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Globsyn Business School

Negotiation Skills

Negotiation Skills is considered to be a must that is needed of people involved in business or trade. The art of making effective negotiation is considered to be quite significant for ensuring success in meeting of business and profiteering objectives. Further, the cultivation of effective negotiations also contributes in developing effective relationships between the business and its diverse stakeholder groups. The course presents an effective discussion on the different concepts, processes and phases of carrying out negotiations. The discussion carried out based on negotiation skills is essentially divided along eleven different sessions corresponding to three different modules. Along with handouts or class notes the course also contributes in terms of presenting key takeaways, reading and video materials for each of the different sessions. The incorporation of the above aspects enables effective and in-depth understanding of the subject. Moreover, the course also enables the students in taking self assessments based on the inclusion of multiple choice questions (MCQs) based assignments and also based on the application of an open assessment and evaluation (OAE) session. The OAE session involves the application of unstructured questionnaire sets that encourage the students to generate short-answers to the questions. The discussion made along the different sessions is made engaging based on the incorporation of illustrations and tables. The same contributes in enhancing the level of understanding of the subject in an enhanced manner.

Negotiation Skills is considered to be a must that is needed of people involved in business or trade. The art of making effective negotiation is considered to be quite significant for ensuring success in meeting of business and profiteering objectives. Further, the cultivation of effective negotiations also contributes in developing effective relationships between the business and its diverse stakeholder groups. The course presents an effective discussion on the different concepts, processes and phases of carrying out negotiations. The discussion carried out based on negotiation skills is essentially divided along eleven different sessions corresponding to three different modules. Along with handouts or class notes the course also contributes in terms of presenting key takeaways, reading and video materials for each of the different sessions. The incorporation of the above aspects enables effective and in-depth understanding of the subject. Moreover, the course also enables the students in taking self assessments based on the inclusion of multiple choice questions (MCQs) based assignments and also based on the application of an open assessment and evaluation (OAE) session. The OAE session involves the application of unstructured questionnaire sets that encourage the students to generate short-answers to the questions. The discussion made along the different sessions is made engaging based on the incorporation of illustrations and tables. The same contributes in enhancing the level of understanding of the subject in an enhanced manner.

Who will benefit from this Course?

Sales/Purchase Representatives
Recruiting Personnel
Legal Professionals
Event Planners
How will you benefit from this Course?

After completion of the Negotiation Skills Course, you will be able to:

  • Realise the benefits in terms of enhancing the present negotiation styles and strategies used by an individual or institution.
  • Evaluate further benefits in terms of helping one understanding newer frameworks and techniques for carrying out negotiations at greater or complex level.
  • Gain benefits in terms of helping negotiators generate positive outcomes based on carrying out of negotiations and thereby gain the advantage of win-win situation.
  • Understand the application of different conceptual instruments for carrying out the negotiation process.
Where can you see yourself after this Course?
Sales Representatives

The Sales Representatives generally work for wholesalers or for manufacturers of different products. These sales representatives tend to visit from one business institution to another for selling the products produced by the manufacturing firms. The knowledge of negotiation skills is identified to be a must requirement for the sales representatives for negotiating the sales.

Real Estate Brokers

The real estate brokers are required to deal with various aspects like showing of real estate properties to the clients, providing advice to them, maintaining liaisons and finally in carrying out of documentations. The real estate brokers are thereby required to hone effective negotiation skills for making prospective buyers and sellers arrive at an effective price agreement and other aspects of sale proceeds.

Recruitment Specialists

The Recruitment Specialists essentially operate in the human resources department of a firm and work for the recruitment of people for open positions in the organisation. The recruitment specialists search for candidates through job postings or attending of job fairs. Negotiation skills are required to be honed by them for effectively negotiating with the prospective recruits on remuneration or salary aspects.

Event Planners

Event Planners are professionals that are generally hired by individuals and/or business institutions for both planning and also conducting of potential events like that of arranging wedding occasions, conferences and conventions. The event planner needs to work hard on becoming an effective negotiator for sustaining high hiring costs and also in lowering the rental costs for venues chosen.

Legal Consultants

The Legal Consultants are required to perform essential tasks associated to representation of the clients in the courts of law and also in generating needful advices. The legal consultants are thus required to possess quality negotiation skills for dealing with client contracts.

Purchasing Agents

Purchasing Agents are installed by the firms for finding products at effective deals. The purchasing agents are required to possess the right type of negotiation skills for helping in reducing the procurement budgets while also in helping the employer for maintaining effective margins.

The Faculty Corner

Dr. Lalit Kumar Sharma

Dr. Lalit Kumar Sharma is a management graduate (specializing in Marketing and HR), with M.Phil. in Management and Doctorate in Marketing. He has 23 years of comprehensive industry-academia experience, and has had very successful stints in reputed organizations like Cipla, Ranbaxy, Nicholas Piramal, amongst others. In addition to being an extremely astute academician, Dr. Sharma is an international corporate trainer. He has trained more than 5000 professionals from 142 countries. Dr. Sharma is the author of 20 management books and 27 research papers.

