Negotiation Strategies: A Win-Win Approach

Negotiating deals, influencing others and managing differences are some of the most important competencies for professionals at all levels of management. The need to understand processes, strategies and tactics of negotiation has become paramount in the context of market negotiated economy where the need to enhance outcome has to go hand in hand with maintaining relationships.

Negotiating to win–win offers conceptual model, strategic insights, tactical approaches and individual assessment to help participants understand the dynamics of conflict resolution, bargaining and collaborative solutions. The participants develop an ability to effectively manage negotiations in a variety of situations – one to one, team, organizational and inter- organizational.

They develop an understanding of behavior of individuals, groups and organizations in competitive situations and learn to practically deal with it. Participants are able to hone Communication skills for effective negotiation and appreciate nuances of cross–cultural negotiation.

That negotiating is an art that can be mastered, is fairly well accepted today. As professionals and organizations work towards mutually beneficial long-term relationships, this programme comes packed with knowledge of the subject & skills–training for better performance and insights. The programme has substantive standing as skill based and is being offered in the belief that appreciations and utilization of art and science of negotiations must forma significant part of managerial repertoire.

The programme will cover the following aspects of Negotiations:

Foundation of Negotiation – parties, interests, BATNA, ZOPA, reservation points

Nature of conflict and conflict resolution styles

Psychology of Negotiation and Cognitive Biases in Negotiations

Pre-negotiation, Negotiation and Post negotiation Strategies and Tactics

Significance of Distributive and Integrative Negotiation

Role of Communication and Relationship in Negotiation

Personal negotiation style assessment

Efficacy of a win-win negotiating style

Ethics and negotiation

Cross-Cultural negotiations