IIM Bangalore

Advanced Negotiation Programme
Programme Directors: Dr. S. Raghunath
November 18-20, 2004

Objectives: This programme offers step-by-step advice and real life examples to enhance negotiation expertise.

• To provide an appreciation of what makes a good negotiator in the context of contracts & projects , business alliances and acquisitions, To familiarize the participants with the principles and practices in strategizing negotiations.

• To gain insights into live cases in the context of negotiating projects, major contracts alliances and acquisitions.

For: All executives from the senior level and those in line management involved with decisions relating to projects, contracts, alliances, mergers and acquisitions.

Programme Contents

• The Making of an Effective Negotiator

• Negotiation Planning frame work

• The distinction between negotiating projects, major contracts alliances and acquisitions

• How to establish a price range

• The effective use of timing, risk assessment, lawyers and accountants during negotiations

• The anatomy of a successful closing of the negotiation process

Fees:
Residential: Rs. 22,000/-
Non-Residential: Rs. 18,500/-
Foreign Participants: US $ 800/-

For details, contact: -
Chief Programmes Officer,
Indian Institute of Management Bangalore,
Bannerghatta Road, Bangalore - 560 076.
Phone: 080 - 26582450 Extn. 3203 / 26993203
Fax: 080 - 26584004 / 26584050
E-mail: edp@iimb.ernet.in
Website: http://www.iimb.ernet.in/
Refer: CoolAvenues' MDP Alert