Workshop on

“Effective Business Negotiations”

th
24 July 2010

Last date for Registration : 15-07-2010

Kindly send your nominations indicating name/s, designation,
phone no., E-mail ID of the nominees along with the fee details to:

Dr. H. Gayathri
Professor - Marketing
SDM Institute for Management Development
No. 1, Chamundi Hill Road,
Siddarthanagar, Mysore 570 011 SDM Institute for Management Development
Ph : 0821-2429722, 2429161, Fax : 0821 - 2425557 No.1, Chamundi Hill Road, Siddharthanagar
Mobile : 9845489191, Mysore 570 011
Email : hgayathri@sdmimd.ac.in Ph: 0821 2429722, 2429161, Website : www.sdmimd.ac.in
URL : www.sdmimd.ac.in
 Program Details
The workshop objectives:
- Increase awareness of the many opportunities for
Negotiations.
Workshop on - Learning of specific negotiating skills, techniques and their
applications.
“Effective Business Negotiations” - Understand the structure and process of negotiation.
- Manage the process of negotiations to achieve better
“When differences among people cause feelings to run high, managers outcomes.
need to understand the nature of these differences in order to deal with
them systematically and in such a way that both corporate harmony and The workshop contents:
individual initiative are preserved.” - Preparing for Negotiation.
- Negotiation styles.
Warren H. Schmidt - Climate variables.
Robert Tannenbaum - Negotiation Tactics.
- Breaking negotiation deadlocks.
- Concession making and gaining.
Negotiations are a part of professional life, whether it is renting office - Phases of the negotiations.
space or purchasing a scarce component from another division, building
support for a new marketing plan, or working out next year's budget. In Pedagogy:
these situations and thousands like them, there are bound to be conflict of
- Lectures, Cases and role plays.
interests --- people disagree. Managers negotiate with those whom they
cannot command, but whose cooperation is vital, including peers and Program Faculty : Dr. H. Gayathri
others outside organizations. Managers also negotiate with subordinates
who have their own interests, understandings, sources of support, and Date : 24-07-2010
areas of discretion. Timings : 9.00 a.m. to 6.00 p.m.
Venue : SDM Institute for Management Development
As the world is dynamic, the organizations ought to adapt to emerging
No.1, Chamundihill Road, Siddharthanagar
changes for new arrangements to be negotiated and renegotiated.
Mysore - 570 011
Negotiating is a necessary skill and it is the core of the manager's job
Ph: 0821-2429722, Fax : 0821-2425557
profile. People in the organization negotiate not only to win contracts or
meet sales targets, but also to guide the organization in the face of change. Registration Fees : Rs. 3,000/- per participant plus 10.3% service tax.
The fee covers lunch, tea/coffee and reading
As the business environment is increasingly becoming competitive and material and is payable by cheque / DD to
situations complex, it is critical for managers to equip themselves with “Director, SDM Institute for Management
negotiating skills. For a manager to be successful, it is important to develop Development” payable at “Mysore”.
strong negotiation skills.
To Whom : Middle level managers.