PROGRAMME OVERVIEW

In today's competitive business environment, strategic negotiations go beyond securing favorable terms-they focus on maximizing value, strengthening relationships, and ensuring long-term sustainability, Whether in Sales and Business Development, Industrial Relations (IR) and Employee Negotiations, or Procurement and Vendor Management, professionals must influence, persuade, and create win-win solutions in complex, high-stakes scenarios,

This intensive three-day program will equip PSU leaders with structured negotiation frameworks, advanced persuasion techniques, and multi-stakeholder management skills. Participants will learn to plan negotiations strategically, leverage data-driven insights, manage conflicts, and confidently navigate cross-functional and multi­ party discussions. The program integrates real-world case studies, simulations, and Al-driven negotiation strategies to ensure immediate applicability in government contracts, large-scale procurements, workforce negotiations, and high-value sales engagements.

OBJECTIVES

•      Develop advanced negotiation strategies

•      Strengthen persuasion and influencing skills in multi-stakeholder negotiations

•      Enhance negotiation capabilities in sales and business development

•      Build expertise in procurement and vendor negotiations

•      Improve conflict resolution skills in IR and employee relations

•      Leverage data, Al, and analytics for better negotiation outcomes

•      Master multi-party, cross-functional, high-stakes negotiations

•      Inculcate ethical, legal, and compliance-driven practices in negotiations

CONTENT

Day 1: Foundations of Strategic Negotiations

•      Introduction to negotiation frameworks and key principles

•      Mastering persuasion and influence techniques

•      Strategic sales and business development negotiations

•      Case study analysis and application

Day 2: Advanced Negotiation Techniques

•      Procurement and vendor negotiations for cost optimization

•      Data & Al-driven strategies in negotiations

•      Employee and IR negotiations

•      Role-play and simulation-based assessments

Day 3: Multi-Stakeholder & High-Stakes Negotiations

•      Multi-stakeholder and cross-functional negotiations

•      Conflict resolution strategies for complex scenarios

•      Legal, ethical, and compliance considerations in negotiations

•      Group presentations and feedback session

The pedagogy includes lectures, role-plays, outbound exercises, case studies, self-assessment quizzes, simulations, and panel discussions

METHODOLOGY

The program employs an interactive and experiential learning approach, incorporating:

•      Case-based discussions

•      Simulations and role-plays

•      Data and Al-driven negotiation exercises

•      Peer learning through group activities

•      Panel discussions with industry experts

•      Self-assessment tools for skill evaluation

FACULTY PROFILE

The program will be led by Prof Venkata Emani, Faculty at the Centre for Management Studies, ASCI. With nearly 30 years of industry and academia experience. He is an alumnus of IIM Ahmedabad and was an exchange scholar at the University of Texas at Austin. He has held leadership roles at BPCL (a 'Maharatna' PSU) and Det Norske Veritas AS (an MNC), in addition to serving at NMIMS University before joining ASCI.

He has conducted numerous training programmes and consulting assignments for leading organizations such as IOCL, BPCL, HPCL, Cairn India, GAIL, NMDC, ONGC, Reliance, MGL, GSPC, Essar Oil, Coromandel Fertilizers, NPCIL, SOI, OFB, RINL, DRDO, PMJ Jewels, Canara Bank, NAFED, SAIL, and SBI Life, Central Bank of India among others in the public and private sectors.

PARTICIPANT PROFILE

This program is designed for middle and senior-level sales and business development professionals. It is particularly suited for Sales Managers, Team Leaders, Directors, and Senior Executives in B2B sales across industries such as Banking, Financial Services, and Insurance (BFSI), Oil & Gas, Energy, Petrochemicals, Telecom, IT, Pharma, Retail, Consumer Goods, Tourism, Hospitality, and Fertilizers. Participants will gain actionable insights and practical frameworks to drive successful negotiations within their respective sectors.

 Organisational sponsorship is essential

 VENUE

 The programme is fully residential and the participants will be accommodated in air-conditioned single occupancy rooms. The college does not provide accommodation for the family. The college is Wi-Fi enabled in a comprehensive way.

 DURATION

The program duration is 3 days starting from December 1-3, 2025. The participants are expected to arrive a day before commencement and may leave after the conclusion of the program.

 PROGRAMME FEE

Residential Fee: Rs. 43,700/- (US $ 683 for foreigners) plus GST as applicable (presently 18%) per participant. The fee covers tuition, board and lodging, courseware (in electronic form) and other facilities of the College including internet usage.

 Non-Residential Fee: Rs. 37,700/- plus GST as applicable (presently 18%) per participant. The fee covers tuition, course ware (in electronic form) working lunch and other facilities of the College including internet usage.

 A discount of 10% on the Programme fee for three or more participants from the same organisation will be given, provided the payment is credited into our Bank account before November 07, 2025.

MEDICAL INSURANCE

The nominees are requested to carry with them the proof of Medical Insurance. The sponsoring agency is required to endorse the nominees' medical coverage in the event of hospitalization

LAST DATE FOR NOMINATION

Please use the prescribed/attached form. Last date for receiving nominations is November 03, 2025. Kindly contact Programmes Officer for further details (contact details are given at the end of the nomination form).

LAST DATE FOR WITHDRAWAL

November 05, 2025. Any withdrawals after this date will entail forfeiture of fee paid, if any.

ASCI ALUMNI ASSOCIATION

Participants of the College programmes will automatically become members of the ASCI alumni association.

CERTIFICATE OF PARTICIPATION

The College issues a Certificate of Participation on conclusion of the programme.