About Programme

‘Mastering the Art of Negotiation & Influencing’ is an experiential-learning programme. Participants will build on their foundations, prior experiences, and natural negotiation behaviours through group simulations. The programme will illuminate the complexity and dynamics that are invisible to, and ignored by, most negotiators. Participants will be provided with tools and frameworks for managing this complexity, to ultimately master greater control over the negotiation process.

Date & Venue

July 27 - 30, 2020   |   ISB, Hyderabad Campus

Programme Fee

INR 1,75,000 + 18% GST

Key Learnings

1. Understanding the hidden complexities and dynamics of negotiation

2. Navigating those complexities towards more valuable outcomes

3. Internalising the roles of relationships, trust and rapport

4. Preventing problems by anticipating patterns, risks and reactions

5. Proactively and strategically prepare for individual, team and multi-party negotiations

Who should attend?

Business Leaders from across various sectors, Project Managers and General Managers. Prior negotiation training is beneficial but not required.

Organisational Benefits

  1. Build a robust team of strategic influencers and negotiators for successful business negotiations 
  2. Gain insights that help mitigate conflicts within the organisation while managing internal and external variables 
  3. Aid teams to finalise the outcome of negotiations and a win-win solution for the organisation

Individual Benefits

  1. Gain a deep understanding of negotiation styles and strategies and apply them in strategic business negotiations 
  2. Understand the dynamics of the parties involved, and respond in crisis 
  3. Rethink your approach - from winning to problem-solving 
  4. Learn to finalise a positive outcome in complex professional and personal interactions

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.

Day 1

  1. Increased awareness of the inherent complexity of negotiation 
  2. A systematic approach to navigating the complexity of negotiation, i.e. how to prepare, conduct and review 
  3. The mindset of the effective negotiator - how we think and what we believe affects how we negotiate 
  4. Power-based negotiations vs. value-focused negotiations

Day 2

  1. Recognising and managing negotiation tactics and manipulation 
  2. Resolving conflict: The role of relationships, trust and rapport in negotiations 
  3. Team dynamics and coordination 
  4. Tools for reducing fear, finding agreement, and increasing value

Download Brochure

Thank you for submitting your details.

Frequently Asked Questions

Programme

What is the duration of the programme?

Each programme varies, please find the information in the ‘download brochure’ section.

Admission

Once I have submitted the application, when will I hear from you?

We’ll acknowledge receipt of your application by email within 24 hours, providing it’s received during normal working hours (Monday to Friday, 09:00 to 05:00 IST).

Payments

Is financial aid available?

No, there is no financial aid available for this programme.

Cancellation

How do we cancel after applying?

Cancellation notification must be made in writing to Marketing Services.

Campus

Will I need a car?

No, if you are in residence, you will not need a car.