Winning Business Negotiations


By Prof. Dishan Kamdar (Vice-Chancellor, FLAME University)

    Winning Through Business Negotiations

    Date: 20–21 February 2020


    Key Challenges

    Negotiation is both an art and science. Gaining expertise in this fundamental aspect of management and leadership will ensure you achieve the best possible outcomes in business, workplace and in life. All negotiations – whether with colleagues, clients, strategic partners, during M&As, union representatives, key employees, investors, vendors, or service providers – require the ability to create and leverage value through collaboration while fostering strong working relationships with others. Focusing on one at the expense of the other inhibits the potential for gain in any partnership. Like most other skills, the ability to perform in negotiations is determined by some combination of natural ability, experience and formal training. Yet most managers have received little or no negotiation training.

    This program provides an intensive, two-day introduction to negotiation analysis and practice, which will provide participants with a conceptual framework that will help them turn their own negotiating experience into expertise. At the end of the programs, you can expect to become a better business partner, supportive colleague and a have nuanced understanding of collaborative value-creating outcomes.


    Program Benefits

    This program will benefit any professional whose work involves negotiating with subordinates, peers, superiors and external stakeholder. Those who seek to better understand the strengths and weaknesses of their own negotiating style, and enhance the quality of their negotiation behaviour will benefit from this program. Participants will be able to:

    • How to create a collaborative work force
    • Negotiating with difficulty colleagues and creating a mutually beneficial work environment
    • Improve one’s position in a negotiation, as well as the agreement terms
    • Know how to protect, if not enhance, relationships with negotiating counterparts
    • Manage the negotiation process more effectively
    • Be able to prepare for any size of a negotiation deal
    • Understand how to respond to opposition in order to move a negotiation forward and have an improved sense of when to walk away
    • Gain a more insightful understanding of the importance of strategic flexibility in negotiations
    • Recognize the importance of contingency agreements in the creation of better profitable and sustainable outcomes
    • Understand the psychological dynamics of various negotiation tactics
    • Gain experience of applying the framework to simulated contexts that mirror negotiations encountered in participants’ real-life business contexts

    Participant Profile

    Negotiation skills are required at all levels of an organization and in a variety of other circumstances, therefore this program will benefit any professional who leads and manages projects, processes, and teams, or who deals with internal and external stakeholders.


    Program Faculty Bio

    Professor Dishan Kamdar, is the Vice Chancellor of the FLAME University – the pioneer of liberal education in India since August 8, 2018. Prior to this, he was the Deputy Dean, Academic Programs and Professor of Organisational Behaviour at the Indian School of Business (ISB), the top ranked global business school in India. A leading researcher, senior faculty member, executive coach to CEOs of renowned corporates and family businesses in India, and a favourite professor to all his students- Dishan handles these multifaceted roles with equal ease.

    A passionate teacher before anything else, Dishan’s biggest priority are his students and alumni. “Nothing gives me more satisfaction than to see my students and alumni succeed in their careers and in the process make their alma mater proud”, he says. In his current role as VC, he is leading FLAME 2.0 – the next phase of growth, expansion and internationalization of FLAME University to make it a truly world-class institution in all respects.

    At ISB, he was responsible for selecting and nurturing talent right from admissions to alumni engagement. In addition to teaching and research, he was directing Admissions and Financial Aid, Academic Services and Administration for the various PG and degree equivalent programs, Student Engagement and Applied Learning, Career Advancement Services, Alumni Relations and the launch of new programs.

    Under his leadership, ISB was successful in admitting the largest ever student body, setting new benchmarks in student placements of its flagship programs and strengthening its alumni engagement. He also played a vital role in integrating programs delivery and faculty recruitments across two campuses in line with ISB’s philosophy of ‘One School two campuses’. Prior to being the Deputy Dean, Dishan served as the Senior Associate Dean (Programs) for almost 8 years and during that stint, he was instrumental in leading a major curriculum revamp at the School.

    Executive Coach, Mentor and Teacher:

    Dishan specializes in teaching Negotiation Analysis and Decision Making, to students of the various PG programs, advanced management programs and short duration executive education programs at ISB. He has been awarded the ‘Professor of the Year’ seven times in the last decade by students of the PGP, PGPMAX, PGPMFAB and the PGP Pro programs, for his hands-on teaching style and well-crafted course content. His ratings by students have been consistently amongst ISB’s top 1% of professors, many of who hail from top business schools across the world. He is also a frequently sought after faculty amongst the mid to senior level industry professionals, who attend the executive education programs.

