Leadership Programme
Managing Negotiations
Overview
Man is a Social Being.
Embedded in communities including virtual communities, each of us in our role taking and action choices, is negotiating with the Other. So, in our work systems, our membership, our power, our satisfaction, and our role-effectiveness is very much influenced by how we negotiate. There is a price each of us pays, including frustration, a sense of victimization, a sense of alienation and aloneness, if we do not learn to negotiate well.
As Managers and Leaders, and often where we may not have formal authority, we are demanded to influence stakeholders towards preferred choices and contracts. Often behind the lament of an inability to impact such stakeholders, lies an absence of both a skill and a perspective, that has not been honed enough.
Managing negotiations thus becomes a learning journey, where you would be exposed to and skilled in both the art and the science of complex negotiations. This course looks at a wide spectrum of application areas that a consultant and a human being encounters on any given day. It would also prepare you for complex themes including cross-cultural themes that you may encounter in your professional journey.
Programme details
Important Dates & Time
*Dates and Schedules are subject to change
| Dates | Duration | Mode | Fee |
|---|---|---|---|
| November 13-14, 2025 | 2 days | In-Campus | Rs. 50,000/- + GST Per Participant |
Gagandeep Singh
Prof. Gagandeep is a Visiting Faculty at Centre for Executive Education, Mahindra University. He is a seasoned academician and consultant with over 31 years of experience, including 22 years in consulting, specializing in culture transformation, leadership development, coaching, and change management. A graduate of IIM Ahmedabad (PGDM, Finance, 1992-94), he has worked extensively across India, the USA, the UK, and the Asia Pacific, collaborating with multinational corporations and Indian organizations on strategic organizational development initiatives.
As a visiting faculty, Gagandeep has been associated with some of the most prestigious business schools. At IIM Ahmedabad, he has taught Leadership (ILPM) for PGPX and PGPs from 2013 to 2022 and co-anchored the ERI program between 2003 and 2006. At INSEAD (ILPSE), he directed an immersive module for seven years, focusing on group dynamics in their flagship leadership program for India and South Asia. He is also actively involved with Indian School of Business (ISB) in Hyderabad and Mohali, delivering executive education programs on ‘Managing Change,’ ‘Influencing Stakeholders,’ ‘Negotiation Strategies,’ and leadership development. His academic contributions extend to IIM Udaipur, Tata Institute of Social Sciences (TISS), FLAME Pune, and IMDR Pune. Additionally, he has co-authored Organization Development and Alignment – The Tensegrity Mandala Framework, which is part of the doctoral curriculum at William James College, Boston, where he has been teaching since 2021.
Beyond academia, Gagandeep plays a crucial role in behavioral science institutions. He serves as a Director at Sumedhas Academy for Human Context, a not-for-profit body dedicated to process work and behavioral labs. As a member of Group Relations India (GRI), he has been a consultant for numerous Group Relations Conferences (GRCs) in India and Europe, including engagements in France and the Netherlands. He is also affiliated with IFSI France and MOTUS Italy, institutions that anchor Group Relations Conferences in France and Italy. His training at Tavistock Institute, Leicester, UK, between 2006 and 2012, has further shaped his expertise in group relations and leadership development.
In the startup ecosystem, Gagandeep is the co-founder and Director of Reflexive Lenses Consulting, a pioneering firm that develops tools to explore individual and organizational identity. He is also an investor and stakeholder in GlobalGyan Academy of Management Education, an EdTech startup focused on management learning. Additionally, he co-founded Turn The Bus (TTB), an NGO leveraging EdTech to provide education and livelihood opportunities, currently supporting over 350,000 students from underprivileged backgrounds through its high school education app.
Gagandeep’s diverse expertise, spanning academia, consulting, and entrepreneurship, positions him as a thought leader in leadership development, organizational transformation, and executive education.
Key Topics Covered in the Programme
- Strategic Negotiations: Discerning my “Personal philosophy and biases”
- Theoretical Foundations for Negotiations – Differentiating Integrative Negotiating Strategy from Distributive Negotiating Strategy
- Distributive Negotiations – Approach, Tactics, and Roles
- Integrative Negotiations – Building Trust and Exploring MESO
- Stakeholder Mapping – Profiling and building an Approach
- Listening to the Articulated and the Unarticulated
- Influencing Strategies – Approaches, Styles, and building a tool box
- Building a Negotiation Team within the System
- Multi Party Negotiations – Approaches and Practices
Who Should Attend ?
This course is suitable for middle to senior level executives, who habitually need to work with multiple stakeholder groups, internal and external, to achieve their organizations’ objectives.
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