Negotiation Skills
Bargaining Skills to Create a win-win Deal Workshop
By Dr. Sonjaya Gaur
Course Objective:
This course is designed to save your company money by helping the participants become better negotiators.
Managers, service people, purchasing and sales people must bargain to create a win-win deal and therefore, negotiate value not price.
Course Synopsis:
The how-to's of bargaining are presented. Methods used by professional buyers and sellers are examined, tested, and countered. Participants are given a working, usable knowledge of bargaining techniques to be used to counter a price objection by selling value.
Stress is placed on pre-call preparation and the use of a proven analytical framework.
Topics will be presented in an enjoyable manner to increase course effectiveness via experiential learning techniques.
Participants get an opportunity to ask the guidance for their specific problem in the final session.
Session wise topics :
Session 1:
Introduction to Bargaining and Negotiation
Session 2:
The Negotiation Process: Four Stages
An Analytical framework of Negotiation
Session 3:
Bargaining Approaches
Session 4:
Strategy for Value Added Negotiation
Session 5: Q & A
Faculty
Dr.Sonjaya S. Gaur
Associate Professor of Sales & Marketing, Faculty of Business, AUT Business School, Auckland University of Technology, Auckland, New Zealand
• He has recently resigned from Indian Institute of Technology Bombay where he held a position of an Associate Professor of Marketing at Shailesh J. Mehta School of Management.
• He has also been associated with several short term assignments with universities in North America, Canada, Europe and Asia Pacific.
• He contributes regularly to international and national conferences, seminars, and Journals.
• He has trained managers from many leading companies in India
• He has published books titled “Statistical Methods for Practice and Research” and “Event Marketing and Management” and several research papers.
• Sonjaya is a doctorate in management and has done his graduation in engineering and post graduation in Management from (BITS) Pilani, India.
• He has been conferred with the Award for Excellence in Teaching in Mgmt.
• His experience in academia spans over a decade and half and includes consulting, research and training on various aspects of marketing and strategy in India and abroad. He has been consultant to several Indian and multinational companies
• He has supervised nine doctoral dissertations and more than 50 research projects at the post graduate level in the area of Marketing & Strategy.
• His Biographical profile has been included in MARQUIS Who’s Who in World and MARQUIS Who’s Who in Asia.
Timings
9:30 am - 5:30 pm , Registration begins at 9:00 amHow to Register
• Fees: Rs. 7,500/- +10.3 % service tax per person
• Please write to register@princetonacademy.in / Call -022 66976892
• Mention the name of participant, company, contact details .
• Cheque favouring Princeton Academy Mumbai II Pvt. Ltd. payable at Mumbai.
• Fees includes lunch, tea, course material etc.
Register for Seminar
Online Registration form
Contact us
Registered Office Address
Princeton Academy
502 Shalimar Morya Park,Link Road,Andheri [W], Mumbai - 400053. INDIA
Tel: +91 22 66976892 | Fax: 022 26733060
Email: register@princetonacademy.in
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