Mastering Strategic Negotiations and Persuasion for High-Stakes Deals

Programme on Mastering Strategic Negotiations and Persuasion for High-Stakes Deals

Programme Overview

In today's competitive business environment, strategic negotiations go beyond securing favourable terms—they focus on maximising 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 programme 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 programme integrates real-world case studies, simulations, and AI-driven negotiation strategies for immediate application 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, AI, 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 — Frameworks, persuasion techniques, sales negotiations, case analysis.
Day 2: Advanced Negotiation Techniques — Procurement/vendor negotiations, data & AI-driven strategies, IR negotiations, simulations.
Day 3: Multi-Stakeholder & High-Stakes Negotiations — Cross-functional negotiations, conflict resolution, legal & ethical considerations, presentations.

Methodology

Case-based discussions
Simulations and role-plays
Data and AI-driven negotiation exercises
Peer learning through group activities
Panel discussions with industry experts
Self-assessment tools for skill evaluation

Faculty

The programme will be led by Prof. Venkata K. Emani, Faculty at the Centre for Management Studies, ASCI. With nearly 30 years of industry and academic experience, he is an alumnus of IIM Ahmedabad and an exchange scholar at the University of Texas at Austin. He has held leadership roles at BPCL and Det Norske Veritas AS, and has trained professionals from major public and private sector organisations.

Participant Profile

Designed for middle and senior-level sales and business development professionals. Ideal for Managers, Team Leaders, Directors, and Senior Executives across BFSI, Oil & Gas, Energy, IT, Telecom, Retail, Hospitality, Pharma, and more. Organisational sponsorship is essential.

Venue

Fully residential. Participants will stay in air-conditioned single rooms. Family accommodation is not provided. Wi-Fi enabled campus.

Duration

December 01 – 03, 2025 (3 Days). Participants should arrive a day before commencement.

Programme Fee

Residential Fee: Rs. 43,700/- (US $683 for foreigners) + GST (18%)
Non-Residential Fee: Rs. 37,700/- + GST (18%)

10% discount for 3 or more nominations paid before November 28, 2025.

Bank Details – Indian Participants

Bank Account Number: 62090698675
Beneficiary Name: Administrative Staff College of India
IFSC Code: SBIN0020063
Bank: State Bank of India, Bellavista Branch, Hyderabad

Bank Details – Foreign Participants

Bank Account Number: 62090698675
Swift Code: SBININBB327
Bank: State Bank of India, Bellavista Branch, Hyderabad, India

Medical Insurance

Participants must carry valid medical insurance. Sponsoring agency must endorse coverage for hospitalization.

Last Date for Nomination

Last date: November 24, 2025.

Last Date for Withdrawal

November 26, 2025. Withdrawals after this date will lead to forfeiture of fee.

ASCI Alumni Association

Participants automatically become ASCI Alumni Association members.

Certificate of Participation

A certificate will be issued upon successful completion of the programme.

Programme Director

Venkata K. Emani
Email: venkatakrishnae@asci.org.in

For Indian Participants

Bank Account Number	62090698675
Beneficiary Name	Administrative Staff College of India
IFSC Code	SBIN0020063
Bank Name	State Bank of India
Branch Address	Bellavista Branch, Raj Bhavan Road, Somajiguda, Hyderabad - 500 082.

For Foreign Participants

Bank Account Number	62090698675
Beneficiary Name	Administrative Staff College of India
Swift Code	SBININBB327
Bank Name	State Bank of India
Branch Address	Bellavista Branch, Raj Bhavan Road, Somajiguda, Hyderabad - 500 082.
Country	India

About ASCI

Administrative Staff College of India

Bella Vista, Raj Bhavan Road, Khairatabad, Hyderabad - 500 082, India.
Telefax (Programmes Office): 0091-40-23324365
Mobile: 9246203535, Phone: 0091-40-66534247
Fax: 0091-40-66534356

ASCI is the first Management Development Institution set up in the country at the instance of the Government of India and industry in 1956 to impart state-of-the-art management education for practicing managers, a legacy that we proudly take forward with a strong alumni of over 1,76,500. We are proud of our alumni which includes the leaders of Indian industry and senior Civil Servants in the government, public sector undertakings to be a part of this unique organisation. We are thankful to you all for the support extended in the past and look forward to your continuing patronage in 2025-26.

Also, ASCI conducts customized programmes for Government of India, State Governments, Public Sector, Private Sector and various international organisations. Our experienced faculty bring to the table a wealth of academic credentials, rich industry exposure and act as a catalyst in the classroom discussions, case study analyses and tutorials. Our faculty also conduct international programmes which provide an exposure to the global best practices. In addition to this, faculty at ASCI also carry out large number of management research activities (typically about 100 each year) which helps them provide the much needed value addition in the training programmes. In addition, we conduct non-residential programmes at our New Delhi Centre as well as off-campus programmes at the venue of the client’s choice.

College Park Campus

ASCI, Road No. 3, Banjara Hills,
Hyderabad - 500 034, Telangana, India

Phone: +91-40-66720700 / 01 / 02 / 05

Fax: +91-40-66720725

Delhi Campus

ASCI, C-24, Institutional Area, South of IIT,
Behind Qutub Hotel, New Delhi - 110016

Phone: +91-11-26962204, 26961750, 26961850

Fax: +91-11-26866097