Business demands the best value of whatever products and services are bought and sold. Negotiating for the best value is important and so the skills are to be acquired and developed. Competencies required to sustain in the new business have to be nurtured, so that executives can drive the process of excellence.
MADE FOR WHOM
Executives / managers who believe that they must add value in every business transaction continuously.
PROGRAM COVERAGE(TWO DAYS)
Day 1: The entire process of negotiation.
- Preparation and home work. Knowing the other side.
- The concept of BATNA, STAR and Wise models.
- Starting the process, Communication
- Logical process, play of emotions, blowing hot and cold.
- Power play-coercion, managing the power play agreement.
- Listening skill test. Test of negotiating skills.
- Multiple types of negotiation.
- Two role play sessions.
- The participants will be divided in groups and will be given role play details and they have to play the roles. There will be observers from among the participants who will evaluate the team on a given criteria. This will again be discussed.
Day 2:Master Negotiator- skills and tool kit.
Discuss all the skills and competencies required with practical examples and detailed deliberation about acquiring and applying the skills and competencies.
Role Play
Role play will be based on the basis of the case paper given and the earlier process will be followed.
Group discussions about the learning outcome
Post mortem and discussions.
20 minute short objective type test of which the scores will be intimated.
EXPECTATIONS FROM PARTICIPANTS – TO BE IN LEARNING MODE.
Active participations and productive interruptions are welcome.
VALUE ADDITION TO THE INDIVIDUAL
The participation will be able to add value maintaining the quality of goods and services.
EXPECTED ORGANIZATIONAL GAINS
The organization will get the best value of products and services.
