NEGOTIATIONS SKILLS CLINIC

June 21-23, 2010

An opportunity to learn the art of dealing with conflicting interests in order to enhance the quality of negotiations processes, relationships and outcomes ..

NEGOTIATIONS SKILLS CLINIC June 21-23, 2010

If there is one skill which we have all been using all our lives in our personal, social and professional settings, it is without doubt, the skill of negotiating. This also means that each of us participating in this learning episode will be bringing a great deal of rich experience as a negotiator all the highs and the lows, the successes and the failures, the frustrations and the glowing memories, the positives and the negatives - as we engage each other in the negotiations sessions. Quite justifiably, therefore, there is one question we can all ask as we embark on taking a good, hard look at the skill of negotiating - Is there anything more one can learn over and above all those negotiations lessons which we have learnt over the years in the rough and tumble of executive life? Legitimate question, indeedAnd all one can say in defence is that the nature of this fascinating skill called negotiations is such that, the more we have experienced, the more there is to learn; the more we learn, the better we can become at negotiating. Especially, if we also try to get help in learning more about this skill from the world of scholarship in which this skill has been examined and dissected and conceptualized in myriad ways. Without the slightest hesitation, therefore, one can say with some measure of confidence - Rich experiential knowledge reinforced by conceptual sensitization is indeed the highly recommended recipe in order for each of us to take a quantum leap in our ability to negotiate, especially when it comes to dealing with the context of intricate and competitive transactions involving complexity and conflicting interests of multiple interacting stakeholders. It is in this context that the Negotiations Skills Clinic has been designed to gain a deeper understanding of negotiations behaviour in our interactions and transactions. The main focus of the Clinic will be to try and develop sensitivity to a process oriented negotiations approach based on a critical appreciation of the ingredients which go into great negotiations ability.

Objectives
develop insights into the elements of negotiations behaviour and to be able to distinguish between To alternative negotiations orientations To translate that understanding which we gain into actionable deliverables as negotiators To take home a simple, usable method which can be put into action from the next time around we are going to be negotiating - anywhere with anyone - at the workplace, at the market place, at home, in our own restless minds even when we are but wrestling with our own alter egos!!

Methodology
The Negotiations Skills Clinic will be based on learning together through engaging with Case Studies of real life experiences and Role Play Simulations of negotiations episodes in organizations. An attempt will be made to bring the best of theory as well as negotiations practice into the explorations into negotiations processes. The focus will be on facilitating introspection into the negotiations orientations of interacting participants in an intense engagement with each other as we try to analyze the case and the role play and to relate the emerging insights to one's own negotiations capability embedded in all those years of varied experiences.

Clinic Structure
DAY 1 DAY 2 DAY 3 DAY 4 Theme Approaching the Negotiations Challenge Basic Building Blocks of Negotiations Negotiations Concepts A Framework for Negotiations Analysis Negotiations Tactics and Counter Tactics Alternative Negotiations Orientations Negotiations Gap Analysis Negotiations Strategy Design Activity Diagnostic Simulations Exercise 1 Experiential Simulation 2 Experiential Simulation 3 Simulation Exercise 4 Simulation Exercise 5 Simulation Exercise 6 Simulation Exercise 6

Programme Faculty
Dr. Jerome Joseph, Professor, IIM Ahmedabad / jerome@iimahd.ernet.in Fulbright Scholar with the Programme on Negotiation at the Harvard Law School, Harvard University, Cambridge during the year 92-93. A gold medalist throughout his academic career and a PhD, has thirty four years experience as educator, trainer, researcher and consultant in the areas of human resource management, employee relations, and negotiations skills development. Has developed a negotiations framework as well as unique negotiations pedagogy in order to help individuals to hone negotiations skills through clinics which come in one, two and three day formats. Has also designed and led 3-6 days negotiations clinics at the Management Development Centre of the Indian Institute of Management, Ahmedabad since 1994. Has conducted over 100 negotiations clinics for executives in various functions. Pioneered a full credit elective course titled Managing Negotiations for the postgraduate students of IIM, Ahmedabad, introduced in 1989 for the first time, and even in 2009 when it was taught for the last time had a registration of 150 students. The course is now offered as a full credit elective course in the One Year Post Graduate Programme for Executives offered by the Institute.

Venue
The programme will be held at the Indian Institute of Management, Ahmedabad. Participants get full board and air-conditioned single room accommodation in the Institute campus.

