Customized Management Development Programmes

Negotiation Skills

Negotiation Skills


  • It is often said that in life one does not get what one deserves, one gets what one can negotiate. Negotiation is a necessary skill one needs to be successful.
  • Every customer need that has to be met or every desire that demands satisfaction is potentially an occasion for negotiation. Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, they are negotiating.
  • In a successful negotiation everyone wins. The objective should be agreement not victory.

Understanding Negotiations
  • What are negotiations, why are they necessary and why is it a skill
  • Types of negotiations
  • Goals of negotiations

Framework for Negotiations
  • Negotiations in different functions
  • Negotiating situations
  • Key Concepts - BATNA, ZOPA
  • What are positions, interests & options in negotiations
  • Creating value through trade offs

Negotiating Strategies
  • Negotiating Behaviours and Styles
  • Listening and communication in negotiations
  • Guidelines for good negotiations behaviours
  • Preparing for a negotiation including the role of research
  • Mutual Gains Approach

Role Plays
  • Each role play will be followed by a detailed debriefing session on key learning and takeaways from the role play

Sagar is an industry expert and strategist, who always looks at business from a positive growth, long-term perspective. His communication touches everyone’s heart and resolves all business disputes. His profound knowledge of functions and emphasis on work-life balance makes learning a pleasurable experience.
Amit Roy
Senior Manager
Amazon Development Centre

    Open to all, who wish to add a new perspective and skill to their thought process


  • 14 hours
  • 2 days of 7 hours (in class)
  • Sagar Narsian, visiting faculty at IGTC has trained over 10,000+ management students and managers in the industry.
  • Completed International Senior Executive Course at Manchester Business School, Manchester, UK, and Master of Management Studies (MMS) from University of Mumbai
  • Cumulative 25+ years of B2B marketing experience covering management consulting, market research, product management, strategic marketing
  • Delivered corporate training programmes for Bayer, L&T Engineering Services, Mahindra & Mahindra, McDonalds, Mercedes, Motilal Oswal, Prudential [UK], Syngenta among others

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