needs of the people with whom you are bargaining, the focus of negotiations is asking for and getting what you need. This programme will help you gain advantage and achieve your goals.

Participants
This Programme 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.

Registration Fee
Please send an email to admin@princetona.in with name of participant, company, contact details and cheque no. Registration fee is Rs. 11,500 + 12.36 % Service Tax (Service Tax No- AAECP5617MST001) per participant which includes lunch, tea, course material etc. Cheque should be drawn in favour of “Princeton Academy Mumbai II Pvt. Ltd.” payable at Mumbai

Programme

Day 1

SESSION 1
9:30 AM -11:00 AM
Introduction – understanding the basics of Negotiation

Course introductions
Objectives and delegates requirements for the course
Establish existing skills levels – exercise
Importance of Negotiation skills

11:00 AM- 11:30 AM Tea Break

SESSION 2
11:30 AM- 1:00 PM
Communication Skills and Body Language

Verbal & Non-Verbal Communications
Voice and Vocal Variety
Language, Pauses and Non-verbs
Gestures and Facial Expressions
Eye Communication
Role of hearing in Negotiating – exercise
Posture and Movement

1:00 PM- 2:00 PM Lunch

SESSION 3
2:00 PM- 3:30 PM

Characteristics of a Good Negotiator
Preparations for Negotiation

3:30 PM- 4:00 PM Tea Break

SESSION 4
4:00 PM- 5:30 PM

Setting goals, objectives and interests of Negotiations,
Different styles and methods to Negotiate,
Preparing your strategy, role-playing

Day 2