People come across situations that involve winning over people and influencing them. One is faced with negotiating challenges every day whether with colleagues, customers or with friends. Critical to the success in such situations from personal to professional, small to large, daily to extraordinary, is the ability to prepare and undertake negotiation process to mutual advantage. Negotiation is one of the key business and personal skills that fuel success.
Programme objective:
This training program has been designed with an aim to help participants gain a deeper understanding of the importance and value of negotiations in professional and personal life; negotiation behaviours; identify one's own negotiation styles and acquire skills of effectively working through negotiations (difficult) and negotiators. To develop capabilities to influence decisions in negotiation situations to forge better deals. It aims to instill appropriate attitudes for highly effective negotiators, to introduce different approaches and techniques suitable in both personal, social, and professional negotiation contexts.
Programme Content:
Understanding Negotiation Process and Structure
Preparation for Negotiation for actionable deliverables
Strategies & Skills of Negotiations
Influence in Negotiation
Impact of culture on effective negotiation
Complexities of negotiating in teams
Programme Methodology:
Programme would be delivered through a combination of mainly the following:
Role plays; Case Discussions; Self-assessments; Industry interaction. Mainly Activity based followed by feedbacks and discussions i.e., focused to develop practical skills associated with the topic of the program.
Target Organizations:
The program will be useful across a particular business sector and not limiting to any industry/ Organizations specifically.
Target Participants:
The program will be useful to
All those who conduct negotiations within and/or outside the organization, who intend to improve their negotiations competency for any assigned roles or responsibilities, and resolving conflicts, etc.
Managers in sales, marketing, purchase, and HR functions.
Programme Director:
Prof. Prachi Bhatt: Professor in Organization Behavior & Human Resources at FORE School of Management. She is Ph.D. and Masters in Human Resource Management (Gold Medalist).She has over 14 years of research, teaching and training experience.
Certified Expert in Competency based Management, HRSG, Canada. &
Certified in Negotiation Research and Teaching from one of the worl's best Business Schools - Kellogg School of Management, Northwestern University, USA.
She is an active participant in conferences & seminars and has papers to her credit and has published in National and International refereed journals of repute. She has also co- authored a book titled “Riding the New Tides: Navigating the Future Through Effective People Management”, published by Emerald Publishing (India) in 2017. She also has to her credit book-chapters in the books published by Emerald Publishing (India), Bloomsbury Publishing houses, Taylor & Francis. Negotiation Skills, Competency Mapping and Management, HR Technology, Psychometric Research, Employee Intrinsic Motivation, Conflict management studies, are her areas of interests. Her research experience and corporate association cover projects- such as with Zydus Cadila Healthcare Ltd., Ahmedabad, Gujarat Co-operative Milk Marketing Federation Ltd, Anand, and Indraprastha Apollo Hospitals, New Delhi. She has designed and conducted MDPs for corporate executives in both public and private sector organizations. She is also Head, Centre for Psychometric Testing & Research (CPTR) at FORE.
Corporate Group Discount:
One complimentary nomination for every group of three nominations from the same organization, i.e.,3+1 participants for the fee of 3 participants.
For registration/enquiries , please mail to exed@fsm.ac.in or call at +91 9810875278/+91-11-46485562 /41242477
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Executive Education/MDPs
FORE School of Management has been designing, developing and conducting innovative Executive Education (EE)/ Management Development Programmes (MDPs) for working executives in India for over three decades.
