The expectations from managers have changed over the last decade. With businesses going global there has been an expansion in the number and variety of stakeholders that managers have to continually deal with. This expansion has meant that alongside the traditional expectation of managing employees they now also have to be comfortable managing external engagements with governmental agencies and international partners. Handling these diverse stakeholders requires managers to develop a richer repertoire of negotiation capabilities.
The new approach to negotiation in a globalised world gives importance not only to what is being negotiated but also to whom one is negotiating with. Excelling in dealing with diverse people requires competencies of emotional intelligence, cultural sensitivity, interpersonal empathy and a flair for envisioning long-term relationships. The MDP will expose participants to multi-disciplinary insights on negotiation from the disciplines of psychology, business management, political science and international relations. The pedagogy will be a combination of lectures, case-study analyses and negotiation games that simulate real-life situations. At the end of the programme participants would develop an expanded view on negotiation and learn practical negotiation skills that can be applied in the workplace.
- Envision new possibilities for a negotiated settlement
- Improve negotiations by managing emotions (For instance, psychometric testing /self-rating scales for TKI negotiation styles)
- Improve interactions with public agencies
- Build confidence in dealing with international collaborators
- Nurture long-term relationships at the workplace
Module 1: An Introductory Exercise in the form of a simulation to develop a strategic mind-set
Module 2: Role of emotions and identity during negotiations
Module 3: Dealing with public agencies
Module 4: Cross-cultural issues in International Business Negotiations
Module 5: Nurturing long-term relationships
Management Development Programmes (MDP) Office
Indian Institute of Management Indore
Prabandh Shikhar, Rau-Pithampur Road
Indore 453556, Madhya Pradesh, INDIA
Email : firstname.lastname@example.org
Tel. : +91-731-2439750, 2439752, 2439753, 24397544
Fax : +91-731-2439800
The three days MDP is designed for participants working in the corporate world in the middle management level and strive to constantly hone their negotiating skills. We firmly believe that negotiating skills constitute indispensable part of professional success we are reasonably confident that this MDP will be immense value add to their professional acumen. The MDP can also be of value to those who are working in the development sector having to deal with corporates and the government in the course of their professional functions.
The three day programme would include a mix of simulations, case studies, group exercises and lectures.
GST, as applicable, will be additional
Prof. G Venkat Raman, Prof. Shruti Tewari, Prof. Ajit Phadnis
Email: email@example.com, firstname.lastname@example.org, email@example.com
Phone: 0731-2439585, 0731-2439525, 0731-2439413