Professional Certificate Programme in Business Negotiation

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, techniques and strategies and build their competency to deal in conflicts.

 

The course will look at bringing in experiential learning through the use of exercises, mock negotiations and role-plays plus a deeper learning via journaling the process of growth and change. Peer learning and feedback would play an important role as well. It allows you to expand your pie, create value so we get more benefit in an agreement. In some cases, it allows to resolve differences before they escalate to bigger problems. The course is designed to simulate the steps to successful negotiation and learn strategies to do better in personal and professional life.

 

Programme Curriculum

Introduction to negotiations and core negotiation strategy

  • 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 Jujitsu

The negotiation process

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

Using body language in negotiation

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

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, gender, 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 canvas to build a framework for advanced planning
  • Conduct a multi-party negotiation in class
  • Commitments and threats

Course Learning Outcomes

This programme will enable participants to

  • 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
  • Handling multi-person and multi-party situations, creating the environment for flexible thinking, communication, and staying on good terms.
  • 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, assignments, peer feedback, and “real life” situations.  

 

Who should attend

This program is designed for professionals in business, industry, government, and non-governmental organizations with some negotiating experience who want to take their strategic skills to a higher level.

It is especially helpful for those engaging in multiparty deals, international negotiations, or more complex situations. These include -

  • Senior executives and line managers involved with decisions related to projects and business
  • Partnerships, alliances and acquisitions
  • Strategic business Unit Heads/Consultants

Click to know more

 
SPJIMR
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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