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CAMI Research
CAMI research offers a database of fresh insights and viewpoints, based on a wide variety of facts gleaned from original research in many areas of HR - OD & strategic HR, training & development, compensation and performance, talent management.
WHRB Research
WHRB is a not for profit organization focusing on peer to peer learning and development of HR Leadership through scholarship and peer events

Certified Master Negotiator (CMN)

Professionals, leaders , managers, sales persons and workers have to face complex and challenging problems of influencing and persuasion at professional and personal level every day. They have to deal with key persons for agreement and collaboration all the time. Skills and knowledge of the process is therefore required for successful negotiations. This program helps to learn the skills and approaches that successful negotiators use. It helps to comprehend the steps followed in an effective negotiation process and establish relative association between Preliminary and Execution stages of a negotiation.

The purpose of the program is to make the participants understand the role of standards, power, and body language in creating a productive negotiation environment and identify the importance of communication skills in negotiation .It also helps to learn to manage conflicting situations and counter downplaying tactics such as Gambits. This program will help to emerge as an effective negotiator possessing competent skills to make way in critical negotiation situations.

MODULE 1: Understanding Negotiation

  • Why Negotiation is important?
  • Types of Negotiations
  • Why Negotiations Fail
  • Evaluate yourself as a Negotiator
  • Skills required for Negotiation
  • Instruments used for Negotiation

MODULE 2: The Negotiation Process – Pre Work

  • Maximizing Value
  • Standards in Negotiation
  • Finding out Tradable
  • ZOPA
  • BATNA
  • WATNA

MODULE 3: Process of Negotiation

  • Opening the gates and power in execution
  • Goal Setting
  • Exchanging Information
  • Offer and Counter offer
  • Agreement and Implementation

MODULE 4: Advanced Skills

  • Gambits in Negotiation and their Remedies
  • Seven Different Types of Negotiation
  • Ten Tactics Essential for Negotiation
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