“Let us never negotiate out of fear. But let us never fear to negotiate.” John F. Kennedy

In our increasingly complex, integrated and dynamic world, negotiation is seen as the most practical and effective mechanism we have for allocating resources, balancing competing interests, resolving conflicts, securing the best deal and creating value for all stakeholders.

Managers always want to get the best deals available to them. They want to satisfy their own aspiration and also to maintain the relationship with the other party in any given context, be it personal or organizational. Negotiation helps in achieving that by creating that set up, wherein, when an effective negotiator tries to achieve more for the other party, along with that he achieves for self.

Objectives

“You do not get what you want. You get what you negotiate” Harvey Mackay

Learning Outcomes

• Understand the key concepts and fundamentals of negotiation
• Decide with whom negotiation is possible and what & when to negotiate
• Distinguish between distributive and integrative negotiation and choose to claim/ create value
• Interpret the impact of biases and emotional hangovers on negotiation
• Understand how to close a negotiation
• Adopt different strategies of influence and persuasion

Pedagogy

This workshop will use a mix of cases, analytical and experiential exercises, role plays and Socratic method of dialogue to convey the concepts of the workshop

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Who may attend?

This workshop is for individual contributors and managers who are required to achieve the best deal and/ or maximize value creation.

Key Topics

• Understanding ‘Why’ and ‘When’ of Negotiation
• Negotiation Fundamentals – Terminologies and techniques
  •     Aspiration Point
  •     BATNA
  •     ZOPA
  •     Reservation Price
• Checklist and Metrics
• Negotiation strategies
  •     Distributive – claiming value
  •     Integrative – creating value
• Understanding and overcoming biases and emotional hangovers 
• Strategies of influence and persuasion - Making others say ‘Yes’ 
• Closing a negotiation with a fruitful result
• Managing difficult negotiations from a position of weakness
• Recognizing and resolving ethical dilemmas
• Changing the game – choosing when not to negotiate

Programme Directors

Dr. Hemangi Bhalerao

Prof. Nikhil Mahindroo

Dr. Hemangi Bhalerao

Prof. (Dr.) Hemangi Bhalerao is presently working as an Associate Professor in OB & HRM Area in K J Somaiya Institute of Management (K J SIM), Mumbai. Her research interest is in the area of Emotional Intelligence, Leadership & Conflict Management and her doctoral dissertation is from the Department of Applied Psychology, Mumbai University. She has conducted various training programs on Understanding and managing self, Leadership Effectiveness, Emotional Intelligence, Conflict Management and Negotiation.  She has presented and published several research papers at various national & international conferences in Harvard University, USA, Ryerson University, Canada, Ashridge Business School, U.K and Tre University, Rome Italy, Aston University, UK. She has published two cases in European Case Clearing House (ECCH) in the area of Performance Management.  She is certified in MSCEIT (Mayer-Salovey-Caruso Emotional Intelligence Test) professional from Yale University, USA. She has been on the promotional panel interviews as an expert psychologist for Reliance Infrastructure (RADAG). She has been training for leading companies like LIC, Fiat Chrysler Automobiles, IMC, Indian Navy, Reliance ADAG, L&T construction, RIL, Jaslok, Powergrid Corporation of India, Insurance Institute of India, Bhaba Atomic Research Centre etc.

Prof. Nikhil Mahindroo

Nikhil Mahindroo works as an Assistant Professor in OB & HRM area at K J Somaiya Institute of Management. He facilitates courses and MDPs on Organizational Behaviour, HRM, People Analytics, Leadership Development, Emotional Intelligence, Behavioural Economics, Negotiation Skills and HR Consulting.

He has been serving SHL as a Senior/ Associate Consultant over the last 3.5 yrs. and was recognized globally among ‘Top Delivery Consulting Professionals’ in 2020. Prior to that, he has 11.5 yrs. of industry experience in Fortune 500 companies. He started his career with L&T in Sales and Marketing before accruing rich experience in HR while working for SBI and BPCL. Nikhil has worked closely with C-Suite and senior leadership on critical assignments like building Talent Pipeline through Leadership Development and Succession, L&D, Engagement, Analytics & Technology and Change interventions.

Nikhil has partnered with SHL’s clients to generate talent solutions across the employee life cycle. He has worked with marquee clients cutting across nations, sectors & levels – HSBC, Zee, Airtel Africa, Accenture, Deloitte, GSK, Piramal, SKF, Bajaj Finserv, Aegon Life, ABG, Tata Motors, Mahindra AFS, L&T; shaping their talent decisions to drive business outcomes. He has core consulting experience in developing competency framework, CBI, designing and delivering AC/ DC (F-2-F/ virtually) with development dialogues/ plan (IDP), Assessor Training and virtual talent assessments powered by AI/ ML, High Potential & Leadership solutions and providing deep Talent Insights. He has experience as a lead assessor and is a facilitator for SHL’s flagship ‘Personality & Ability Assessment’ certification.

He is a certified Brain-based Coach from NLI - ICF Accredited with experience in coaching CXOs. His empathy and unwavering faith enable coachees to set, own and achieve stretched developmental goals aligned with their aspirations. His passion for designing and delivering training and consulting assignments is backed by Instructional Design Certification from iDesignSkills, TTT Master Certificate from Dale Carnegie, Diploma in L&D from ISTD and a hands-on experience in leveraging an array of psychometric assessments (viz. personality, motivation, cognitive ability, emotional intelligence, leadership styles and organizational climate).

Nikhil is a ‘Learner for Life’ - from Design Thinking Certification by MIT to Human Process Labs (ISABS – up to Phase A) to Strategic HRM from IIM A to Mind Mapping from Buzan: the growth mindset empowers him to create value for his clients & realize his purpose of Making a Difference.

He was associated with global giants like HUL and Saint Gobain in their pursuit of HR Excellence as a certified CII HR Excellence Assessor.

Nikhil holds an MBA in HR (topper) and BE in Electronics and Telecom from K J Somaiya, Mumbai. As an avid researcher, he is on the verge of completing his PhD (thesis submitted) from NMIMS in Mindfulness & Positive Psychology. He has published papers in reputed journals (ABDC/ Scopus indexed) and presented papers at National and International Conferences.