Negotiations Analysis

Indian Institute of Management Ahmedabad

Indian Institute of Management Ahmedabad

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Read more about Business Communication

Today communication skills are more important than they ever have been. In order to get success in contemporary and such a complex, global, technologi...

Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

Who should attend

  • Managers with little or no formal training in negotiations
  • Middle to senior level managers

About the course

Although people negotiate all the time, most of us know very little about the science behind effective negotiations. Why do we sometimes get our way whereas other times we walk away feeling frustrated ?

In this practical, hands-on workshop, you will be able to identify your own negotiating strengths and areas of improvement, learn how to apply various negotiation techniques including deal making between organizations, dispute resolution, and multi-party negotiations.

Objectives

  • Persuasion and Influence
  • Basics of Distributive negotiation
  • Set targets, bottom-lines
  • Identify and Implement a win-win integrative negotiation
  • Learn when to use agents
  • Understand approaches to dispute resolution
  • Multi-party, multi-issue negotiation strategies

Learning Outcomes

  • Assess your own negotiation style and its limitations
  • A structured approach to the negotiation process and context
  • Understand mindset of the other party in negotiations
  • Know how to resolve disputes and avoid litigations
  • Handle key tensions (e.g. trust vs. distrust, creating vs. claiming value) in negotiations
  • Reconcile interests of principals and their agents
  • Improved ability to handle multiple parties in a negotiation

Experts

Amit Nandkeolyar

Amit Nandkeolyar is an Associate Professor of Organizational Behavior and teaches courses on Negotiation Analysis, Leadership and Teams. Prior to joining IIMA, he worked with the Indian School of Business. Before joining academia, he worked with MMTC Limited - a major international trading compa...

Videos and materials

Negotiations Analysis at Indian Institute of Management Ahmedabad

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Business Communication

During the courses, you will explore various communication strategies developed by experts in psychology, experienced enterprises, and professors of leading universities. Throughout the Business Communication courses, you also will be faced with an o...

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.