ICW GROUP PRESENTS

“A giant leap to the future”

ADVANCED
NEGOTIATION SKILLS

29th & 30th August, 2019

To register you can call on Board : 022 - 2771 0518 or Mobile : 9967362398 / 9930648673
E-mail us on hrd@icwgroup.org
 ICW GROUP PRESENTS
ADVANCED “A giant leap to the future”

NEGOTIATION SKILLS
29th & 30th August, 2019

OBJECTIVES
In today's commercially competitive world, every organization deals with innumerable situations of varying types
& commercial values and "Negotiations" has become an inseparable aspect of the corporate life of any executive,
irrespective of its rank and discipline. At times to have an effective, smooth & timely "Negotiation" becomes a
challenge, which may have larger impact into commercial entity's day to day operations. Basic reason remains
that the initiation, strategy formulation & progress of negotiations is done under certain perception of mind by
the person(s), who deal with it. However, during its various stages of interactions to reach a conclusively positive
outcome of negotiation and mutual agreement, nally signing, there are certain processes occur both prima-facie
& behind the curtain on individual stakeholder side.

In the backdrop of above para, it is important that executives at different levels in the organization are exposed to
Negotiation Skills, which not necessarily be merely commercial negotiations. In every day situations too, these are
experienced between two different departments, sections or verticals in the organizations. It could be between
management & bargain able categories as well or it could be between negotiating parties trying to have common
understanding to arrive at joint ventures etc.

During course of any Negotiations a series of changes take place even sometimes the circumstances itself. All
these lead to undue misunderstandings, distrust amongst dealing parties. In worst scenarios, at times involved
parties end up breaking or parting away or in worst cases may get into litigations & arbitrations, which bites into
precious time, efforts & resources of organizations.

In fact, this is not really happen when stakeholders involved are genuinely willing to do an effective Management
of the Negotiation process & thereby Negotiation. This program will empower participants to undertake from
"disruptive negotiation" to "integrative negotiation".
This two day's interactive workshop will dwell into nuances of how effectively to manage the "Negotiation".
The workshop is intended to bring about below mentioned objectives for the bene ts of participants:
— Spirit & genesis of Negotiations.
— To attain clarity and understanding the nuances in various aspects & Negotiations
— To be aware of Risk factors associated with failure of any Negotiations and possible remedies.
— To build-in appropriate safeguards against possible differences.
— To eliminate aws normally committed in Negotiations of commercial contracts / deals.
— De ne negotiation and Identify steps for proper negotiation preparation.
— How to negotiate effectively with different personality styles.
— De ne principled negotiation and identify the four steps in the negotiation process.
— Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations
from bargaining to closing.

To register youyou
To register cancan
callcall
ononBoard
Board: 022 - 2771
: 022 - 27710518
0518or
or Mobile
Mobile :: 9967362398
9967362398 / 9930648673
/ 9930648673
E-mailE-mail
us on hrd@icwgroup.org
us on hrd@icwgroup.org
 ICW GROUP PRESENTS
ADVANCED “A giant leap to the future”

NEGOTIATION SKILLS
29th & 30th August, 2019

METHODOLOGY ADOPTED WILL BE

— Basic Principles of Negotiations
— Coverage of types of negotiations, with real life examples.
— Importance & impact of changes during course of negotiations,
— Presentation on issues & expectation from stakeholders
— Discussions on various risks associated with Negotiations (Both for non-commercial and commercial cases)
— The program will be supported by group tasks and case studies.

WHO SHOULD ATTEND?

Managers/Sr. Executives/professionals in disciplines like HR, Engineering, Procurement, Finance/Legal disciplines
involved in Managing Union Representatives, Procurements, Projects, Contract Negotiations and in Public and
Private Sectors, etc. Even various Union representatives could also bene t from this program.

TM
WOULD YOU LIKE TO SPONSOR OR RUN THIS COURSE IN - HOUSE?
Our Customized Training Solutions team are veterans of in-house training
with a portfolio of specialists unrivaled anywhere in India. Also you are
invited to take an opportunity to demonstrate your company's
commitment for excellence through sponsoring this program.

To do this please contact - Mr. John Philip or Ms. Swati Das on 9967362398 / 9930648673

To register youyou
To register cancan
callcall
ononBoard
Board: 022 - 2771
: 022 - 27710518
0518or
or Mobile
Mobile :: 9967362398
9967362398 / 9930648673
/ 9930648673
E-mailE-mail
us on hrd@icwgroup.org
us on hrd@icwgroup.org
 ICW GROUP PRESENTS
ADVANCED “A giant leap to the future”

NEGOTIATION SKILLS
29th & 30th August, 2019

MEET YOUR TRAINER:

