Seminars
Effectives Negotiations
At a Location of your Choice:
16th & 17th June’10 at Hotel Ramada Plaza Palm Grove, Juhu Beach, Mumbai
23rd & 24th June'10 Hotel Jaypee Vasant Continental, Vasant Vihar, New Delhi
(From 9.30 am to 5.00 pm Each Day)
About the Programme
Negotiators are not born, they are trained. Negotiating skills are possible to be learnt, acquired and developed. This Seminar will precisely help you to do that. Attend this programme to obtain the know-how of negotiations and learn the skills and techniques practised by the world's top negotiators.
FOR WHOM
Sales & Marketing Managers, Purchasing & Materials Managers, Managers from all areas/ disciplines, CEOs &, Businessmen.
SEMINAR CONTENTS
Negotiation :
What is Negotiation ? Almost everything is negotiated in this world. Different styles of negotiations, phases of a negotiation, broad front vs deep penetration. Three crucial variables - Power, Time & Information.
Know Yourself :
How do you negotiate? Do you like to negotiate? Measure your Aptitude & Attitude to negotiations, Determine your Negotiating Quotient (NQ) & Style, Qualities of a good negotiator, Personal Improvement Plan (PIP).
Towards Mastering negotiations:
Communication techniques, The secrets of body language, Psychology
Preparation for Negotiations:
Early preparations, setting goals & preparing your strategy: Negotiating Tool Kit, Negotiating Menu, Team Negotiations.
Logistics of Negotiations:
The Fabric of Negotiations, Creating the climate, Phases of a negotiation, broad front vs deep penetration, Process control, How effective negotiations proceed.
Techniques and Tactics:
Top negotiating techniques, getting & making concessions, negotiating from a weak position, bargaining / haggling / win-win,closing the deal.
Plus Case Studies/ Role Plays & , Video Film Discussions
FACULTY
Ashok Sharma, B Tech, MBA, FIMA
Ashok Sharma holds the Bachelor of Technologyfrom the Indian Institute of Technology (IIT), Delhi, and Master in Business Administration from the Faculty of Management Studies (FMS), New Delhi. He also successfully completed a programme in 'Strategic Thinking & Management' at the world-reputed Wharton School of the University of Pennsylvania, USA & has attended specialized seminars in Japan , France & at the American Management Association.
A United Nations trained expert in training and development, Mr. Sharma has conducted/ addressed more than 1000 executive development programmes in India and overseas. He has been a visiting faculty at IIM, Ahmedabad, Indore, NITIE, ASCI, IIT Mumbai, Tata Institute of Social Sciences, and several Universities
He held the position of the World President, International Federation of Purchasing & Materials Management, (IFPMM) Vienna, Austria (an international body of 40 countries accredited to the UN and its specialized agencies like UNCTAD, International Trade Centre, Geneva, & UN Economic & Social Council).
He has also been the President of the prestigious Bombay Management Association & the National President, Indian Institute of Materials Management.
FEE
Rs 10,500/- plus service tax @10% plus educational cess @3% of service tax = Rs 11,582/- per head. Discount for group of minimum three participants: Rs 1000 per head.
REGISTRATION:
Kindly send your nomination/s by email , Online or phone or fax immediately indicating the Name/s, Designation, Phone No and E-Mail ID/s of the nominees and clearly indicating the dates and place where they will attend. Thereafter, send the fee cheque by courier to
Indian Academy of Management
Indian Academy of Management
331, Kaliandas Udyog Bhavan, Century Bazar Lane, Worli, Mumbai - 400 025.
Phone No. 022- 3040 3400 or 6588 6060 Fax No. : 022-3040 3401
Please Reply to Us at : E-mail : registrations@indianacademy.org
to reach us at least seven days before the programme date.
How to Make Deals & Reach Agreements in Business
