Negotiations Skills Clinic - Indian Institute of Management ...

Negotiations Skills Clinic
July 25-27, 2011
Managing by Inspiring
August 17-19, 2011
Human Resourcefulness
Management
September 5-7, 2011

Negotiations Skills Clinic
July 25-27, 2011
Managing by Inspiring
August 17-19, 2011
Human Resourcefulness
Management
September 5-7, 2011
The Negotiations Skills Clinic will
benefit any manager who wishes to
improve his/her negotiations
capability in fulfilling assigned rolesresponsibilities,
inter functional
coordination, negotiating
transactions, resolving conflicts and
in building long term relationships. A
“Seven Step Negotiations Method”
will be the key learning outcome.
The Managing by Inspiring
experience is for any manager
who is in search of a radically
different, challenging, uplifting,
sublimating approach as well as a
set of skills to bring out the best
in individuals and teams while
striving and stretching towards
fulfilling organizational purposes.
“Theory M” is the proposed
answer and a “Ten Skills
Framework” will be the main
takeaway.
The Human Resourcefulness
Management programme will
help functional HR Managers and
General Managers with an HR role
to experience the difference
between viewing organizational
personnel as “resources” to be
“managed” versus seeing every
organizational person as a
“powerhouse of resourcefulness”
to be “unleashed”. “Ten Sensitizing
Prisms” for bringing about a
radical shift in reimagining
contexts will be explored.
Programme Coordinator: Prof Jerome Joseph

Negotiations Skills Clinic
July 25-27, 2011
If there is one skill which we have all been using all our lives in our personal, social and professional
settings, it is without doubt, the skill of negotiating. This also means that each of us participating in this
learning episode will be bringing a great deal of rich experience as a negotiator – all the highs and the
lows, the successes and the failures, the frustrations and the glowing memories, the positives and the
negatives – as we engage each other in the negotiations sessions.
Quite justifiably, therefore, there is one question we can all ask as we embark on taking a good, hard
look at the skill of negotiating – Is there anything more one can learn over and above all those
negotiations lessons which we have learnt over the years in the rough and tumble of executive life?
Without the slightest hesitation, therefore, one can say with some measure of confidence – Rich
experiential knowledge reinforced by conceptual sensitization is indeed the highly recommended
recipe in order for each of us to take a quantum leap in our ability to negotiate, especially when it comes
to dealing with the context of intricate and competitive transactions involving complexity and
conflicting interests of multiple interacting stakeholders.
It is in this context that the Negotiations Skills Clinic has been designed to gain a deeper understanding
of negotiations behaviour in our interactions and transactions. The main focus of the Clinic will be to
try and develop sensitivity to a process oriented negotiations approach based on a critical appreciation
of the ingredients which go into great negotiations ability.
OBJECTIVES
The learning objective for the day will be
• To develop insights into the elements of negotiations behaviour
• To translate that understanding which we gain into actionable deliverables as negotiators
• To take home a simple, usable method which can be put into action from the next time around
we are going to be negotiating - anywhere – with anyone - at the workplace, at the market place,
at home, in our own restless minds even when we are but wrestling with our own alter egos…!!
METHOD
The negotiations module will be based on learning through engaging together with Case Studies of real
life experiences and Role Play Simulations of negotiations episodes in organizations. An attempt will
be made to bring the best of theory as well as negotiations practice into the explorations into
negotiations processes. The focus will be on facilitating introspection into the negotiations orientations
of interacting participants in an intense engagement with each other as we try to analyze the case and
the role play and relate the emerging insights to our own negotiations capability embedded in all those
years of varied experiences.
Programme Coordinator: Prof Jerome Joseph

