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Indian Institute of Management Bangalore

Advanced Business Negotiation Programme

Available dates

Feb 3—5, 2020
3 days
Bengaluru, India
INR 90000 ≈USD 1270
INR 30000 per day


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About the course

The International Negotiating Skills programme provides a framework for managers/negotiators to analyze and improve their own decision processes and approaches in choosing to reach an international agreement. The goal of successful international negotiation is not merely “closing a deal” but arriving at the best possible agreement. This programme offers step-by-step advice and real life examples to enhance international negotiation expertise.


  • To provide an appreciation of what makes a good negotiator in the context of international business, alliances and joint ventures, acquisitions, contracts & projects
  • To familiarize the participants with the principles and practices in strategizing international negotiations
  • To gain insights into live cases in the context of negotiating international projects, major international contracts, international alliances as well as cross border acquisitions


  • The making of an effective international business negotiator
  • International negotiation planning frame work
  • The distinction between negotiating international projects, major international business partnerships /alliances and acquisitions
  • How to establish a price range
  • The effective use of timing and risk assessment during international negotiations
  • The anatomy of a successful closing of the international negotiation process


  • Understanding international negotiation process in terms of preparation, bargaining, implementationand dynamic renegotiation
  • New approaches as well as new perspectives on familiar problems in international negotiation
  • Developing winning strategies and tactics in international negotiations

Who should attend

Senior executives and those in line management involved with decisions relating to projects, business Partnerships /alliances and acquisitions.

Trust the experts

S Raghunath

MNC Headquarter-Subsidiaries Relationships, Structuring and Managing Alliances and Joint Ventures, Issues In Managing Outsourcing, Role of Independent Directors in Company Boards , Managing and Sustaining Growth of IT Companies in India and Cloud Computing, Online Business Models and Strategies, ...


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