Negotiation is a critical business capability that shapes commercial outcomes, strategic partnerships and professional relationships. From closing business deals and managing vendors to influencing stakeholders and resolving complex disagreements, effective negotiation can create significant business value.
This intensive, one-day Growthclass equips participants with practical frameworks, behavioural insights and negotiation techniques to secure better outcomes, influence decisions and build stronger, long-term relationships.
KEY DISCUSSION AREAS
The Foundations of Negotiation
Understanding negotiation principles, common myths and the difference between creating value and claiming value
Negotiation Strategy & Preparation
Defining objectives, assessing alternatives, identifying priorities and preparing for different scenarios
Integrative Negotiation & Win-Win Outcomes
Finding shared interests, exploring trade-offs and creating value for all parties
Persuasion & Influence
Influencing stakeholders, handling resistance and negotiating effectively without formal authority
Power, Tactics & Leverage
Understanding sources of power, responding to threats and promises, and managing time pressure
Decision-Making Psychology
Recognising cognitive biases, heuristics and behavioural patterns that influence negotiation outcomes
Trust, Fairness & Relationships
Balancing commercial gains with credibility, fairness and long-term relationships
Contingency Agreements & Complex Bargaining
Structuring agreements around uncertainty, managing multiple issues and identifying opportunities for better outcomes
Value Selling & Commercial Negotiations
Communicating value, negotiating terms and avoiding the loss of value during bargaining
Negotiation Simulation & Debrief
Applying concepts to a practical, multi-issue negotiation and analysing the decisions and outcomes
AGENDA
TIME
SESSION
10:00 AM – 11:00 AM
Introduction: Demystifying Common Myths About Negotiations
Prepare with greater clarity: Define negotiation objectives, assess alternatives and develop a structured strategy
Secure better outcomes: Improve their ability to negotiate favourable terms and protect commercial interests
Create and capture value: Identify mutual gains while recognising when and how to claim value
Influence decisions effectively: Apply persuasion techniques and respond confidently to resistance and difficult tactics.
Make better negotiation decisions: Recognise biases and psychological factors that can undermine judgement
Manage complex negotiations: Navigate multi-issue discussions, evaluate trade-offs and use contingency agreements
Balance outcomes with relationships: Build trust, maintain credibility and preserve important business relationships
Apply learning in practice: Use proven frameworks and techniques in real-world commercial and professional negotiations
WORKSHOP APPROACH
01
Faculty-led sessions: Understand core negotiation frameworks, strategies and behavioural principles
02
Case studies: Examine real-world negotiation challenges and evaluate alternative approaches
03
Negotiation simulations: Participate in a two-party, multi-issue negotiation to practise bargaining, decision-making and influence
04
Group discussions: Explore different perspectives, negotiation styles, tactics and approaches to resolving disagreements
05
Simulation debriefs: Analyse decisions, identify missed opportunities and understand how negotiation strategies affect outcomes
06
Practical application: Develop a structured approach that can be used in business deals, stakeholder discussions and everyday professional negotiations
Who Should Attend?
CEOs, business heads and senior business leaders
Sales, business development and commercial leaders
Procurement and sourcing heads
Strategy and corporate development leaders
HR leaders involved in employee relations and sensitive negotiations
Functional heads and senior managers
Leaders responsible for client relationships, vendor management, partnerships and cross-functional decision-making
Dr. Dishan Kamdar
Vice-Chancellor, FLAME University
Dr. Dishan Kamdar is the Vice-Chancellor of FLAME University and former Deputy Dean of Academic Programmes and Professor of Organisational Behaviour at the Indian School of Business (ISB).
A leading researcher, senior faculty member and executive coach, he specialises in negotiation analysis and decision-making across postgraduate, advanced management and executive education programmes. He has coached CEOs and senior executives from leading corporates and family businesses on negotiation, influence and decision-making.
Dr. Kamdar has received the “Professor of the Year” award seven times in the last decade from students in ISB programmes, with student ratings placing him among the top 1% of ISB faculty. His teaching and consulting experience includes organisations such as Novartis, Facebook, EY, Walt Disney, GE Healthcare, ONGC, Nokia, Standard Chartered, Axis Bank, American Express and Airtel, alongside government and public-sector institutions.
He holds a PhD and an MSc in Management from the National University of Singapore.
Pricing
Nominate Yourself or Your Leadership Team
A hands-on workshop open to a limited number of senior leaders.
The programme is suitable for senior business leaders, functional heads, business development leaders, sales and commercial professionals, procurement leaders and managers whose roles involve negotiating with clients, vendors, colleagues, employees or strategic partners.
Q. What will I learn from the programme?
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You will learn practical frameworks for negotiation preparation, value creation, persuasion, managing resistance, decision-making and building agreements that balance commercial outcomes with relationships.
Q. Is this a theoretical or practical programme?
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The Growthclass combines conceptual frameworks with case studies, group discussions and a negotiation simulation designed to reflect real-world business situations.
Q. Will the programme help with complex business negotiations?
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Yes. The programme covers two-party, multi-issue negotiations, integrative bargaining, negotiation leverage, contingency agreements and strategies for navigating competing interests.
Q. Do I need prior formal training in negotiation?
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No. The programme provides an intensive introduction to negotiation analysis and practice, making it suitable for professionals looking to strengthen their existing experience with structured frameworks.
Q. What is the participation fee?
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The participation fee is ₹35,000 plus applicable GST per participant.
Q. How can I register or nominate colleagues?
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Contact the J Rohan (Details) for registration assistance and corporate group nominations.
11th December 2026
10:00 AM to 5:00 PM
Mumbai
₹30,000
Limited period offer