Mr. Gurbakhs Singh
Mr. Singh is an engineering graduate of 1970 with more than 47 years of experience to back with. He worked
at various construction sites of Bharat Heavy Electrical Limited (BHEL) about 12 years.
End 1982, he joined Bharat Petroleum Corporation Limited (BPCL) in Projects at its Re nery at Mumbai, India.
Many challenging projects were executed, which could be tied up / hooked up with existing facilities only
during major shutdown or turn- around of plants / units.
After 14 years of working in Re nery, he moved as Head of Administration at the Corporate Office of BPCL. He
looked after administration related services & policy related matters and Contracts of the Corporation. He was
also looking after activities of Corporate Social Responsibility, Real Estates of entire Corporation etc.
While handling various projects being in-charge of Corporate Administration, he had intense exposure to
Contracts Management, which regularly intense commercial negotiations with contractors, vendors and non-
commercial negotiations with many other stakeholders.
He had opportunity to work on a few World Bank aided projects, which called for International Competitive
Bidding (ICB) processes both for supplies & services in line with International Bank for Reconstruction &
Development (IBRD) procedures. One project executed under Mr. Singh, was nancially supported by Asian
Development Bank (ADB). This gave opportunity to undertake commercial negotiations for some of the
international commercial contracts.
He also served as "Estate Officer" and "Arbitrator" on number of Contracts for its nal closures.
Since 1992 onward Mr. Singh served as member of "Tender Evaluation Committees" at various levels including
for very high value Contracts & Services, which entailed commercial negotiations at various levels.
Mr. Singh is engaged as regular visiting Faculty with premier institutions like Tata Institution of Social Sciences,
KJ Somaiya Institute of Management Studies & Research, Bharti Vidyapeeth Institute of Management Research
& Studies etc.; teaching subjects like Industrial Safety, Disaster Management, Competitive Decision Making,
Negotiation Skills, for undergraduate & MBA students.

To register youyou
To register cancan
callcall
ononBoard
Board: 022 - 2771
: 022 - 27710518
0518or
or Mobile
Mobile :: 9967362398
9967362398 / 9930648673
/ 9930648673
E-mailE-mail
us on hrd@icwgroup.org
us on hrd@icwgroup.org
 ICW GROUP PRESENTS
ADVANCED “A giant leap to the future”

NEGOTIATION SKILLS
29th & 30th August, 2019

MEET YOUR TRAINER:

Mr. Amitabha Sengupta
Prof. Amitabh Sengupta is a Management Educator, Leadership Consultant and an Author. Currently teaches
HR, leadership and Management Consulting at KJ Somaiya Institute of Management Studies & Research,
Mumbai as a full time faculty. He also taught at Tata Institute of Social Sciences (2009-2012) and Xavier
Institute of Management Studies and Research (2009-2013). Prior to joining the profession of management
teaching,
He worked from 1975-2011 in industries in various sectors (Jute manufacturing, Steel, Liquor, Consumer
Products, Battery, Petroleum and Management Consulting & Executive Search) and the leadership roles held
by him included the positions of General Manager HR, Mumbai Re nery( 2003-2009), and VP- Management
Consulting at CHR Global( 2010-2012).
Prof. Sengupta holds a PG Honours Diploma from XLRI, Tatanagar(1973-75), a Diploma in Human Resources
Management from Corneil University( 1993) and a Master's degree from Calcutta University (1968-1970) in
Social sciences and a). He also has Prof. Sengupta is a Master Trainer in NLP (USA), an accredited Executive
Coach (International Coaching Community, Sao Paolo) , an accredited Assessor by CIA and IMC in Business
Excellency Models. He is pro cient in French, Hindi and Bengali.
Professor Sengupta is a specialist in design and conduct of workshops on Negotiation skills. His programs
integrate his practical insights based on experience of negotiating various kinds of contracts in his corporate
career, and also the knowledge of the best practices and negotiation frameworks.
His methods are focused on skill building based on role plays and case simulations in Indian context His
clients include Reliance Nippon ,Fiat Chrysler Automobiles India Automobiles, and Godavari industries , among
others . He also teaches negotiation to full time MBA students and Executive MBA participants at Somaiya.

Prof. Sengupta is the author of Human Resources Management: Concepts, Practices and new paradigms
published by Sage. He also authored two case studies for Ivy Business School on strategic alignment of HR
strategy with business strategy at India First Insurance and Technology adaption at Ambuja Cements.

To register youyou
To register cancan
callcall
ononBoard
Board: 022 - 2771
: 022 - 27710518
0518or
or Mobile
Mobile :: 9967362398
9967362398 / 9930648673
/ 9930648673
E-mailE-mail
us on hrd@icwgroup.org
us on hrd@icwgroup.org
 ICW GROUP PRESENTS
ADVANCED “A giant leap to the future”

NEGOTIATION SKILLS
29th & 30th August, 2019
Day-1 & Day-2
9. 00 am: Registration with Tea Coffee Snacks
Welcome address and Introduction of Participants
Sessions Plan
Session 1: Introduction to negotiation
— The characteristics of successful negotiators.
— The negotiation terminology and frameworks.
— When to negotiate and when not to negotiate.

Session 2: Negotiation Styles

— Different ways people negotiate.
— The Personal characteristics that in uence negotiation.
— Self-assessment.
— Effective ways to work with people with different negotiation styles.

