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https://www.eventshigh.com/detail/delhi/356863f90661faa6d08b67f975771ce9-art-of-negotiation-workshop

Art of Negotiation Workshop

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Sun, 1 Dec 11:00AM - 6:00PM
Project Mynt - XLC II
Rs 4720
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Details

Details

Do you think negotiation is all bluff and bluster? We want you to think again.

Knowing how to negotiate well is an essential skill in today’s highly competitive world. Negotiations are omnipresent and are vital in deciding who gets the job, next promotion, salary increment, contract, order from the customer, the endorsement from the key stakeholder, etc. The diverse application spectrum ranges from career growth to business success to even getting your prospective bride or groom to say, “Yes I Do!”(and everything that goes in between).

Negotiation is as much an art as it is science. The art part of the workshop will equip the participants with knowledge of topics such as “Principled Negotiations”, “Collaboration”, “Communication”, “Conflict Management”, “Body Language” and “Relationship Building”. The science part of the workshop will expose participants to key concepts such as “Game Theory”, “Information Theory” and “Decision Making Under Uncertainty”.

The course structure is highly interactive with theoretical sections interspersed with Role-Play, Simulations, Games, Demonstrations, and Activities. The course will expose participants to negotiation best practices and practical tools and will help them in:-

a) Get prepared for any negotiation;
b) Avoid traps;
c) Know how to prompt value-creating partnerships;
d) Structure an effective negotiation sequence;
e) Bargain in an efficient and respectful manner;
f) Overcome deadlocks.

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Know your Mentor

Know your Mentor

Ajit spent the first twenty years of his professional life in the Indian Navy. During his stint in the military, he was part of several multi-million dollar contracts for the import of critical military weapon systems and technologies. As part of several prestigious projects such as indigenous Nuclear Submarine, Aircraft Carrier and Shipbuilding. Ajit was part of teams, which successfully negotiated deals with heavyweight foreign defense contractors like Raytheon, Boeing, Lockheed Martin, Safran, Finmeccanica, Israel Aircraft Industry, Rosoboron, etc. Ajit co-founded a defense start-up in 2017 with several Indian and foreign clients and stakeholders.

As part of running the business, Ajit has been instrumental in successfully negotiating several deals for his startup. Being an alumnus of IIT Delhi, academic pursuits, learning and development are his passion. Having been witness to power dynamics, high-value bargaining, emotional tensions, deceptive games, back-door diplomacy, political wrangling, and eventual deal-making. Ajit has poured his vast experience in the preparation of this capsule.

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Workshop Outline & Flow

Workshop Outline & Flow

Course outline

DAY 1 SESSION 1

Introduction to Negotiations

  • What negotiation is not?
  • What negotiation is?
  • Why negotiate?
  • Why do people fail to negotiate effectively?
  • Why learn negotiation skills?
  • Course outline

DAY 1 SESSION 2

NEGOTIATION TERMINOLOGY
BATNA.
ZOPA.
Reservation Price.
WATNA.
Real-life examples

DAY 1 SESSION 3

Science of Negotiation

  • Decision making under uncertainty.
  • Case Study: Job Offer.
  • Game Theory.
  • Case Study: Salary Negotiation.

 DAY 1 SESSION 4

What’s the Pie?

  • What’s the pie in negotiation?
  • How to divide the pie?

    • Case Study 1: a Business proposal.
    • Case Study 2: Airport Construction.
    • Case Study 3: Taxi Sharing.
    • Case Study 4: Divided Cloth.
    • Case Study 5: Software Cost Sharing.

DAY 1 SESSION 5

Cognitive Biases

  • Limitation of mathematical theories.
  • How the mind works?
  • Heuristics and Cognitive biases.
  • Blind spots in the brain and how to avoid them.

    • Case Study.

 

DAY 2 SESSION 1

Body language

  • Non-verbal communication.
  • Video presentations.

DAY 2 SESSION 2

Negotiation Preparation

  • Preparation before Action
  • People dimension: Three elements to be prepared Problem dimension: Motivation
  • Problem dimension: Solution at the table and justification Problem dimension: Solution away from the table
  • Process dimension: 3 elements to be prepared
  • Role-play/ Simulation/Demo

DAY 2 SESSION 3

Negotiation Preparation

  • Preparation before Action
  • People dimension: Three elements to be prepared Problem dimension: Motivation
  • Problem dimension: Solution at the table and justification Problem dimension: Solution away from the table
  • Process dimension: 3 elements to be prepared
  • Role-play/ Simulation/Demo

DAY 2 SESSION 4

Value creation & Value claiming

  • What makes a good deal? Why do negotiations fail?
  • Negotiation on behalf of others
  • Creating value
  • The usual bargaining tactics (Part 1)
  • The usual bargaining tactics (Part 2)

DAY 2 SESSION 5

Negotiation Process

  • How to build the right negotiation sequence?
  • Doing the first things first for effective negotiation
  • Part 1: Doing the first things first for effective negotiation
  • Part 2: Doing the first things first for effective negotiation
  • Part 3: Doing the first things first for effective negotiation
  • Part 4: Reaching the end:
  • And how about the power balance?

DAY 2 SESSION 6

Closure

  • Final Case Study.
  • Course wrap up

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Map & Directions

Map & Directions
Project Mynt - XLC II C 10/4 , First Floor, Block C, Vasant Vihar, New Delhi, Delhi 110057, India
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