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At
Hotel VITS (Formerly Hotel Lotus Suites)
Kondi Vitha Road, Off Andheri-Kurla
Road, International Airport Zone,
Andheri (E), Mumbai - 59
On 22nd and 23rd July 2011
(Friday & Saturday)
Fees: Rs. 10400/= Including service tax
per participant inclusive of breakfast,
lunch, midmorning and afternoon tea
(Non-residential)
Our Service Tax Reg No. - ST/MUM/Dn.
IV/MGC/3562/REG/2007
For payment before 08/07/2011 early
bird concession of Rs 400
For two or more participants concession
of Rs 400 per participant
Please send the nominations along with
DD/ Cheque payable to Best Bizsys at the
address mentioned below or e-mail to Mr.
Ronald
Best Bizsys
A-708, 7th floor, Zaitoon Apartment,
Station road, Goregaon(W),
Mumbai-400062
Tel: 28764826/28793244,9833639647,9969264769
Contact – Mr. Ronald
Chettiar-9833639647
e-mail: gpalekar@vsnl.com/palekarg@gmail.com
Theme
In
recent times industrial purchasing and
sales executives have been working in a
very competitive and high pressure
environment. Most of them have learnt
the art of negotiations on the job. They
often discover the wasteful nature of
the negotiations in terms of time and
success rate. There are moments of
frustration due to apparently illogical
interactions. Can it be avoided?
Often
inexperienced professionals may get
carried away by smart tactics they
witness in marketplace, making them
blind to the ‘science’ part of the
negotiations. Any business decision
boils down to cost and value. Negotiated
settlement is not an exception. One can
discover that homework on costs and the
technicalities, strategic interests and
financial aspects can help one arrive at
a good decision very quickly. Naturally,
such detailed analysis may not be
required for all decisions. So, where
should it apply is another thing to
ponder over? The program brings it out
in complete details with examples and
exercises to help participants absorb
the principles and practice in a simple
manner.
Common
negotiations are about resolution of
positions of opposing interests. The
negotiators must understand the relative
positions and meeting ground. Analytical
understanding allows them to arrive at
optimum decisions very quickly improving
their personal efficiency.
No doubt,
experienced negotiators use their
tactical skills to advantage, but they
have a clear strategy protecting long
terms interest of the organization and
relationship. Negotiator has to
understand tactical posing from genuine
position; else he will fall for the
tactics. So he has to know the tactics
and their effects to counter them
effectively.
The program
tries to cover all the essentials of
science and art of negotiations to make
participants aware and appreciate
utility of the concepts in daily
practice.
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Program
Schedule: Day 1: 9-00AM to
5-30PM+ |
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Introduction
Introduction and
listing of participants problems
for discussion in subsequent
program |
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Exercise
Negotiations and bargaining. |
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Science I – Cost and
value
Concept of cost, price and value –
buyers view of cost – sellers view of
cost – value –sellers risk – buyers risk
– structure of cost – variable and fixed
cost - opportunity cost – cost of
service – cost of development – concept
of total cost – negotiation of nonprice
terms – payment terms, delivery,
logistics, etc. – the conditions not to
be underestimated.
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Five basic cases
of cost evaluation
Exercise
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Five practical
cases of cost related decisions
and total cost perspective
(Participants read the cases and
prepare their assessments for
discussion).
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Tactics in negotiations
Games people play -
definition of tactics – some typical
tactics employed during negotiations
during opening, mid-way and closing
stages – pro’s and con’s of tactics
–value destruction – bargaining skills –
limitations of tactical play and when to
use them. |
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Program
Schedule: Day 2: 9-00AM to
5-30PM+ |
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Strategy of
negotiations
Importance
of strategy – personal
effectiveness – time management
– people and styles – need
position – concept of principled
negotiations – strategic
interests of buyers and sellers.
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Body language
Body language
defined – the mind body link –
indicators of state of mind –
social implications – cross
table dynamics – truth,
half-truths and lies revealed –
group dynamics – impact of
culture.
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Win-Win deal and
integrative approach
The two
perspectives – importance of
relationship and mutuality –the
building blocks of adversity
–help build bridges – the
Win-Win deal in perspective
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Science II –
positions in negotiations
Exercise
–
participants
carry out actual negotiations
based on specific brief given to
them and then detailed
positional analysis is carried
out. Detailed discussion on the
tactics used by the players and
their effect. Faculty presents
model approach to the situations. |
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Managing
Negotiations
Organizing
purchase team and department –
decentralization of authority
–preparations – records –
negotiating with foreigners –
understanding the culture and
peculiar world views – language
related issues – differences in
legal systems – nature of
contract. |
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Q & A
Discussions on specific queries
raised by participants. |
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Home
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