Leadership in Business Negotiations
Insights and Negotiation Skills
InnovationLabs’ “Leadership In Business Negotiations” is a creative, dynamic, and interactive workshop designed to bring a paradigm shift in the way people negotiate. After attending the workshop, participants should reach agreements and close deals faster than they did before. The program has been designed using InnovationLabs’ proprietary knowledge of facilitation, innovation and negotiation, and makes generous use of knowledge from “Program on Negotiation”, Harvard Law School, USA. It also includes a session on “Cognitive Mapping” that can be used not only while negotiating, but universally, whenever and wherever managers want to translate in reducing costs and improving revenues, identify and understand problems and issues, to solve them.
The Curriculum
- Negotiations –Definition and Concepts
What is negotiation, types of negotiations, and the environments in which we negotiate. - Positions Versus Interests
Learn to avoid taking positions and to focus on interests that benefit negotiators and their organizations. - Create Value Before Claiming Value
Learn to create value, and to move away from zero-sum games to win-win situations, for mutual gains and relationship building. - Cognitive Mapping
Learn how to use cognitive mapping, as a tool to understand explicit and tacit interests that should be the focus of negotiations. - Exercises & Role Plays
Through exercises and role plays, from Program on Negotiation, Harvard Law School, ingrain various concepts and learn to apply them in real life situations.
Benefits
After attending the Workshop, participants will:
- Gain a better understanding of the negotiation process
- Recognize it as a problem-solving process
- Learn to focus on their interests than take positions during negotiations
- Understand the difference between creating and claiming value
- Learn to improve their bargaining power by developing their BATNA
- Develop an attitude to work for mutual gains
- Learn tools to become better negotiators
- Learn to plan, prepare and apply, good negotiation practices
Participants Profile
LIBN workshop, in one and two-day formats, is for all executives and managers who negotiate regularly, within or outside their organizations, and would like to focus their energies on bringing better results from their deal making efforts. The workshop is dynamic and fast-moving. You will be entertained and challenged, with new ideas and insights that you can take back to your company and begin applying the next day. For more details, please contact:
InnovationLabs South Asia, Avnindra Sharma
Tel: +91 120 4334478 / 4334479
Fax: +91 120 4334480
Email: asharma at innovationlabs dot com
Click here to download a 1 page brochure about this workshop.
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