Strategic Negotiation Skills for Managers
Course Objective
Equip students with the negotiation mindset and tools to handle interviews, internships, B2B sales, HR offers, and internal conflict management.
Learning Outcomes
- Understand BATNA, ZOPA, anchoring, and influence techniques
- Practice negotiation simulations across industries
- Handle job offer negotiations with confidence
- Learn stakeholder alignment and persuasion
Strategic Negotiation Skills for Managers Syllabus T30
| Session No. | Topics | Tool/Reading/Activity | Skill Focus | 1 | Introduction + Distributive vs Integrative Negotiation | Role Swap + Pie-Slicing | Strategy & Mindset |
|---|---|---|---|
| 2 | BATNA, Reservation Price & ZOPA | Estimation Drill + Simulation Lab | Leverage Awareness |
| 3 | Anchoring, Framing & Interest vs Position | Salary Roleplay + Conflict Roleplay | Opening & Collaboration |
| 4 | Power, Persuasion & Tactics | Cialdini Principles + Dirty Tricks | Ethical Influence |
| 5 | Listening, Empathy & Gender Bias | Silent Negotiation + Gender Case | EQ & Sensitivity |
| 6 | Non-verbal Communication + Conflict Resolution | Body Language Drill + Team Conflict | Emotional Signals |
| 7 | Job Offer Negotiation + Placement Readiness | CTC Breakdown Roleplay | HR Negotiation |
| 8 | Cross-Cultural Negotiation + Global Scenarios | Business Cases from Asia/EU | Cultural Fluency |
| 9 | Multiparty Stakeholder Management | NGO Simulation | Strategy Alignment |
| 10 | Customer-Vendor Negotiation (B2B) | Roleplay Simulation | Sales Readiness |
| 11 | Group Negotiation: Internal Politics | Team Negotiation Lab | Politics & Consensus |
| 12 | Final Simulation Lab I | Time Pressure Roleplay | Decision Agility |
| 13 | Final Simulation Lab II + Peer Feedback | Reflection & Review | Strategy Refinement |
| 14 | Final Jury Negotiation Challenge | Jury Evaluation | Performance Demonstration |
Textbook & Resources
- Getting to Yes – Roger Fisher & William Ury
- Harvard Negotiation Project Cases
- Roleplay simulations and job offer negotiations