IIM Lucknow

Strategic Business Negotiation: Developing Negotiating Ability (DNA)
Program Directors: Prof. Himanshu Rai & Prof. D. S. Sengar
December 8-12, 2008
At IIM Lucknow
Fees: Rs. 35,000/- Per Participant (Residential)

Objectives: While contemporary literature and tools deal with negotiating strategy, tools, and techniques, what they miss out on is negotiating "ability". The primary premise of this program is that behind these tools, techniques and actions to negotiate,
is the individual ability to grapple with negotiations in human interactions. The objective of this program is to develop this negotiating ability in participants and then sensitize them to the relevant tools and techniques to conduct of negotiations.

For: Senior and Middle Level Managers of Organizations.

Contents: Specifically the course would help participants measure their negotiating ability, identify their areas of strengths and weaknesses, identify the processes, both overt and covert, by which negotiating situations emerge, understand the behaviors of negotiating actors and the changing dynamics of negotiating situations, look into the aspects of Business Contracts Negotiation, and develop a conceptual and skills framework for the process of negotiations.