Venue and Accommodation
The programme will be held at the Indian Institute of Management, Ahmedabad. Participants get full board and airconditioned,
single room accommodation at the Institute campus.
Fee
Rs. 60,000 per participant from SAARC countries including India and US$ 1,900 for participants from other countries.
Kindly note that 10.30% service tax is applicable in addition to the fee. Please note that the programme fee should be
received at the MDP Office before the programme commencement date. The fee covers tuition fees, teaching material,
room and board expenses.
Fee for the programme can be paid by Demand Draft payable at Ahmedabad , India or a pan India cheque payable at
par. The cheque or draft should be in favour of “Indian Institute of Management, Ahmedabad”.
Fee can also be paid through Electronic Fund Transfer. The details are:
1. For credit to Savings Bank A/c No. 032010100040460, IIM, Ahmedabad, Axis Bank, Vastrapur Branch (RTGS
Code: UTIB0000032)
2. Name of Remitter:________________ (Please mention the name of the sponsoring organization)
3. Purpose of Remittance: Negotiations Skills Clinic
4. IIMA Permanent Account Number (PAN): AAATI1247F
Please DO inform us the complete transaction details so that we can connect the same.
In case of any cancellation, the fee will be refunded only if a request is received at least 15 days prior to the
programme commencement date.
Discount
Early Bird Discount: Nominations received with payments three weeks before the programme dates shall be entitled
to an early bird discount of 10%. Early submission of fee and nomination does not, however, guarantee acceptance of
application.
Group Discount: Any organization sponsoring five or more participants to a programme will be entitled to a discount
of 10% on total fee payable, provided that at least five participants actually attend the programme. At the time of
submission of nomination forms, sponsors are requested to pay the full fee. Applicable discounts will be given on
completion of the programme through refund cheques.
Organizations can avail themselves of both the discounts subject to a maximum overall discount of 15%
Income Tax Exemption
Indian Institute of Management, Ahmedabad, holds income-tax exemption certificate No. ACIT/TDS Circle/IIM/2010-11 dated
23/4/2010 under section 197 of the I.T. Act, 1961, issued by Assistant Commissioner of Income Tax, TDS Circle, Ahmedabad, which
was valid up to March 31, 2011. It is expected to be renewed for the current financial year also. Therefore, please do not deduct any
tax on the professional fee paid.
Nominations and Inquiries
Nominations should reach the Manager, MDP two weeks in advance. Organizational sponsorship is generally
required but can be waived in case the participant is likely to gain significantly from the programme for personal
improvement or greater job effectiveness. A formal acceptance letter will be sent to nominees subject to selection and
approval by the programme faculty. The important due dates for each of the programme are as follows:
Name of the Programme Last Date for Availing Last Date for Receipt
Early Bird Discount of Filled-in Forms
Negotiations Skills Clinic July 4, 2011 July 11, 2011
Managing by Inspiring July 27, 2011 August 3, 2011
Human Resourcefulness Management August 16, 2011 August 22, 2011
For nomination forms and more information, please contact:
Manager, MDP
Indian Institute of Management, Vastrapur, Ahmedabad 380 015, India
Phone: 91-79-2632 4071-7, 91-79-6544 9057 Fax: 91-79-2630 0352 (MDP) / 2630 6896 (General)
Email: mdp@iimahd.ernet.in Website: www.iimahd. ernet.in/mdp
Alumni Association
Participants will become members of the IIMA Alumni Association on completion of the programme. The alumni
enjoy certain benefits with regard to the Institute's publications, facilities, and activities.

Programme Coordinator: Prof Jerome Joseph
Managing by Inspiring
August 17-19, 2011
Swami Vivekananda has said in one of his many inspired moments – “If you don't let a person be a
lion/lioness, the person ends up being a fox/vixen”– suggesting that every human being is born with
enormous talent only waiting to be recognized, canalized, nurtured and unleashed for the larger as
well as one's own good as the person manifests herself/himself to the world. The phrase “if you don't
let” suggests that the narrative underlying the context in which a person's talent unfolds becomes
critical to the nature of development as well as deployment of the talent.
One kind of a context is the context which diminishes individual and collective aspirations for
excellence and simultaneously stifles talent. It is this kind of context which makes Mohandas
Karamchand Gandhi exclaim – “It has always been a mystery to me how men can feel themselves
honoured by the humiliation of their fellow beings”, Mahatma Gandhi, My Experiments with Truth, Part II
Chapter XXII. In the same breath, we can also join Gandhi in observing, “It has always been a mystery to
us how human beings can feel themselves honoured by subjecting themselves to the humiliation
inflicted on them by their fellow beings in the name of higher performance in workplace relations”. The
conception underlying Gandhi's lament refers to the not so uncommon context which leashes
individuals and teams by utilitarian, instrumental, opportunistic, command and control orientations
towards the exploitation of human talent in order to maximize rents and returns. The effect of this bleak
world view more often than not is just the opposite of what is intended which ostensibly is to get the
best out of human beings.
Is there then an alternative narrative to the one depicted above? Is there a more human, a more
respectful, a more sensitive, a more sublimating way of designing contexts for inspired talent nurture
as indeed portrayed by the poet laureate Rabindranath Tagore, Hymn XXXV, Gitanjali, Rupa 2002?
WHERE the mind is without fear and the head is held high
Where knowledge is free
Where the world has not been broken up into fragments
By narrow domestic walls
Where words come out from the depth of truth
Where tireless striving stretches its arms towards perfection
Where the clear stream of reason has not lost its way
Into the dreary desert sand of dead habit
Where the mind is led forward by thee
Into ever-widening thought and action
Into that heaven of freedom, my Father, let my country awake.
It is the search for the alternative narrative to the nurturing of talent which is the driving force behind
this new offering – Managing by Inspiring – based on work which we have been doing over the
years…The alternative narrative has been christened “Theory M” and will be the subject matter of this
3 day programme. Theory M will translate into a Theory M “Ten Skills Framework” which will help
managers to inspire talented individuals and teams towards ever-widening thought and action in the quest
for perfection while at the same time upholding personal dignity, collective humanity and public respect.