Session 3: Negotiation approaches

— Distributive Negotiation and how to succeed in it.
— Integrative Negotiation and how to succeed in it.
— Negotiation tools & techniques.
— Principle centred negotiation and how to succeed in it.
— Identify the four steps in the negotiation process.

Session 4: Preparation and Opening

— Identify fears and "hot buttons "as well as strategies to overcome them.
Preparation of a negotiation Check list and metrics.
— The elements of an ideal opening.
— Importance of building rapport and formulation of ground rules.

Session 5&6: Negotiation with Vendors in a Project

— Case studies and Role Play
— Feedback
Session 7&8: Negotiating in a collective bargaining.
— Case studies and Role Play
— Feedback
GROUP DISCUSSION QUESTIONS AND ANSWERS.
5.30pm closing remarks for Day one by the trainer.
Certificates and Closing remarks for Day two

To register youyou
To register cancan
callcall
ononBoard
Board: 022 - 2771
: 022 - 27710518
0518or
or Mobile
Mobile :: 9967362398
9967362398 / 9930648673
/ 9930648673
E-mailE-mail
us on hrd@icwgroup.org
us on hrd@icwgroup.org
 ADVANCED NEGOTIATION SKILLS
SALES CONTACT
Please fill in BLOCK LETTERS Contact:
1) Name: Mr. John Philip
Designation: john.philip@icwgroup.org
www.icwgroup.org
Email: hrd@icwgroup.org
ICW GROUP
2) Name: 3/4, Plot No. 85, Abhishek Building,
Designation: Sector – 21, Nerul, Navi Mumbai
Email: 400706, Maharashtra, India

3) Name:
Designation: th th
Email: 29 & 30 August, 2019
Organisation:
Terms & Condition:
Address:
1)Fees are inclusive of program materials & refreshment.
2)Payment Terms :- Following completion and return of the registration form, Full
Payment is required within 5days from receipt of the invoice, PLEASE NOTE: payment
Town: State: must be received prior to the conference date. A receipt will be issued on payment. Due to
limited conference space, we advise early registration to avoid disappointment. A 50%
Country: Pin Code: cancellation fee will be charged under the terms outlined below. We reserve the right to
refuse admission if payment is not received on time.
Tel No: Fax: 3)Cancellation/Substitution:- Provided the total feel has been paid, substitutions
between 14days and the date of the event will be allowed subject to an administration fee
Nature of Business: of equal to 10% of the total fee that is to be transferred otherwise all bookings carry a
50% cancellation liability immediately after a signed sales contract has been received by
Company Size: ICW group(as defined above). Cancellation must be received in writing by mail or fax six
(6) week before the conference is to be held in order to obtain a full credit for any future
ICW Group conference. Thereafter, the full conference fee is payable and is non-
refundable. The service charge completely non-refundable and non-creditable payment
terms are five days and payment must be made prior to the start of the conference. Non
AUTHORISATION: payment or non attendance does constitute cancellation. By signing this contract the
client agrees that in case of Dispute or Cancellation of this contract that ICW Group will
Name: not be able to mitigate its losses for any less than 50% of the total contract value. If, for
any reasons, ICW Group decides to cancel or postponed this conference, ICW Group is
Designation: not responsible for covering airfare, hotel, or other travel costs incurred by clients. The
conference fee will not be refunded, but can be credited to a future conference, event
Signature: Date: program, content is subject to changes without notice.
4)Copyright etc: - All intellectual property rights in all materials produced or distributed
by ICW Group in connection with this event is expressly reserved and any unauthorized
duplication, publication or distribution is prohibited.
All events and sent mails are sole efforts of ICW Group based on market research. Any
relevance with any other mail or event is purely co-incidental. Also, you are requested to
INR 27, 500/- + 18%GST keep this mail confidential and do not forward them out of the organization.
5)Data Protection: - Client information is kept on ICW Group companies database and
(Per delegate) used by ICW Group companies to assist in providing seceded produce and services
which may be of interest to the Client and which will be communicated by letter phone fax
(inn. automatic dialling) email or other electronic means.
6)Important note:- While every reasonable effort will be made to adhere to the
Payment Method: advertised package, ICW Group reserves the right to change event dates sites or location
or omit event features or merge the event with another event as it deems necessary
Payment to be done within 5 working days from without penalty and in such situations no refunds part refunds or alternative offers shall be
made. In the event that ICW Group permanently cancels the event for any reason
the receipt of invoice. whatsoever (including but not limited to any force majeure occurrence) and provided that
the event is not postponed to a later date nor is merged with another event the Client
Cheque DD Bank Transfer shall receive a credit note for the amount that the Client has paid to such permanently
cancelled event valid for up to one year to be used at another ICW Group event. No
refunds part refunds or alternative offers shall be made.
7)Governing law:- This Agreement shall be governed and construed in accordance with
All Cheques in favour of: the law of India and the parties submit to the exclusive jurisdiction of the Indian Courts in
Mumbai. However ICW Group only is entitled to waive this right and submit to the
“ ICW GROUP ” jurisdiction of the courts in which the Client's office is located.

NON-RESIDENTIAL PROGRAM