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Executive Education > Open Programs >The Art of Negotiation and Conflict Resolution


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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

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Start Date

(To be announced)
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12 hours
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Choose a Mode of Delivery

Face-to-face at Dubai Campus
Live online
(You will have the flexibility to study from anywhere in the world)
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Earn a

Certificate of Completion from SP Jain

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


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

Meet the Faculty

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!

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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.


Contact us today to discuss how our program can help you learn and apply effective negotiation strategies.

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