Executive Education > Open Programs >The Art of Negotiation and Conflict Resolution
The Art of Negotiation and Conflict Resolution
Build the skills you need to become a successful negotiator
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CLASSES RESUME ON ALL CAMPUSES
We have resumed in-person classes safely at our Dubai, Mumbai, Singapore, and Sydney campuses.
Watch this video to learn more about the safety measures implemented at our Dubai campus:
We have implemented similar protocols at our other campuses aligned with the safety regulations put forth by the local governing bodies. Please visit our website for more details.
PROGRAM OVERVIEW
Negotiation is a skill that everyone needs to perfect in the 21st century. Everyone negotiates, but not everyone wins. This program empowers participants with the skills to become successful negotiators. Whether in business, public relations or personal life, a good negotiator consistently achieves his goals. This program will help you learn how to achieve your goals and succeed in meeting your needs through the art of negotiation.
Key Highlights
Start Date
(To be announced)
Duration
12 hours
Choose a Mode of Delivery
Face-to-face at Dubai Campus
or
Live online
(You will have the flexibility to study from anywhere in the world)
Earn a
Certificate of Completion from SP Jain
Format
Weekend Program
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Remember:
- Bullets are great
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Something Powerful
Tell The Reader More
The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.
Remember:
- Bullets are great
- For spelling out benefits and
- Turning visitors into leads.
Learning Outcomes
The Art of Negotiation and Conflict Resolution program is designed to help you:
- Learn practical negotiation skills, strategies and tactics which you can apply immediately on the job
- Learn the fundamental concepts of effective negotiations
- Learn how to estimate the negotiating/settlement range
- Learn how to deal with tough negotiators
- Understand the dynamics of game theory in negotiation
- Ensure a win-win in negotiations
Curriculum
Our carefully crafted program content makes your learning practical, relevant and contemporary.
| Session | Theme | Readings/Articles/Cases | Pedagogy |
|---|---|---|---|
| 1 | Introduction to conflict and the evolution of negotiation as a tool for resolution | Interactive Discussion | |
| 2 | Introduction to Distributive Bargaining | The language of negotiations through a case study | Buying an Office Case |
| 3 | Processes and Tactics – Distributive Bargaining | Engaged Learning | |
| 4 | Strategies for use in Distributive Bargaining | Simulation: Sally Soprano | Engaged Learning |
| 5 | BATNA, Hardball Tactics | Discussion | |
| 6 | Integrative Negotiations | Video Workshop | Video Film Discussion |
| 7 | Integrative Negotiations Interests versus Positions Invent Options, Mutual Gain |
Simulation: Mars Pen International Negotiation Case | Case Study |
| 8 | Seating Arrangements, Assigning Priorities | Engaged Learning | |
| 9 | Cross Cultural Negotiations Roles People Play |
Case Study: Mars Pen | Simulation |
| 10 | Anchoring and its use in negotiation | Case: Presidential Campaign | Case Discussion |
| 11 | Mirroring technique to engage your opposite number | Video Film Discussion | |
| 12 | Simulation | Simulation NSPL | Interactive learning through participation |
How You Will Learn
- You will learn through interactive expert-led sessions
- Experience engaged learning with simulations, videos, presentations and case exercises
Participate in our interactive expert-led sessions. Experience engaged learning through simulations, videos, presentations and case exercises.
Meet the Faculty
DR BALAKRISHNA GRANDHI
Professor of Marketing & Strategy and Dean – Global MBA & Master of Global Business
SP Jain School of Global Management
Certified trainer in Blue Ocean Strategy and Markstrat simulations of StratX, France
Dr Balakrishna Grandhi has nearly 45 years of experience in academics and industry as a professor, consultant, entrepreneur and practitioner across the US, Canada, Singapore, Sydney, Dubai and India.
He believes in adding value and making a difference through teaching and mentoring students, faculty, senior managers and CXOs. He is passionate about equipping participants with ‘Stragility’ – a strategic and agile thinking capability to grow stakeholder value in an ever-changing and uncertain business environment.
Hansel D’Souza
Adjunct Faculty
SP Jain School of Global Management
Hansel D’Souza is a Keynote Speaker, Brand Consultant and Corporate Trainer. He owns a brand consultancy firm and has built over 50 brands across various domains. He has addressed and presented papers at more than 50 international conferences and seminars.
While he has spent his corporate life in marketing and branding, he has also taught general management subjects for over 25 years. His favourite topic is negotiation. His workshops are highly interactive. He captivates his audience with his humour, knowledge and vast experience. His motto is – to make learning fun!
PROGRAM AUDIENCE
The course is ideal for sales professionals, customer services professionals, managers and executives who need to negotiate effectively and anyone who wants to meet their goals through the power of negotiation.
© 2021 S P Jain School of Global Management
TAKE THE NEXT STEP
Contact us today to discuss how our program can help you learn and apply effective negotiation strategies.
ABOUT SP JAIN
SP Jain School of Global Management is an Australian business school that provides modern, relevant and practical global business education. With campuses in the dynamic business hubs of Dubai, Mumbai, Singapore and Sydney, SP Jain is renowned for offering multi-city undergraduate and postgraduate programs. Year after year, the School has been ranked by reputed international publications such as Bloomberg Businessweek, Forbes, Times Higher Education–Wall Street Journal, The Economist and Financial Times.
The Centre for Executive Education at SP Jain School of Global Management offers a wide range of programs tailored to your business needs. Our programs are designed to empower individuals and organisations to become more effective in the workplace by inspiring new ideas, learning through immersive experiences and applying the learnings for lasting impact.