Kindly send your nomination/s by email or phone immediately indicating Title & Location/ Dates of the Course & Name/s, Designation, Phone No and E-Mail ID/s of the nominees. Thereafter please send the fee cheque by courier or pay through NEFT to
Indian Academy of Management
331, Kaliandas Udyog Bhavan, Century Bazar Lane, Worli, Mumbai - 400 025.
Attend this programme to obtain the know-how of negotiations and learn the skills and techniques practised by the world's top negotiators. The Seminar is packed with the strategies, techniques, tactics, tips and skills to be an outstanding negotiator.
Negotiators are not born .... they are trained. Negotiating is not an expertise you come to this world with ... you slowly and painfully pick up its ingredients as you go through your life's journey. Negotiating skills are possible to be learnt, acquired and developed. This Seminar will precisely help you to do that.
About The Seminar:-
Sales & Marketing Managers, Purchasing & Materials Managers, Managers from all disciplines, CEOs, Businessmen and all individuals striving to improve their fundamental negotiating skills and techniques.
Why Learn Negotiations ? What is Win-Win negotiation ? Different styles of negotiations, Phases of a negotiation, broad front vs deep penetration. Three crucial variables - Power, Time & Information.
Preparation for Negotiations:
Planning & Preparations, setting goals: Needs, Wants & Desires, finding out about the other parties, different styles and methods to negotiate, Preparation Planner: Negotiating Tool Kit, Negotiating Menu: a check-list for final count-down, BATNA/ WATNA, ZOPA, Preparing for Team Negotiations.
What is Your NQ (Negotiating Quotient) ? How do you negotiate? What is your current position and future potential as a negotiator? Do you like to negotiate? Measure your Aptitude & Attitude to negotiations, Top 10 Qualities of a good negotiator.
Towards Mastering negotiations:
Communication techniques, The secrets of body language, Use of Psychology in negotiations, Make a Personal Improvement Plan to be a superior Negotiator.
Logistics of Negotiations:
The Fabric of Negotiations, the form of confrontations, creating the climate, the opening process, conducting the negotiation – Broad Front & Deep Penetration types, process control, how effective negotiations proceed ?
Techniques and Tactics:
Top negotiating techniques, developing your arguing power, how to counter an argument, getting & making concessions, tactics towards agreement, bargaining / haggling / winning a fight or WIN-WIN negotiations, closing the deal, beyond WIN - WIN negotiations.
Plus Case Studies/ Role Plays & , Video Film Discussions
Ashok Sharma held the position of the World President, International Federation of Purchasing & Materials Management, Vienna, Austria/ Now in UK (an international body of 42 countries accredited to the UN and its specialized agencies like UNCTAD, International Trade Centre, Geneva, & UN Economic & Social Council). This is the largest Federation, representing over 200,000 Purchasing Managers with purchasing budget amounting to several billion dollars.
A United Nations trained expert in training and development, Mr. Sharma has conducted more than 1500 executive development programmes in India and overseas, during last 30 years. He is a visiting faculty at IIM, Ahmedabad, NITIE, ASCI, Hyderabad, IIT Mumbai, Tata Institute of Social Sciences, and several Universities.
He has over 35 years' experience in the corporate world, having worked as Vice President, Blue Star Limited., Director, Mather & Platt Ltd., Chief Operating Officer, TechNova Imaging Systems Limited, and President, Pidilite Industries Limited.
He has also been the President of Bombay Management Association & the National President, Indian Institute of Materials Management. He is Fellow Member of the All India Management Association, New Delhi, and has been a member of their governing council.
Ashok Sharma holds the Bachelor of Technology degree from the Indian Institute of Technology (IIT), New 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.
FACULTY: Ashok Sharma, B Tech, MBA, FIMA
The fee is Rs 14,500/- plus service tax @12% plus educational cess @3% of service tax = Rs 16,292 per head. The fee is payable in advance by cheque favouring 'Indian Academy of Management' or NEFT. Fee covers lunch & tea/coffee on both the days and course material. The programme is non-residential.