• Difference between a Skillful and an Average Negotiator
• Negotiation strategy based on Relationship and Substantive issues
• Importance of preparation in achieving the desired goals
• Identify your BATNA – Best Alternative to the Negotiated Agreement that sets the threshold
• How Skillful negotiators plan their BATNA, Reservation Price and ZOPA?
• Logrolling – Trading across Issues and Claiming Value on the table
• Anchoring – How it creates strong negotiating Pivot
• Psychological Traps
• Framing – Risk Perception in Potential Gain and Loss
• Qualities of a Skillful Negotiator

The program is recommended for senior executives working either as individual contributors in Sales, HR, Supply Chain, Project Management etc. and/or  team leaders heading profit centres. It shall benefit those for whom  Skillful Negotiation is a sine qua non (essential condition) while dealing with internal and external customers in achieving their KRAs/KPIs

Mr. Rajan Parulekar, B.E. (Electrical), MBA

• Author, Contextual Selling®: A New Sales Paradigm for the 21st Century
• Completed Enhancing Sales Force Performance program at IIM-A in 2013
• Trained around 15,000 managers and sales executives from 1000+ companies since                     
• Conducted programs for culturally diverse groups in India, Malaysia, Singapore, Sri Lanka, GCC
• Winner: Best Sales Performance in Asia Award while working for Wiltron Inc USA 1990
• Winner of International Taped Speech Contest by Toastmasters Int'l 1997
• Worked with Larsen & Toubro, Wiltron and Toshniwal in Sales and Marketing