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Negotiation is a broad term that captures any insight for understanding and influencing people. We use negotiation skills in every interaction every day, whether we work in sales, procurement, HR, legal, customer service, project management, change management, diplomacy, law enforcement or in a leadership position. Thus, improving our negotiation skills translates into an opportunity to improve our results in every interaction we have.
However, the vast majority of people do not study negotiation. Rather we pick up a mixed bag of tips and tricks through trial-and-error, and by mimicking others. The result is that we all end up doing similar things, in a predictable manner, which makes us very easy to manipulate. And while we undoubtedly pick up many effective behaviours, we also pick up some ineffective behaviours. Unfortunately, just one bad behaviour can undermine all the good work we do.
Programme Start Date & Duration
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How does this Live Virtual programme help?
Executive education redesigned for a radically different world. This programme blends the discipline of the on-campus experience that ISB is renowned for with our global faculty and advanced curriculum. You will gain immediately applicable advanced skills, relevant for the uncertain times we live in.
LIVE Virtual Classrooms
Experience a new way of immersive learning through group discussions, case reviews, peer networking and engaging dialogues.
Awarded by the Centre for Executive Education at ISB, a prestigious B-School ranked among the best in the world, this certificate will be another addition to your accomplishments.
Learn at India’s most research-productive B-School. Gain advanced methodologies to conduct research that holds potential for transformative insights.
Gain exclusive access to premium learning events, speaker series, conferences, and learning sessions and expand your network with ISB’s 40,000+ high-performing alumni community.
Learn how to deliver added value to all partners and stakeholders while you juggle the new work-life balance from the safety of your home.
Learn real-world skills that you can immediately apply to initiate transformation at your organisation, giving it a distinct advantage over competitors.
Who should attend?
This programme is best suited for senior managers who want to enhance their negotiation skills. It is recommended most specifically for group managers, business managers, and functional managers.
Evolve into a negotiation expert able to deliver win-win outcomes
Gain the negotiation tools to impact your business’ bottom-line
Deepen your understanding of negotiation styles and applying them effectively
Reimagine negotiation from multiple perspectives to resolve bottlenecks
Understand and appreciate the complexities and dynamics in negotiation
Understand the mechanics and dynamics of competitive negotiation strategies
Understand key competitive concepts such as power, concessions, trades and tactics
Learn to prepare for competitive negotiations
Understand the limitations and risks associated with competitive negotiation strategies
Introduction to the mechanics and dynamics of collaborative negotiation strategies
Understand key collaborative concepts such as interests, options
Use a framework to prepare and navigate negotiations, whether competitive or collaborative
Understand key collaborative concepts such as perspective-taking, trust and working relationships
Learn how to collaborate when there are disputes, conflict or relationship tensions
Meet the Faculty
Filip is a negotiation expert, lecturer and author. He lectures on the topic of negotiation at ISB and at a host of international business schools. He has provided negotiation services for several negotiation companies, and collaborated with a range of experts in international, commercial and crisis negotiation. In the process he has coached hundreds of executives and consulted on billion-dollar negotiations. He has run programs for over 10,000 individuals from all over the world, with participants from senior executive leadership across businesses, NGOs, academia, government, judiciary, military and law-enforcement. His first book on negotiation, Negotiation Evolved, was co-authored by the former commanders of police hostage negotiation in NSW and Czech Republic. Filip is currently working on his next book on Crisis Negotiation.