Venue and Accommodation
The programme will be held at the Indian Institute of Management, Ahmedabad. Participants get full board and
air-conditioned, single room accommodation at the Institute campus.
Fee
Rs. 60,000 per participant from SAARC countries including India and US$ 1,900 for participants from other countries.
Kindly note that 10.30% service tax is applicable in addition to the fee. Please note that the programme fee should be
received at the MDP Office before the programme commencement date. The fee covers tuition fees, teaching material,
room and board expenses.
Fee for the programme can be paid by Demand Draft payable at Ahmedabad , India or a pan India cheque
payable at par. The cheque or draft should be in favour of “Indian Institute of Management, Ahmedabad”.
Fee can also be paid through Electronic Fund Transfer. The details are:
1. For credit to Savings Bank A/c No. 032010100040460, IIM, Ahmedabad, Axis Bank, Vastrapur Branch
(RTGS Code: UTIB0000032)
2. Name of Remitter:________________ (Please mention the name of the sponsoring organization)
3. Purpose of Remittance: Managing by Inspiring
4. IIMA Permanent Account Number (PAN): AAATI1247F
Please DO inform us the complete transaction details so that we can connect the same.
In case of any cancellation, the fee will be refunded only if a request is received at least 15 days prior to the
programme commencement date.
Discount
Early Bird Discount: Nominations received with payments three weeks before the programme dates shall be
entitled to an early bird discount of 10%. Early submission of fee and nomination does not, however, guarantee
acceptance of application.
Group Discount: Any organization sponsoring five or more participants to a programme will be entitled to a
discount of 10% on total fee payable, provided that at least five participants actually attend the programme. At
the time of submission of nomination forms, sponsors are requested to pay the full fee. Applicable discounts will
be given on completion of the programme through refund cheques.
Organizations can avail themselves of both the discounts subject to a maximum overall discount of 15%
Income Tax Exemption
Indian Institute of Management, Ahmedabad, holds income-tax exemption certificate No. ACIT/TDS Circle/IIM/2010-11
dated 23/4/2010 under section 197 of the I.T. Act, 1961, issued by Assistant Commissioner of Income Tax, TDS Circle,
Ahmedabad, which was valid up to March 31, 2011. It is expected to be renewed for the current financial year also.
Therefore, please do not deduct any tax on the professional fee paid.
Nominations and Inquiries
Nominations should reach the Manager, MDP two weeks in advance. Organizational sponsorship is generally
required but can be waived in case the participant is likely to gain significantly from the programme for personal
improvement or greater job effectiveness. A formal acceptance letter will be sent to nominees subject to selection
and approval by the programme faculty. The important due dates for each of the programme are as follows:
Name of the Programme Last Date for Availing Last Date for Receipt
Early Bird Discount of Filled-in Forms
Negotiations Skills Clinic July 4, 2011 July 11, 2011
Managing by Inspiring July 27, 2011 August 3, 2011
Human Resourcefulness Management August 16, 2011 August 22, 2011
For nomination forms and more information, please contact:
Manager, MDP
Indian Institute of Management, Vastrapur, Ahmedabad 380 015, India
Phone: 91-79-2632 4071-7, 91-79-6544 9057, Fax: 91-79-2630 0352 (MDP) / 2630 6896 (General)
Email: mdp@iimahd.ernet.in,
Website: www.iimahd.ernet.in/mdp
Alumni Association
Participants will become members of the IIMA Alumni Association on completion of the programme. The
alumni enjoy certain benefits with regard to the Institute's publications, facilities, and activities.

