• Date
    Feb 18-19, 2023
  • Duration
    2 days
  • Fee
    INR 85,000 + Taxes
  • Format
    On-Campus (Hyderabad)
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The art of negotiation is as old as humankind. We, as people, negotiate every day. We negotiate with current and potential employers, co-workers, subordinates, vendors, clients, bosses, merchants, service providers, and even with our friends and family. Yet, although people negotiate all the time, most know very little about the strategy and psychology of effective negotiations.

The Mastering Negotiation and Influence programme is designed to be relevant to a broad spectrum of negotiation problems that are faced by the manager and professionals. A basic premise of this programme is that while managers need analytical skills to develop optimal solutions to problems, they also require a broad array of negotiation skills for these solutions to be accepted and implemented. 

Key Takeaways

  • Develop powerful and practical strategies to improve negotiation effectiveness in one-to-one, multi-party, and multi-issue negotiations
  • Reconsider your approach to negotiations - from competitive to collaborative, from win-lose to win-win, from winning-it-all to effective problem-solving
  • Learn and apply highly effective methods of influence and persuasion
  • Advance your knowledge on how to engage in reciprocal influence for mutual gain
  • Get up to speed with the latest research on negotiation analysis
  • Gain a wide range of perspectives by negotiating with your peers who are experienced business leaders from diverse backgrounds and geographies

Who Should Attend

This programme is suitable for mid-senior executives of all functions. Ideal profiles include:

  • Mid to senior-level executives who handle procurement, sales, key internal negotiations, and human resources, as well as for managers, investment bankers, consultants, lawyers and entrepreneurs
  • Mid to senior-level managers seeking to drive cross-functional teams toward a common goal
  • Senior executives and consultants who aim to negotiate the best deals with vendors, regulators, and partners and who want to deliver impact

Learning Experience

ISB Executive Education programmes are replete with distinctive teaching methodologies and an intense and challenging learning environment that pushes participants’ learning horizons beyond their pre-existing beliefs. Through lectures from distinguished faculty, local and global case studies, business simulations, and group discussions with extraordinary peers from a broad range of industries, regions, and functions, you will be equipped with the strategies, tools and insights required to transform your thinking and achieve ambitious business objectives. You will return to your organisation, fully ready to apply what you have learned. You will also take with you a rich network of relationships that will enrich your personal and professional lives long after you complete the programme.

This programme will be held on campus.

Experience learning in state-of-the-art classrooms and campus facilities designed to create an environment conducive to sparking self-reflection, innovation, and collaboration.

Admission Criteria and Selection

We admit candidates to upcoming sessions on a rolling (first come first served), space-available basis, and encourage you to apply as early as possible to secure your seat in the programme.

Programme content, dates, schedule, fees, delivery platforms, and faculty are subject to change. Programme fee includes food and accommodation at the ISB campus or at an equivalent facility based on availability.

Through faculty presentations, case studies, and simulations, you will gain an in-depth understanding of how to implement effective negotiation strategies in a variety of real-world situations and craft outcomes that satisfies both negotiating parties. 

Key Topics

Module 1: Fundamentals of Negotiations

  • Debunk the myths surrounding negotiations
  • Learn to understand and appreciate the power of preparation
  • Realise the meaning and importance of fairness in negotiations

ISB faculty includes leading academics with credentials and teaching experience from top global business schools as well as accomplished practitioners who have managed large enterprises.


Abhijeet Vadera

Associate Professor of Organisational Behaviour and Human Resources, Lee Kong Chian School of Business, Singapore Management University (SMU), Visiting Faculty, ISB

ISB Certificate

After successful completion of this programme, you will be awarded an ISB Executive Education Certificate, formal recognition of your professional development.

ISB Executive Network

On successful completion of this programme, you will be a part of the ISB Executive Network, a vast community of senior executives and entrepreneurs across the globe.

The benefits of the ISB Executive Network include:

  • Access to ISB Executive Network LinkedIn Group
  • Access to support e-mail ID
  • 10% discount on open executive education programmes
  • Newsletters

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