Art of Negotiation - For Corporate Purchasers/ Buyers/ Sellers

Art of Negotiation - For Corporate Purchasers/ Buyers/ Sellers


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About The Event


Competitive organizations recognize that their success depends not only on how well they buy, communicate and receive their products and services, but also on the ability of performing managers at all levels to negotiate with Vendors/ Suppliers/ Buyers/ Sellers of Goods/ Services. It is vital that Managers and Practitioners are able to understand business concerns and negotiate agreements that achieve the best result for their organization.


  • Identifying objectives and all factors affecting negotiations with Vendors/ Suppliers of Goods & Services
  • Bargaining and response testing and gathering data/ information
  • Agendas of Negotiators & Vendors - open and hidden
  • Knowing strengths and weaknesses of Positions taken up by the Negotiators
  • Approach, planning and preparation for Negotiations
  • Implications of Effective & Ineffective Negotiations Process
  • Concessions and alternatives/ options available to Negotiators
  • Flexibility - and avoiding ‘posturing’ - Strategy to Negotiate
  • Creating a ‘win-win’ situation at Negotiations Process
  • Gathering information to strengthen positions at follow up
  • Determining Negotiations Team and Deciding leadership roles
  • Influencing relationships and handling confrontation in the Negotiations Process
  • Tools & Techniques of listening, questioning and assertiveness skills. Understand - BATNA & WATNA in typical Negotiations Process
  • Building rapport  and essential presentational skills in the Negotiations Process
  • Closing the Deals - including Validation for closure


  • Diagnosing current Styles
  • Tuning up Workshop Goals with Objectives of the Host Organization
  • Evolving Desirable Techniques & Tools, Concept Clarity to Application
  • Interactive, Participative, Creative, Learning by Doing, Brain Storming, Seeing VDO & Follow Up Discussion
  • Experiential Learning, Recommended Operating Procedure
  • Drafting Charter of Negotiations customized towards Host Organization
  • Team Working, Team Presentations, Take aways
  • Process Check throughout the Workshop Sessions & Final Feedback
  • Learning’s of Workshop.
  • Preparing PAP - Personal Action Plan

Who should attend?

This workshop is for Corporate Purchasers/ Buyers at H.O. or Unit Levels for Negotiations Process with Vendors Suppliers/ Buyers in Markets & Business Partners in the Supply Chain viz. Traders, Providers of Logistics/ Ware Housing/ Cross Dock Arrangements/ Whole Salers/ Retailers/ Insurers etc.

Medium:English, Hindi & Marathi.

Course Information:

Investment (Donation): Rs. 3,900/- + Service Tax 14.5% per person.

Incentive: Rs. 3,700/- + Service Tax 14.5% per person for a group of Three or more Members from the same Organization.

Fees include participation, course material (Hard copies), Breakfast, Lunch and tea / coffee.

Cheques, DD, NEFT or net banking to be drawn in favour of ‘Indian Institute of Training & Development’ (IITD), Pune.

Registration Details:

 Reserve your seats today giving details like: Name, Designation & Contact Numbers of the participants on E mail:; or Call Rohan Mhatre on Mo: 83084 59802/ Rajiv Kolhe on Mo: 9822089898. Register NOW!

 Advance payment of fees by DD/Cheque/Cash to be drawn in favour of ‘Indian Institute of Training & Development’. Please note our Service Tax No. BDNPK3328J SD001. PAN No. BDNPK3328J.

√ Participation fee is non-refundable/ non-adjustable against any other programme of IITD, but change in nomination(s) is accepted.

We request youto email us NEFT transaction details at EM:


Certificate of Participation would be provided to all the participants.