Negotiation Strategies

The programme highlights the components of an effective negotiation and enables you to analyse your own behaviour in negotiations. The course will be largely experiential, providing you the opportunity to develop skills by participating in negotiations and integrating your experiences with the principles presented in class exercises. This programme integrates concepts of ‘action learning’, supporting you to explore your skills and shortcomings as a negotiator. The negotiation exercises will provide an opportunity to attempt strategies and tactics in a low-risk environment to learn about yourself and respond in specific negotiation situations. If you discover a tendency that needs correction then this is the place to try something new. The programme helps you apply the cumulative knowledge gained in the classroom through practical applications.

Dates and Venue

February 14, 2017 - February 15, 2017
INR 80,000 plus tax
ISB, Mohali Campus

Who should attend

This programme is suited for senior managers who want to enhance their negotiation skills. The programme is recommended specifically for the following profiles:
  • Group Managers
  • Business Managers
  • Functional Managers


  • A better understanding about negotiation process and context
  • Enhance your ability to identify factors that lead to deadlocks and incorporate ways to deal with it
  • Improve your negotiation skills by learning novel ways of handling difficult situations
  • Learn how to be more effective by strategically evaluating your own performance and applying a framework to overcome weaknesses
  • Understand the psychology behind decision-making and ways to overcome common errors
  • Accurately assess your own negotiation style and its limitations and learn to assess the style adopted by others
  • Understand the importance of trust and learn ways to build a lasting relationship
  • Enhance your persuasion and influencing skills by understanding the mindset of your opponents
  • Improve your ability to leverage your own bargaining position when negotiating with multiple parties


  • Bharat Petroleum
  • Kotak Mahindra Bank
  • Nokia
  • Skoda Auto
  • NTPC


Dishan Kamdar, Professor, Organisational Behaviour at the Indian School of Business (Know more).