Negotiation Skills Course for Indian Working Professionals
I’ve developed a comprehensive Course in HTML with the following 15 topics on Negotiation Skills.
Here are the 15 key points on Negotiation Skills
1. Importance of Negotiation Skills
- Affects all aspects of professional life—not just about money.
- Helps preserve relationships, builds influence, and enhances reputation.
- Quote: “In business, you don’t get what you deserve, you get what you negotiate.” – Chester L. Karrass
- ✅ Example: Rajesh from Bangalore negotiated a phased delivery timeline, saving team burnout and client trust.
2. How to Improve Your Negotiation Skills
- Prepare thoroughly.
- Master active listening and read non-verbal cues.
- Build relationships before pushing for results.
- Aim for win-win solutions.
- ✅ Example: Priya from Chennai negotiated faster payments for a discount, helping both sides.
3. How to Crack Any Deal
- Use the 5-Step Framework:
Research → Strategize → Connect → Navigate → Close - Avoid looking desperate.
- ✅ Example: Tata Motors’ acquisition of Jaguar Land Rover by timing it during Ford’s financial crunch.
4. Potential Maximization by Mindset
- Adjust your mindset by leadership level:
- Entry: Learn and observe
- Mid: Balance and adapt
- Senior: Strategic thinker
- ✅ Example: Nandan Nilekani returned to Infosys with a “stabilizer” mindset and calmed stakeholder disputes.
5. Hook the Emotions to Get the Devotion
- Emotions build loyalty and influence.
- Use the C.U.A.A.I. Framework:
Connect – Understand – Acknowledge – Align – Inspire - ✅ Example: Kishore Biyani won an international brand by appealing emotionally to Indian market potential.
6. Driving Peak Performance
- Build a Negotiation Skillset Pyramid:
- Strategic Vision
- Creative Problem-Solving
- Influential Communication
- Emotional Intelligence
- Analytical Thinking
- ✅ Example: Ajay Piramal’s smart negotiation with Roche to acquire Nicholas Piramal.
7. Maintaining the Scoreboard
- Track performance using key negotiation metrics:
- Economic Value
- Relationship Capital
- Process Efficiency
- Implementation Success
- ✅ Example: Anand Mahindra used a negotiation dashboard during Ssangyong acquisition.
8. Understand Strategy & Execution
- Know your interests, stakeholders, and scenarios.
- Balance power and position.
- ✅ Example: Flipkart aligned strategy and execution during its $16 billion deal with Walmart.
9. Converting Execution Failure into Success
- Follow the 4-A Model:
Acknowledge – Analyze – Adapt – Advance - ✅ Example: Snapdeal founders rebounded from failed Flipkart merger with “Snapdeal 2.0”.
10. Develop a Higher Taste to Discard the Lower One
- Drop low-level tactics like win-lose thinking.
- Embrace value creation and long-term relationships.
- ✅ Example: Azim Premji evolved Wipro’s business model to premium consulting over price-cutting.
11. Out-of-Turn Promotion Techniques
- Use negotiation skills to request growth opportunities.
- Focus on high performance + high potential.
- ✅ Example: Leena Nair rose from HUL to become Global CEO of Chanel by negotiating stretch roles.
12. Reasons and Remedies of CEO Failure
- Top reasons: Misalignment with stakeholders, cultural clash, poor adaptation.
- ✅ Example: Vishal Sikka’s failure at Infosys due to breakdown in communication with founders.
13. Scalability Solutions for Business Expansion
- Master both internal and external negotiations:
- Talent, capital, partnerships, systems
- ✅ Example: BYJU’S scaled using talent management and strategic investor partnerships.
14. Sustainability Solutions for Tough Times
- Use negotiation for cost-cutting, employee retention, and stakeholder alignment.
- ✅ Example: Vistara renegotiated leases and employee pay during COVID-19, ensuring survival.
15. Competency Analysis: Framework of Strengths & Weaknesses
- Assess across four domains:
- Analytical, Interpersonal, Strategic, Process
- ✅ Example: Aditya Birla Group uses a structured framework to train negotiators globally.
Full Course you can access it here: Negotiation Skills Guide