About Programme

Effective negotiation skills can elevate your ability to deliver business results. Advanced negotiation skills allow you to approach each deal with greater confidence, unlocking optimal value for all at the bargaining table.

Understand and appreciate the complexities associated with diverse parties and agendas in negotiation. Increase awareness of your own negotiation style. Deepen your understanding of different competitive negotiation strategies and apply them effectively. Project influence, persuade others, bridge differences, and maximise impact. Learn to gauge the effectiveness of your negotiation strategies. Maximize value in your deals and agreements. Reimagine negotiation from multiple perspectives to resolve deadlocks and differences before they escalate into costly conflict.

Programme Start Date & Duration

December 4, 2021 | 2 weeks (2 sessions per week)

Programme Fee

INR 95,000 + GST @ 18%

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What You will Learn

  • Increase awareness of your own negotiation style.
  • Understand key concepts in competitive negotiation strategies such as power, concessions, trades, and tactics.
  • Gain insights into key concepts of collaborative negotiations such as interests and options.
  • Use a framework to prepare and navigate negotiations, whether competitive or collaborative.
  • Dive into strategies and bargaining styles that maximise inter-personal effectiveness.
  • Learn how to collaboratively solve disputes and resolve conflicts before they escalate. 

 

Module 1

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

Module 2

  • Learn to prepare for competitive negotiations 
  • Understand the limitations and risks associated with competitive negotiation strategies

Module 3

  • Learn about 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

Module 4

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

Learning Experience

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 allowing you to engage live with faculty and peers from anywhere in the world. 

Certificate

Gain an official certificate awarded by the Centre for Executive Education at ISB, a formal recognition of professional learning and development.

Research-Based Teaching

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

Alumni network

Expand your professional network by gaining access to ISB’s learning community of 45,000+ senior executives and entrepreneurs across the globe.

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

Apply your new learnings and real-world skills in-between modules and emerge as a confident leader.

Who should attend?

This programme is best suited for mid-career to senior executives, including heads of projects, business groups or units, general managers, entrepreneurs, business development executives, corporate counsels, and any other role that requires balancing the needs of multiple constituencies and facing complex negotiations. These skills are also valuable in navigating and maximising value in everyday life, from salary negotiations to buying a car. 

Faculty

Filip Hron

Negotiation Consultant, Author, and an Adjunct Professor.

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.