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Effectively negotiate to create maximal value for you and your organisation

Mastering Negotiation and Influence

Date

TBD
Duration

TBD
Fee

INR 95,000 + taxes
Format

On-Campus (Hyderabad)
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Overview

Overview
Curriculum
Faculty
Executive Benefits
Participant Stories

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Summary

In the intricate tapestry of today’s global business network, prowess in negotiation and influence is paramount for sculpting successful outcomes. The Mastering Negotiation and Influence programme is an elaborate endeavour designed to imbue professionals with a harmonious blend of analytical insight and negotiation acumen, pivotal for formulating resilient agreements that endure the intricacies of implementation and the passage of time.

Key Benefits

Participants will be equipped with a diverse and adaptable negotiation toolkit, honed to navigate an array of scenarios with strategic elegance. This programme hones the art of persuasion, empowering individuals to effectively influence stakeholders, thereby ensuring that their strategic visions are not only articulated but are also embraced and actualised with the consensus and commitment of all relevant entities.

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

Is This Programme For You?

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.

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.

Programme Curriculum

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.

MODULE 1: TWO-PARTY, DISTRIBUTIVE NEGOTIATIONS

This session introduces core negotiation concepts through a simple competitive bargaining scenario. It focuses on preparing for negotiations and employing effective strategies to maximise value.

Understand the structure of distributive negotiations and the concept of the fixed pie
Learn the importance of BATNA (Best Alternative to a Negotiated Agreement) and reservation price
Tactics for claiming value, including anchoring, first-move advantage, and concession strategies
Managing impasses and walking away when necessary

MODULE 2: INFLUENCE WITHOUT POWER – COGNITIVE AND PSYCHOLOGICAL TOOLS OF INFLUENCE

This session explores how negotiators can exert influence without formal authority by leveraging cognitive biases and psychological tactics. The first half examines how framing and presenting information shapes perceptions, while the second half introduces scientifically proven persuasion techniques.

The role of framing, reference points, and perception in influencing others
Psychological tools of influence, including reciprocity, consistency, social proof, liking, and scarcity

MODULE 3: MULTIPLE-ISSUE, ADVANCED INTEGRATIVE NEGOTIATIONS

This session introduces more complex negotiation scenarios involving multiple issues and value creation. Participants learn to go beyond win-lose dynamics by using integrative strategies that maximise value for all parties involved.

Distinguishing between distributive and integrative negotiations
Identifying and leveraging trade-offs across multiple issues
Understanding Pareto efficiency and achieving mutually beneficial agreements
Advanced negotiation techniques such as MESOs (Multiple Equivalent Simultaneous Offers)

MODULE 4: MULTIPARTY NEGOTIATIONS

In this final session, we address the complexities of multiparty negotiations, where competing interests, coalitions, and alliance-building play a crucial role.

Managing competing interests and building coalitions in multiparty negotiations
Strategies for coalition formation, maintaining trust, and preventing defection
The role of communication, persuasion, and coordination in multiparty settings
Navigating power dynamics and ethical considerations in multi-stakeholder negotiations

Faculty

ISB Executive Education programmes are conceptualised and taught by globally renowned faculty who are leading academicians, researchers, and accomplished industry practitioners. Through their advanced research and industry consulting experience, you will learn real-world skills that will help you solve complex business challenges in your organisation.

Hemant Kakkar

Associate Professor, Organisational Behaviour, 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 ISB Executive Education support team over email

5% discount on ISB Executive Education programmes

10% discount on ISB Online progammes

Masterclasses led by faculty and industry experts

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Participant Stories

Ravi Hemdev, Internal Audit Functions, PwC India

Ganesh Pareek, Partner, First December Films

Aditya Sri Kammula, Alliance Business Manager, Nutanix

Rahul Wadhwa, Sr. General Manager, HOD, Signature Global India Ltd

Avantika Modi, CDB Group

Tejas Baldev, Sales Director, Redis

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Executive Education

Effectively negotiate to create maximal value for you and your organisation

Mastering Negotiation and Influence

Mastering Negotiation and Influence

Summary

Key Benefits

Key Takeaways

Is This Programme For You?

Learning Experience

Admission Criteria and Selection

Programme Curriculum

MODULE 1: TWO-PARTY, DISTRIBUTIVE NEGOTIATIONS

MODULE 2: INFLUENCE WITHOUT POWER – COGNITIVE AND PSYCHOLOGICAL TOOLS OF INFLUENCE

MODULE 3: MULTIPLE-ISSUE, ADVANCED INTEGRATIVE NEGOTIATIONS

MODULE 4: MULTIPARTY NEGOTIATIONS

Faculty

Hemant Kakkar

ISB Certificate

ISB Executive Network

Participant Stories

Download Brochure

Programme Finder

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