What do you need to have to study this Course?

To study the course, ‘Negotiation Skills’ one needs to have:

  • An interest in understanding the art of negotiation
  • Basic computer skills
  • Good Communication Skills

 

Course Content

Session 1:

Highlights

  • The session highlights the meaning of negotiation
  • It also highlights the need and significance behind carrying out of negotiation

Benefits

  • The session benefits from providing an enhanced understanding of the concept of negotiation
  • The session also benefits by helping the audience understand the need and importance behind carrying out of negotiation activities.

Session 2:

Highlights

  • The session reflects on the concepts of distributive and integrative negotiation
  • It also highlights on the essential differences between distributive and integrative negotiation.

Benefits

  • The session benefits based on providing of illustrations (diagrams and tables) and examples to indicate on the concepts and essential differences between distributive and integrative negotiation.
  • The session also benefits in terms of providing an overview of negotiation strategies and the need for such.

Session 3:

Highlights

  • The session highlights on the general attributes of a good negotiator
  • The session also discriminates between the personal and professional attributes of an effective negotiator

Benefits

  • The session benefits from understanding and differentiating between the personal and professional attributes of a good negotiator.
  • The session benefits based on the use of bullet points for rendering an effective understanding of the differences

Session 4:

Highlights

  • The session highlights on the three types of negotiators viz. soft, hard and principled while also provides an effective discussion regarding such
  • The session highlights on the differences associated with the negotiation styles of the three types of negotiators
  • The session also highlights on other types of negotiators

Benefits

  • The session benefits from helping the reader understand the diverse negotiation styles associated to the different types of negotiators
  • The session benefits from understanding the functional aspects of different types of negotiators.

Session 5:

Highlights

  • The session highlights on different types of negotiation styles like competitive, collaborative, compromising, avoiding and accommodating.
  • The session further highlights on the favourable and alarming conditions associated to the different negotiation styles.

Benefits

  • The session benefits in terms of providing an effective illustration to demarcate and highlight the different negotiation styles.
  • The session also benefits based on the use of bullet points to essentially reflect on the differences between the diverse negotiation styles.

Session 6:

Highlights

  • The session highlights on the main conceptual instruments concerning negotiation like BATNA, WATNA and ZOPA.
  • The session also highlights on different types of value-creations based on the application of trade-offs

Benefits

  • The session benefits based on understanding the significance of the different conceptual instruments.
  • The session further benefits in terms of elucidating on the different value-creation approaches

Session 7:

Highlights

  • The session highlights on development of a strategic team for carrying out negotiation
  • The session also highlights on the potential benefits concerning the arranging of teams for conducting negotiation and also the roles and functions of the diverse teams

Benefits

  • The session benefits based on discussing the factors regarding the need for developing teams in carrying out negotiation
  • The session also benefits in terms of clarifying and explaining the different roles and functions associated to people involved in a team

Session 1:

Highlights

  • The session highlights the different phases of the negotiation process
  • It also highlights the different barriers that affect the negotiation process
  • The session also highlights the manner in which the course of action can be taken for carrying out the negotiation process.

Benefits

  • The session benefits in terms of elucidating the different phases of the negotiation process based on providing of illustrations and bullet points
  • The session further benefits from providing first hand information regarding the barriers associated to the negotiation process so that proper action can be undertaken
  • The session also benefits in terms of reflecting the course of action that can be undertaken for meeting the objectives of the negotiation process.

Session 2:

Highlights

  • The session highlights on the three different sub-processes of negotiation
  • The session also highlights on the varied aspects associated with the sub-processes of negotiation

Benefits

  • The session generates benefits in terms of providing information associated with the impacts of positive and negative emotions on the negotiation process
  • The session also benefits based on elucidating on the different types perceptual distortion and also the different frames needed for dispute resolution

Session 3:

Highlights

  • The session highlights the different components for carrying out quality negotiation
  • The session also highlights the key skills that are needed for meeting the objectives of an effective negotiation

Benefits

  • The session benefits the reader by discerning between the different components and skills needed for carrying out negotiation in an effective fashion

Session 1:

Highlights

  • The session focuses on listing of open questions that has been prepared to cover up back to back all the sessions under this course. 
  • A Model answer for a model question has been prepared to assist the students in understanding the manner in which the answers are required to be prepared for the open questions.
  • The model answer for the model question is prepared in a manner to reflect on the student’s understanding of the applicability of the concept discussed.  

Benefits

  • Since the list of questions is prepared to cover the entire course modules, the answers to the questions provided by the students’ shows their ability of understanding the concepts discussed and their applications in an effective manner. 
  • The model answers acting as benchmarks enable the students to evaluate his/her own performance and clarity of understanding.
  • The model answer enables the student to reduce the knowledge gap involved and thereby enhances the level of understanding.