Fees
Rs. 60,000/- per participant from SAARC countries including India and US$ 1,900 for participants from other countries, includes teaching material, computer time, room and board expenses. Fee for the programme can be paid by Demand Draft, payable at Ahmedabad, India or a pan India cheque payable at par. The cheque or draft should be in favour of Indian Institute of Management, Ahmedabad. Fee can also be paid through Electronic fund transfer. The details are: 1. 2. 3. 4. For credit to Savings Bank A/c No.032010100040460, IIM, Ahmedabad Axis Bank, Vastrapur Branch (RTGS Code: UTIB0000032) Name of Remitter:__________________ (Please mention the name of the sponsoring organization) Purpose of Remittance: Programme on Negotiation Skills IIMA Permanent Account Number (PAN): AAATI1247F

Please DO inform us the complete transaction details so that we can connect the same.

Discount
Early Bird Discount: Nominations received with payments on or before May 31, 2010 will be entitled to an early bird discount of 10%. Early submission of fee and nomination does not, however, guarantee acceptance of application. Group Discount: Any organization sponsoring five or more participants to a programme will be entitled to a discount of 10% on total fee payable. Sponsors should pay the full fee along with nomination forms. Applicable discounts will be given on completion of programme. Organizations can avail themselves of both the discounts subject to a maximum overall discount of 15%.

Income-tax Exemption
Sponsors are requested not to deduct any tax at source. The Institute will present to the sponsors a copy of the exemption certificate issued by the Income-tax Department.

Nominations and Inquiries

Nominations should reach the Manager - MDP latest by June 7, 2010. Organizational sponsorship is generally required, but can be waived in case the participant is likely to gain significantly from the programme for personal improvement, or greater job effectiveness. A formal acceptance letter will be sent to nominees subject to selection and approval by programme faculty. For nomination forms and more information, please contact: Manager - MDP Indian Institute of Management Vastrapur, Ahmedabad 380 015 Phone: 91-79-6632 4071-7, 91-79-6544 9057, Fax: 91-79-2630 0352 (MDP)/2630 6896 (General) email: mdp@iimahd.ernet.in, website: www.iimahd.ernet.in/mdp

Alumni Association
Participants become members of the IIMA Alumni Association on completion of the programme. The alumni enjoy certain benefits with regard to the Institutes publications, facilities, and activities. Indian Institute of Management, Ahmedabad (IIMA), was set up by the Government of India in collaboration with the Government of Gujarat and Indian industry as an autonomous institution in 1961. The Institute provides education, training, consulting, and research facilities in management. The Institute conducts the following major programmes: Two-Year Post-Graduate Programme in Management (equivalent to MBA) Two-Year Post-Graduate Programme in Agri-business Management (equivalent to MBA) Programme in Management (equivalent to Ph.D.) Fellow One-year Post-Graduate Programme in Management for Executives (PGPX, equivalent to MBA) Management Development Programmes (MDPs) for industry, business, agricultural and rural sectors, and public systems covering education, health, transport, and population. In the last 49 years, over 45,500 managers have participated in various MDPs. Faculty Development Programme for teachers in universities and colleges. The Institute has about 91 faculty members working in the following management areas and sectors: Production and Quantitative Methods Disciplinary Areas Business Policy Communications Economics Finance and Accounting Marketing Organizational Behaviour Personnel and Industrial Relations INTERDISCIPLINARY CENTRES AND GROUPS for Innovation, Incubation, and Entrepreneurship for Infrastructure Policy and Regulation Centre Centre for Management in Agriculture for Management of Health Services for Retailing Centre Centre Centre Computer and Information Systems Group Development Centre Resource Centre Faculty Gender IIMA-Idea Telecom Centre of Excellence Insurance Research Centre Systems Group Public J. Matthai Centre for Educational Innovation Ravi Kasturbhai Lalbhai Management Development Centre (KLMDC) located on the IIMA main campus and International Management Development Centre (IMDC), located on the new campus, provide an academic and learning environment for participants of the Management Development Programmes. All rooms at KLMDC and IMDC are furnished and air-conditioned. They have separate dining halls, a reading lounge, well equipped classrooms, auditoriums, syndicate rooms, and computer labs. The Institutess campus is wi-fi enabled. Fitness centre and facilities for indoor and outdoor games exist on the campus. Participants can also take advantage of the Institutes library.

Indian Institute of Management, Vastrapur, Ahmedabad 380 015 - INDIA Phone: 91-79-6632 4071-7, 91-79-6544 9057, Fax: 91-79-2630 0352 (MDP)/2630 6896 (General) email: mdp@iimahd.ernet.in, website: www.iimahd.ernet.in/mdp