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ISB Executive Education | Mastering Negotiation and Influence

Effectively negotiate to create maximal value for you and your organisation

Course Snapshot

  • FeeINR 95,000 + Taxes
  • Work Experience10 - 20 Years
  • Duration2 Days
  • Delivery MethodCampus

Course Detail

Programme Overview:

The art of negotiation is as old as humankind. We, as people, negotiate every day. We negotiate with current and potential employers, co-workers, subordinates, vendors, clients, bosses, merchants, service providers, and even with our friends and family. Yet, although people negotiate all the time, most know very little about the strategy and psychology of effective negotiations.

The Mastering Negotiation and Influence programme is designed to be relevant to a broad spectrum of negotiation problems that are faced by the manager and professionals. A basic premise of this programme is that while managers need analytical skills to develop optimal solutions to problems, they also require a broad array of negotiation skills for these solutions to be accepted and implemented.

Programme Outcomes:

  • Develop powerful and practical strategies to improve negotiation effectiveness in one-to-one, multi-party, and multi-issue negotiations.
  • Reconsider your approach to negotiations from competitive to collaborative, from win-lose to win-win, from winning-it-all to effective problem-solving.
  • Learn and apply highly effective methods of influence and persuasion.
  • Advance your knowledge on how to engage in reciprocal influence for mutual gain.
  • Get up to speed with the latest research on negotiation analysis.
  • Gain a wide range of perspectives by negotiating with your peers who are experienced business leaders from diverse backgrounds and geographies.

Desired Candidate Profile

Is This Programme For You?

This programme is suitable for mid-senior executives of all functions. Ideal profiles include:

  • Mid to senior-level executives who handle procurement, sales, key internal negotiations, and human resources, as well as for managers, investment bankers, consultants, lawyers and entrepreneurs.
  • Mid to senior-level managers seeking to drive cross-functional teams toward a common goal.
  • Senior executives and consultants who aim to negotiate the best deals with vendors, regulators, and partners and who want to deliver impact.

Course Modules

Programme Curriculum

Through faculty presentations, case studies, and simulations, you will gain an in-depth understanding of how to implement effective negotiation strategies in a variety of real-world situations and craft outcomes that satisfy both negotiating parties.

Module 1: Fundamentals of Negotiations:

  • Learn to understand and appreciate the power of preparation.
  • Realise the meaning and importance of fairness in negotiations.

Module 2: Value-claiming Strategies

  • Simulate a negotiation deal with your peers.
  • Explore when and how to make offers.
  • Understand when and how to offer concessions.

Module 3: Value-creating Strategies - I

  • Simulate a negotiation deal with your peers.
  • Learn to appreciate the difference between positions and interests.
  • Learn how to generate value when there is uncommon ground.
  • Share experiences and learnings among your peers.

Module 4: Influence

  • Learn how to increase your influence in the workplace.
  • Explore ways in which others can be influenced with or without authority.

Module 5: Value-creating Strategies - II

  • Simulate a negotiation deal with your peers.
  • Explore the importance and ways of gathering information.
  • Learn how to cluster or separate issues in a negotiation deal.
  • Identify ways to build trust to achieve favourable outcomes.

Module 6: Advanced Negotiations

  • Simulate a negotiation deal with your peers.
  • Apply the strategies of value-creation and value-claiming to multi-party, multiissue negotiations.
  • Learn to appreciate the value of knowing other party's interests.
  • Collaborate with your peers and build an environment of shared experiences.