Strategic Negotiation – Effective tools & Models for Economic Procurement

Date : 18/09/2019 (ONE-day Program) Time : 9.30 am to 4.30 pm

Venue : Productivity House, Kalamassery


The World is changing and so is the way people negotiate today. Negotiation is a process by which people settle differences or strike a deal. It is a method by which compromise or agreement is reached while avoiding argument and dispute.

Specific forms of negotiation are used in many situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in all situations.  Negotiation skills can be of great benefit in resolving any differences that arise between you and others.

 In Business You Don’t Get What You Deserve

You Get What You Negotiate!

The objective of this workshop is to equip the participants achieve a desirable outcome in all negotiations especially for economic procurements, by following a structured approach. The workshop will explain negotiation process, various strategic models and negotiation value analysis for business with examples covering the following.

  • Negotiation essence and meaning
  • The key elements of strategic Negotiation
  • Modeling your negotiation strategy, picking the right one with examples
  • BATNA and evaluation of negotiation values
  • Negotiation Game- who pick the cherry?


v    Faculty for the programme will be Mr. Roby T.A. - Supply Chain Trainer & Consultant and Chairman, Indian Institute of Materials Management. Mr. Roby has Graduate Diploma in Materials Management, Post graduate Diploma in Foreign Trade Management and did his MBA in Materials Management from Madurai Kamaraj University. He has more than 35 years of industrial experience in large manufacturing corporate and multi-national companies in Procurement, Materials Management and Quality systems. 

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