"I don't know how to approach certain problems and therefore I approach them in the same way"

"My good intention is not always understood by my boss, subordinates, or by my colleagues"

"I often have to explain more than once to others"

"I often end up negotiating trivial matters"

"I have to learn how to say no and win"

"I need to improve my skill in listening"

If you have some of the above concerns, you are most welcome to join the programme as this programme will address these issues and more. At the end of the programme, you will have the skills and knowledge to negotiate for the company and for yourself, and it will make you a more effective manager.

For: The programme as such is useful for all managers with 5-7 years of experience, irrespective of their functions, hierarchical position and business involvement - be it in the private/public sector organizations, multinational companies or government organizations. We believe that an organization will get an optimum return from this programme by sponsoring a team of 2-4 managers who have responsibility for inter-departmental, interdivisional or inter-organizational negotiations.

Programme Content: The programme will focus on the following areas: -

Dynamics of Negotiating
This is the basic module. The programme will draw the attention of participants to observe the basic processes in interpersonal and organizational negotiations. These processes are: communicating, influencing, managing differences, decision making and problem solving. Participants will experience how their perceptions, feelings and behaviours affect and are affected by the other party's perceptions, feelings and behaviours in negotiation situations.

Skills for Negotiating Your Way to Success
The programme aims to develop both micro and macro skills in negotiation transactions. Both cognitive and behavioural skills will be highlighted. Cognitive skills deal with hindsight, insight, foresight and explicit information processing requirements and behavioural skills are specifically instrumental in leading your motivations and intentions to the path of successful negotiation.

Negotiation Strategies and Tactics
The programme will identify the types of negotiation strategies and tactics; what each strategic move entails in terms of its advantages and disadvantages; when to use a particular strategy and why.

Cultural Variations in Negotiating Styles
There are differences in the managerial and negotiating behaviours of different countries. These cultural differences play a significant role in international business negotiations.

The programme will help managers to be aware of these cultural differences in the styles of American, Japanese, British, Middle Eastern and Indian managers.

Mail your queries to
Prof. B. N. Srivastava : bnsri@iimcal.ac.in

Mail your nominations and cheques/drafts to:
The Manager - CMDP,
Tata Hall, Indian Institute of Management, Joka,
Diamond Harbour Road,
Kolkata - 700 104, India.
Phone: 033 2467 8300 / 9189
Fax: 033 2467 7851 / 8307
Email: mgrmdp@iimcal.ac.in
Website: www.iimcal.ac.in
Refer: CoolAvenues' MDP Alert

Click here to post your views/ comments/ experince on this program...