Effective Negotiation Skills for Business Performance

Programme Overview

We negotiate every day to make our way through life. We need cooperation and collaboration from others in order to succeed and to build a useful network we need tact, personability and negotiation skills. This course will help participants understand their own underlying styles of negotiations, the types of negotiations, the techniques and strategies of negotiation and build their competency to deal in conflict situations. The sessions will bring in experiential learning through the use of exercises, mock negotiation and role-plays Peer learning and feedback would play an important role as well.

In this programme, you’ll learn how to transition from a capable dealmaker to an expert negotiator and how to create value for yourself and your organization. The goal of successful advanced negotiation is not merely “closing a deal” but arriving at the best possible agreement. Going beyond basic negotiation tactics, this highly interactive program delves into strategic planning and the systematic thinking that exemplifies expert negotiators.

Great negotiators are made through thoughtful, evidence-based skill building. Thus, the course is structured around:

  • Applying analytical skills to gain a strategic understanding of negotiation contexts
  • Learning empirically validated techniques for advancing your interests
  • Practice, practice, and more practice

You will have an opportunity to practice the acquired knowledge in hands-on activities such as scenario-based discussions, case studies and simulations in order to gain relevant skills.

Programme Objectives

The programme is designed to encourage and facilitate a process whereby participants develop:

  • Understand the concepts of negotiations, approached and structures
  • Value the importance of information, interests, priorities, perspectives and leverage.
  • Highlight the emotional and mental aspects of negotiation with the ethical and cross-cultural considerations.
  • To prepare communication, strategy and teamwork; structuring the process
  • How to gather useful and accurate information before and during negotiation. How to determine what to reveal when, and how to frame it.
  • Effective speaking, facilitating, and problem-solving
  • Personal Awareness: Noticing and adjusting your thinking patterns, emotional responses, speaking and non- verbal presence, and patterns of interaction. Being alert to what other people are thinking and feeling. Expanding your repertoire of approaches.
  • Hands-on experience in negotiation, conflict resolution, and mediation through roleplays, exercises.

Key Highlights:

By the end of the programme, participants are expected to:

  • Interactive classes
  • Team discussions and team exercises
  • Business problem solving scenarios
  • Immersive learning through virtual classroom discussions, exercises, and video cases
  • Gain insights with self-assessments
  • Practice negotiation skills in real time

Program Coverage:

Introduction to Negotiations

  • Fundamentals of Negotiations
  • Basic concepts and tactics of bargaining vs negotiations
  • The process or stages of Negotiation
  • Negotiation Game
  • Expanding the pie and win-win Negotiations

Negotiation Analysis

  • Identify differences between distributive and integrative negotiations
  • Systems two thinking – how to shape perceptions
  • Gain an understanding of focal points of price negotiations, ZOPA, BATNAs, reservation price, common errors

Negotiation Styles

  • Find out the different styles of negotiation and your own individual proclivity.
  • Understand the science of cognitive bias and how it can impact your negotiation. Learn how to deal with Anchoring
  • The art of Framing in successful negotiations and restraining from reacting negatively using negotiation Jujistu

Using Emotional Intelligence in Negotiation

  • The power of and use of emotional intelligence in complex negotiations.
  • Bringing empathy and assertiveness to the bargaining table.
  • Dealing with difficult people

The Negotiation Process

  • Listen and develop empathy to understand people better
  • Develop an insight into the science of people and gain control
  • Influence, persuade and charm. Principles of Persuasion

Preparing for a negotiation

  • Focus on rapport and invite collaboration
  • When are you done negotiating and when to walk away?
  • Learn how to close a deal.

Norms around Culture and international differences

  • Explore methods for negotiating across cultures and genders, the ethical implications in negotiating
  • Social capital and strategic negotiations
  • Culture and real-world constraints
  • Cultural Impact on Models of Negotiation Hofstede’s dimensions

Negotiations tools and multi-party Negotiations

  • Map the differences of each party, recognizing barriers related to fairness and the medium of communication.
  • Use a Negotiation canvas to build a framework for advanced planning.
  • Conduct a negotiation in class.

Program Pedagogy:

The course delivery comprises a combination of lecture, case and exercises. The classroom learning involves concept discussions, case analysis, group-based learning and concept presentations.

Who Should Attend:

This programme is designed for middle to senior level management.

Programme Director:

Prof. Vineeta Dwivedi

Business Communication, Head - Digital Communication


Venue: On Campus-Delhi

Programme Dates & Fees Details :

22-23 September, 2022
 (Thursday & Friday) 


 9:30 am to 5:30 pm


  INR 25,000/- plus applicable taxes

(Early Bird, Alumni, and Group discounts available)


Apply Now Download Brochure


Contact Details:

Dr. Ekta Saxena

Mobile: 9911941090

E-mail:  execprog.delhi@spjimr.org



Bhavan's Campus
Munshi Nagar | Dadabhai Road,
Andheri West | Mumbai - 400 058, India Reception: +91 22 61454200
Delhi Centre
Bharatiya Vidya Bhavan Campus, 
3rd Floor Gate No. 4, Copernicus Lane
Kasturba Gandhi Marg, New Delhi-110001
Telephone: 011-23073121, 011-23006871
Direct Line: 011- 23383563

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