    Dishan’s expertise encompasses the space of negotiations and work place behaviour. He is a personal coach to CEOs of top-notch companies and conglomerates on influence and negotiations. Through structured practical and case-based programs, he equips leaders to manage difficult conversations and dispute situations to emerge as better agents of influence. He also trains senior executives from PSUs and the Government. Some of the organizations where he has taught and consulted include Novartis Healthcare, Defence Ministry, Standard Chartered Bank, LIC, Facebook, American Express, Axis Bank, Indian Police Force, Ernst & Young, ONGC, Walt Disney Company, Nokia, Cadbury, GE Healthcare, Bank of Baroda, Bajaj Allianz, Airtel, Wockhardt, Bennett Coleman & Co., Star India, Infiniti Retail, etc.

    Researcher par Excellence:

    Dishan is cited as one of India’s top researchers and among the leading ones globally. He is credited with achieving this success far earlier than several others in academia. He has published papers in top-tier international journals and has been invited to present his studies at international conferences. His research interests include work related performance and extra-role behaviours which are both ‘promotive’ and ‘prohibitive’, knowledge sharing, group performance, trust, voice in the organisation, whistle blowing, creativity and leadership, work culture and more.

    Experience Summary, Achievements and Qualifications:

    Dishan Kamdar joined the ISB in 2004 and progressed into leadership roles within a short span – compared to his peer group internationally, Dishan has been amongst the youngest academicians be selected into deanship roles. He was granted an early tenure, in his fourth year, based on his research excellence and subsequently awarded a full professorship, which also makes him one of the youngest full professors in academia internationally. He is the recipient of multiple teaching awards right from his early days

    Labeled as “the central pillar for ISB” Dishan surpassed many a milestone in teaching, research and institutional governance. Under his leadership, the admissions reached a 15-year high in the past year. He was also instrumental in launching PGPPro, a weekend MBA equivalent programs geared toward working professionals.

    Prior to ISB, Dishan taught Organizational Behavior at the National University of Singapore (NUS). He started his career as an entrepreneur in 1998 as the owner of a trading firm. He grew interested in the theory behind motivation, leadership and negotiation skills, and subsequently pursued his Masters in Science degree and specialized in organizational behavior. Over the years, his skills in negotiations and decision making have helped him grow his business to achieve an annual turnover of over US$ 65 million. Dishan holds a PhD from the National University of Singapore, 2004, MSc (Management), National University of Singapore, 2001 and BBA (Hons), National University of Singapore, 1999.


    Program Dates

    20 – 21 February 2020


    Program Fees

    Rs. 50,000 + GST (As applicable)

    Fees should be paid in cheque or demand draft and made payable to “FLAME University Pune” at Pune. Please write the applicant name and “Program Name” at the back of the demand draft/cheque.
    Payment should be mailed to FLAME University, 401, Phoenix Complex, Bund Garden Road, Opp. Residency Club, Pune – 411001, Maharashtra, India.

    Fee can also be paid through Electronic Fund Transfer. The details are:

    • For credit to Savings Bank A/c No.062010210000010, Account name – FLAME UNIVERSITY PUNE, Bank of India, Lavale Branch, Pune (RTGS/IFSC Code: BKID0000620)
    • Name of Remitter:_____________(Please mention the name of the sponsoring organization)
    • Purpose of Remittance: Winning Through Business Negotiations
    • FLAME University GST Number: 27AAATF2122L1ZW

    Please inform us the complete transaction details so that we can connect the same.


    Venue

    FLAME University, Pune


    How to apply

    • Download the application form from http://cee.flame.edu.in/apply-now/ and follow the mailing instructions mentioned therein (or)
    • Write to us at cee@flame.edu.in for more details (or)
    • Call us: +91-20 67906020 | +91 8454854112 | +91 9205361346

    Discount

    Early Bird Discount: Nominations received with payments 45 days before the program dates shall be entitled to an early bird discount of 5%. Early submission of fee and nomination does not, however, guarantee acceptance of application.

    Group Discount: Please write to us cee@flame.edu.in for more details.

    Program Director

    Dishan Kamdar

    Vice-Chancellor, FLAME University



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