About Programme

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.

This intensive and practical programme will enhance your understanding of the psychology of negotiation. You will also learn to gauge the effectiveness of your negotiation strategies. The programme will help you understand the strategic choices available to you as a negotiator, recognise some of the predictable mechanics of the negotiation process and feel more confident with a structure to guide your decisions.

Programme Start Date & Duration

TBD

Programme Fee

TBD

Download Brochure

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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.

Certificate

Gain an official certificate awarded by the Centre for Executive Education at ISB, recognised by executives and employers for its world-class education.

Research-Based Teaching

Learn at India’s most research-productive B-School. Gain from the advanced, up-to-date research being conducted by world-class faculty at ISB.

Alumni network

Expand your network with ISB’s 40,000+ high-performing alumni community. Join this group of senior executives and entrepreneurs spread across the entire world.

Adaptable

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.

Real-world application

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.

Benefits

  1. Evolve into a negotiation expert able to deliver win-win outcomes
  2. Gain the negotiation tools to impact your business’ bottom-line
  3. Deepen your understanding of negotiation styles and applying them effectively
  4. Reimagine negotiation from multiple perspectives to resolve deadlocks
  5. Understand and appreciate the complexities and dynamics in negotiation

Module 1

  1. Increase awareness of your own negotiation style 
  2. Understand the mechanics and dynamics of competitive negotiation strategies 
  3. Understand key competitive concepts such as power, concessions, trades and tactics

Module 2

  1.  Learn to prepare for competitive negotiations 
  2. Understand the limitations and risks associated with competitive negotiation strategies

Module 3

  1. Introduction to the mechanics and dynamics of collaborative negotiation strategies 
  2. Understand key collaborative concepts such as interests, options
  3. Use a framework to prepare and navigate negotiations, whether competitive or collaborative

Module 4

  1. Understand key collaborative concepts such as perspective-taking, trust and working relationships
  2. Learn how to collaborate when there are disputes, conflict or relationship tensions

Meet the Faculty

Filip Hron

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.