Human Resourcefulness Management
September 5-7, 2011
LEARNING OBJECTIVES
There has been a dramatic change in the context in which organizations have to survive and grow in the
wake of the key drivers of the change revolving around a more demanding consumer and an
unforgiving competitive environment. The only way to survive is to harness and unleash the human
potential in organizations with dignity and mutual respect. Rethinking the human resource
management function thus becomes a categorical imperative under the circumstances. And it is in this
context that this course has been designed to present a 10 ”Prisms” Human Resourcefulness
Enhancement framework rather than the conventional resource management frame of reference for
the participant's consideration, critical reflection and adoption. The specific objectives of the course
will be
• To gain insights into the role of HR from an “enabling resourcefulness of individuals and
teams” frame rather than from a “resource management” frame
• To develop understanding of the 10 “Prisms” through which the HR function can transit from a
“resource management” perspective to a “resourcefulness enabler” orientation
• To help participants incorporate the insights gained into the participant's own ability to give
his/her best to the fullest extent of his/her potential for achieving excellence in everything s/he
thinks, everything s/he speaks and everything s/he does.
METHODOLOGY
The main method of achieving learning objectives will be the Case Method, experience sharing and
leveraging, and critical reporting of insights gained and applied to our own experiences towards
shaping our individual and collective approach to creating environments for enhanced
resourcefulness towards achieving human excellence with dignity and mutual respect. An integrated
framework for Human Resourcefulness Enhancement will evolve through engaging with the
following ten questions during the 3 day programme.
• What are the elements of the design of the “right” context for personnel to push the frontiers of
their innate potential and vibrant performance?
• What are the meta managerial competencies critical for professional excellence irrespective of
contextual variations?
• What are the building blocks of a Nurturing-Mentoring approach for high quality role
expectations fulfillment?
• What kind of orientations and skills are needed to work with collective representations and
representatives?
• What are the norms and standards underlying working relationships founded on respect and
dignity?
• What are the determinants and elements in fair and equitable remuneration policies, processes
and practices?
• What are the skills needed to deal with personal and professional differences and disputes in a
responsive and responsible way?
• What are the tools and techniques needed to learn the art of conveying the right meanings in
diversity leveraging working interactions?
• How do we develop the art of discerning the way forward in meeting newer challenges and
seizing opportunities?
• What are the components which will go into a principled governance of contractual personnel
relations through the architectural prism of “Negotiated Connectedness”?
Programme Coordinator: Prof Jerome Joseph

