Negotiation And Decision Making Skills


By Prof. Dishan Kamdar

  • October 10, 2019 - 9:00am
  • Delhi

Program Information

In business, the ability to negotiate well is not merely an important skill – it is essential to success. 

All negotiations – whether with clients, strategic partners, merger candidates, union representatives, key employees, investors, colleagues, vendors, or service providers – require the ability to create and capture value through cooperation 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, one-day introduction to negotiation analysis and practice. The program uses negotiation simulations, case studies and group discussion to highlight practical applications of the issues discussed. By the end of the program, participants will have a conceptual framework, which will help them turn their own negotiating experience into expertise. In addition, participants will be able to transform the learning to more effectively manage client relations and avoiding systematic biases in making decisions.

This program will be beneficial to management whose work involves negotiating with subordinates, peers, superiors and vendors. Those who seek to better understand the strengths and weaknesses of their own negotiation style and strategic habits, improve their own negotiation performance and enhance the quality of their negotiated settlements will benefit from this course.

Program Director 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 Programmes 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 programmes, Student Engagement and Applied Learning, Career Advancement Services, Alumni Relations and the launch of new programmes.

Under his leadership, ISB was successful in admitting the largest ever student body, setting new benchmarks in student placements of its flagship programmes and strengthening its alumni engagement. He also played a vital role in integrating programme 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 (Programmes) 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 programmes, advanced management programmes and short duration executive education programmes 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 programmes, 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 programmes. 

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 programmes, 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 programme 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.

EVENT INFO :

  • Start Date:October 10, 2019
  • Start Time:9:00am
  • End Date:October 10, 2019
  • End Time:6:00pm
  • Location:Delhi
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