Executive Development Programme in Strategic Negotiation: Results-Oriented Deals

• Understanding Strategic Negotiation: This unit will cover the basics of strategic negotiation and its importance in business. It will also introduce students to the concept of results-oriented deals.
• Preparation for Negotiations: This unit will focus on the importance of preparation in successful negotiations. It will cover topics such as research, setting goals, and developing a negotiation plan.
• Communication and Influence: This unit will explore the role of effective communication and influence in negotiation. It will cover topics such as active listening, persuasion, and body language.
• Power and BATNA: This unit will cover the concept of power and BATNA (Best Alternative To a Negotiated Agreement) in negotiation. It will teach students how to identify and leverage their power and BATNA to achieve better outcomes.
• Overcoming Obstacles: This unit will address common obstacles in negotiation such as cultural differences, deadlocks, and difficult personalities. It will provide students with strategies to overcome these challenges.
• Negotiating Complex Deals: This unit will focus on the unique challenges of negotiating complex deals. It will cover topics such as deal structuring, risk management, and multi-party negotiations.
• Ethics in Negotiation: This unit will explore the ethical considerations of negotiation. It will cover topics such as transparency, fairness, and honesty.
• Negotiation in Practice: This unit will provide students with the opportunity to apply their negotiation skills in simulated scenarios. It will also cover topics such as debriefing, feedback, and continuous improvement.
• Advanced Negotiation Techniques: This unit will cover advanced negotiation techniques such as interest-based negotiation, principled negotiation, and integrative bargaining.