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Event Details


We often find ourselves in conflict situations in projects, meetings, discussions, etc. where others may not align with our ideas, solutions and preferences. For example, a task oriented and micro managing boss who does not trust his subordinates, an inflexible senior person who does not wish to adopt new ways of doing existing things, a powerful stakeholder who does not wish to introduce a new solution for risks of losing value in the current state, a dispute among the members of a team or across teams, project impediments due to architecture / design conflict with project schedule.

This course will provide you with a practical and structured approach to assess a conflict situation, structure the efforts to deal with the situation to negotiate and learn different techniques that can be applied in the process.

A negotiation process can be broken into four phases:

  • StrategizeUnderstand the need for negotiation. What are your objectives? Do you have to negotiate? Does it make economic sense? Who are the other parties? What is your position versus their positions?

·         PlanEvaluate the interest and power of yours and the other parties. What are your interests and the other’s interests on the subject? How can you identify the other party’s interests? What is your power vs. other party’s power? How can you weaken the other party’s power? What alternatives are available? Are there ethical considerations?

·         Execute: Who should start first? What are the implications of starting first? What psychological tools can be used for better negotiation?


·         Evaluate: How to evaluate a negotiation? What are the benefits realized? What are the risks?

Course Outline:

Day 1

Purpose / need and the objective of negotiation

Why do we negotiate?

What is a good vs. great negotiation?

Should you negotiate on all circumstances? What other options exist if not negotiation?

Developing a structured approach to negotiation

The four phases in a negotiation lifecycle – Strategize, Prepare, Execute and Evaluate


Determine whether to negotiate or not to negotiate

Determine the target objectives: Dispute or new deal?

Two types of negotiation: position based and interest based

Which type of negotiation to adopt?


Determine your power in the negotiation

What is BATNA?

Understand your needs, issues and interests

Identifying and evaluating negotiation options

Explore opportunities that could change the other party’s position

Determine the zone of potential agreement

Using an agent for negotiation

Day 2


Techniques that can be applied in a negotiation

o    Expanding the pie

o    Anchoring

o    Framing

o    Looking from the other side

o    Looking at the big picture

o    Reciprocity principle

o    Contrast principle

Dealing with agents

Ethical considerations

Cross cultural considerations


Evaluating the performance

Lessons learnt

Determine what technique(s) were used

Identify where in the bargaining range was the deal closed

Retrospection on how it could have been executed better, if possible

Overview on other resolution techniques




Electronic Fund Transfer (EFT):

Account Name: Vellicate Technologies Pvt. Ltd.

Bank: HDFC Bank, 37/953, 24th Main, JP Nagar, Bangalore

Account Number: 01332320001014

Account Type: Current;


Terms and conditions:

Cancellation and registration transfer:Cancellations made 15 days prior to the commencement of the course will be accepted subject to a cancellation service charge of 20% of the course fee. Registrants who do not attend the program or cancel with less than 15 days prior to the commencement of the course are liable for the full fee. Registrations may be transferred at any time without penalty.



Ashok Kapoor | +91-8971865219, +91-80-42075837 |


March 22, 2017 — 9:00 am to
March 23, 2017 — 6:00 pm

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HHI Select Hotel
JP Nagar
Near Delmia
Bangalore, karnataka