Venue and Accommodation
The programme will be held at the Indian Institute of Management, Ahmedabad. Participants get full board and
air-conditioned, single room accommodation at the Institute campus.
Fee
Rs. 60,000 per participant from SAARC countries including India and US$ 1,900 for participants from other countries.
Kindly note that 10.30% service tax is applicable in addition to the fee. Please note that the programme fee should be
received at the MDP Office before the programme commencement date. The fee covers tuition fees, teaching material,
room and board expenses.
Fee for the programme can be paid by Demand Draft payable at Ahmedabad, India or a pan India cheque
payable at par. The cheque or draft should be in favour of “Indian Institute of Management, Ahmedabad”.
Fee can also be paid through Electronic Fund Transfer. The details are:
1. For credit to Savings Bank A/c No. 032010100040460, IIM, Ahmedabad, Axis Bank, Vastrapur Branch
(RTGS Code: UTIB0000032)
2. Name of Remitter:________________ (Please mention the name of the sponsoring organization)
3. Purpose of Remittance: Human Resourcefulness Management
4. IIMA Permanent Account Number (PAN): AAATI1247F
Please DO inform us the complete transaction details so that we can connect the same.
In case of any cancellation, the fee will be refunded only if a request is received at least 15 days prior to the
programme commencement date.
Discount
Early Bird Discount: Nominations received with payments three weeks before the programme dates shall be
entitled to an early bird discount of 10%. Early submission of fee and nomination does not, however, guarantee
acceptance of application.
Group Discount: Any organization sponsoring five or more participants to a programme will be entitled to a
discount of 10% on total fee payable, provided that at least five participants actually attend the programme. At
the time of submission of nomination forms, sponsors are requested to pay the full fee. Applicable discounts will
be given on completion of the programme through refund cheques.
Organizations can avail themselves of both the discounts subject to a maximum overall discount of 15%
Income Tax Exemption
Indian Institute of Management, Ahmedabad, holds income-tax exemption certificate No. ACIT/TDS Circle/IIM/2010-11
dated 23/4/2010 under section 197 of the I.T. Act, 1961, issued by Assistant Commissioner of Income Tax, TDS Circle,
Ahmedabad, which was valid up to March 31, 2011. It is expected to be renewed for the current financial year also.
Therefore, please do not deduct any tax on the professional fee paid.
Nominations and Inquiries
Nominations should reach the Manager, MDP two weeks in advance. Organizational sponsorship is generally
required but can be waived in case the participant is likely to gain significantly from the programme for personal
improvement or greater job effectiveness. A formal acceptance letter will be sent to nominees subject to selection
and approval by the programme faculty. The important due dates for each of the programme are as follows:
Name of the Programme Last Date for Availing Last Date for Receipt
Early Bird Discount of Filled-in Forms
Negotiations Skills Clinic July 4, 2011 July 11, 2011
Managing by Inspiring July 27, 2011 August 3, 2011
Human Resourcefulness Management August 16, 2011 August 22, 2011
For nomination forms and more information, please contact:
Manager, MDP
Indian Institute of Management, Vastrapur, Ahmedabad 380 015, India
Phone: 91-79-2632 4071-7, 91-79-6544 9057
Fax: 91-79-2630 0352 (MDP) / 2630 6896 (General)
Email: mdp@iimahd.ernet.in
Website: www.iimahd.ernet.in/mdp
Alumni Association
Participants will become members of the IIMA Alumni Association on completion of the programme. The
alumni enjoy certain benefits with regard to the Institute's publications, facilities, and activities.

INDIAN INSTITUTE OF MANAGEMENT, AHMEDABAD (IIMA), was set up by the Government of India in
collaboration with the Government of Gujarat and Indian industry as an autonomous institution in 1961. The Institute
provides education, training, consulting, and research facilities in management.
The Institute conducts the following major programmes:
• Two-Year Post-Graduate Programme in Management (equivalent to MBA)
• Two-Year Post-Graduate Programme in Agri-business Management (equivalent to MBA)
• Fellow Programme in Management (equivalent to Ph.D.)
• One-year Post-Graduate Programme in Management for Executives (PGPX, equivalent to MBA)
• Management Development Programmes (MDPs) for industry, business, agricultural and rural sectors, and public
systems covering education, health, transport, and population. In the last 50 years, over 47,450 managers have
participated in various MDPs.
• Faculty Development Programme for teachers in universities and colleges.
The Institute has about 91 faculty members working in the following management areas and sectors:
DISCIPLINARY AREAS v Business Policy • Communications • Economics • Finance and Accounting • Marketing •
Organizational Behaviour • Personnel and Industrial Relations • Production and Quantitative Methods
INTERDISCIPLINARY CENTRES AND GROUPS v Centre for Innovation, Incubation, and Entrepreneurship • Centre for
Infrastructure Policy and Regulation • Centre for Management in Agriculture • Centre for Management of Health Services
• Centre for Retailing • Computer and Information Systems Group • Faculty Development Centre • Gender Resource
Centre • IIMA-Idea Telecom Centre of Excellence • Insurance Research Centre • Public Systems Group • Ravi J. Matthai
Centre for Educational Innovation
Kasturbhai Lalbhai Management Development Centre (KLMDC) located on the IIMA main campus and International
Management Development Centre (IMDC), located on the new campus, provide an academic and learning environment
for participants of the Management Development Programmes. All rooms at KLMDC and IMDC are air-conditioned and
have internet connectivity. They have separate dining halls, a reading lounge, classrooms and auditorium (with audiovisual
and computer projection facilities), syndicate rooms, computer lab. The campus is wi-fi enabled. Recreation facilities
exist for indoor and outdoor games (badminton, TT, carom, chess, volleyball and cricket). Participants can also take
advantage of the Institute's library.