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Content preview: Webinar on Improving Purchasing Negotiation Skills 8th December
2020
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Subject: ***SPAM*** Webinar on Improving Purchasing Negotiation Skills
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Webinar on
Improving Purchasing Negotiation Skills
8th December 2020
(11:00 am to 04.30 pm)
By
Mr. Dinesh D.I
Business Mentor, Consultant & Trainer
Overview
Negotiation is a two-way communication wherein the dealing parties always
have some issues on which the settlement is sought. All such issues provide
the subject matter for the negotiation. It should also be noted that
negotiation is possible only for those issues which are subject to
settlement under various alternative sources. There cannot be any
negotiation for an issue which has the one and the only solution.
On completion of this training course, participants will be able to:
a) Distinguish between adversarial and partnership negotiation approaches
b) Importance of Kraljic Matrix and its usefulness for negotiations
c) Importance of "What Suppliers Think of you?" Matrix and its usefulness
for negotiations
d) Learn how to make negotiations strategy based on the above two matrices
e) Recognise some negotiating skills and ploys
f) Learn how to use RFQ as a time-saving tool of negotiations
g) Learn how to use "Negotiations Planning Sheet" for negotiations
h) Learn how to evaluate the negotiations with the suppliers
Indigenous concepts by the faculty: -
Faculty has used past participants for research purposes. Based on this
research, faculty has developed the following forms indigenously:
a) Request For Proposal (RFP) (this is a very exhaustive document and when
this document is used, nothing will go wrong while ordering the material)
b) Procurement Negotiations Strategy (the most valuable document)
c) Pre-negotiation Costing Sheet
d) Pre-negotiation Planning Sheet
e) Post-negotiation Evaluation Sheet
f) Negotiations Record Sheet
All these documents are developed indigenously. Participants will not get
these in any book or website.
Contents
* Introduction to the Negotiations
* Understanding the concept of Kraljic Matrix
* Understanding the concept of "What Suppliers Think of you?" Matrix
* How to design a negotiation strategy based on these two matrices?
* Understand various styles of Negotiations
* How to distinguish between adversarial & partnership negotiations
* Understand various ploys used in negotiations
* Understand how to plan negotiations
* Practice exercises (role plays) on negotiations
* Understand how to evaluate negotiations
Profile of Faculty
Mr. Dinesh D.I- Business Mentor, Consultant & Trainer
Mr Dinesh is versatile in the field of training and management consulting.
His multifarious activities include writing articles, designing case studies
and guiding juniors through various online forums.
He has handled the training and consulting across the spectrum of
industries. Taking benefit of the exposure that he gets through his training
and consulting, he conducts research through his participants. Based on his
research, he has designed unique programmes like Effective Selling Skills
for B2B Market, KAM, Sales and Customer Strategy for B2B Markets, Strategies
for Product Pricing etc.
In addition to the training programmes in the field of sales and marketing,
Mr Dinesh also conducts training programmes in the field of business
strategy like Strategic Analysis of the Enterprise, Strategy for Supply
Chain Management etc.
Course's time structure:
Session - (11:00am to 5.00pm) 30mins Break Included
Pre-requisites
You should have good internet connection and good quality headphone/speaker
set with Laptop / Desktop.
You should have notepad/pen to note down important points.
How to Register:
Fees: per person
Rs. 7000 /-
USD $ 120
18% GST is applicable
> Please write to gcmseminars@yahoo.com
> Call Mr. Rajeev Gupta- 9711114779 / 8929596899
For Whatsapp Query- 09540012349
> Mode of Payment: NEFT /Paytm / Credit Card
> Cheque favouring GCM Worldwide payable at New Delhi.
> Fees include certificate of participation & Course Material.
GCM Worldwide
To keep receiving our regular Mailers in inbox.
Add us to your address book.
For unsubscribe from the mailing list, please mail us on gcmgford@yahoo.com.
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<table class=3DMsoNormalTable border=3D1 cellspacing=3D1 cellpadding=3D0 =
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<td width=3D733 colspan=3D2 height=3D72 bgcolor=3D"#92CDDC" =
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border:inset 1.0pt;border-top:inset =
1.5pt;background:#92CDDC;padding:.75pt .75pt .75pt .75pt;
height:54.05pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;line-height:normal;mso-element:frame'><b><font size=3D6 =
face=3DCambria><span
=
style=3D'font-size:25.0pt;font-family:Cambria;font-weight:bold'>Webinar =
on</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;line-height:normal;mso-element:frame'><b><font size=3D6 =
face=3DCambria><span
=
style=3D'font-size:25.0pt;font-family:Cambria;font-weight:bold'>Improving=
Purchasing Negotiation Skills</span></font></b><o:p></o:p></p>
</td>
</tr>
<tr height=3D47 style=3D'height:35.25pt'>
<td width=3D733 colspan=3D2 height=3D47 =
style=3D'width:549.8pt;background:transparent;
padding:.75pt .75pt .75pt .75pt;height:35.25pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
0in;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;text-alig=
n:
center;text-indent:-8.5pt;mso-element:frame'><b><font size=3D6 =
face=3DCambria><span
=
style=3D'font-size:24.0pt;font-family:Cambria;font-weight:bold'>8<sup>th<=
/sup> December
2020</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
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n:
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face=3DCambria><span
style=3D'font-size:16.0pt;font-family:Cambria;font-weight:bold'>(11:00 =
am to
04.30 pm)</span></font></b><o:p></o:p></p>
</td>
</tr>
<tr height=3D47 style=3D'height:35.25pt'>
<td width=3D733 colspan=3D2 height=3D47 bgcolor=3D"#92CDDC" =
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<p class=3DMsoNormal align=3Dcenter =
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=
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gn:
center;line-height:normal;mso-element:frame'><b><font size=3D4 =
face=3DCambria><span
=
style=3D'font-size:15.0pt;font-family:Cambria;font-weight:bold'>By</span>=
</font></b><o:p></o:p></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-bottom:0in;margin-bottom:.0001pt;
text-align:center;line-height:normal;mso-element:frame'><b><font =
size=3D5
face=3DCambria><span =
style=3D'font-size:18.0pt;font-family:Cambria;font-weight:
bold'>Mr. Dinesh D.I</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-bottom:0in;margin-bottom:.0001pt;
text-align:center;line-height:normal;mso-element:frame'><b><i><font =
size=3D2
face=3DCambria><span =
style=3D'font-size:11.0pt;font-family:Cambria;font-weight:
bold;font-style:italic'>Business <st1:City w:st=3D"on"><st1:place =
w:st=3D"on">Mentor</st1:place></st1:City>,
Consultant & Trainer</span></font></i></b><o:p></o:p></p>
</td>
</tr>
<tr height=3D3 style=3D'height:2.5pt'>
<td width=3D733 colspan=3D2 height=3D3 bgcolor=3D"#92CDDC" =
style=3D'width:549.8pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:2.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><b><font size=3D3 =
face=3DEbrima><span
=
style=3D'font-size:12.0pt;font-family:Ebrima;font-weight:bold'>Overview</=
span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>Negotiation is a two-way
communication wherein the dealing parties always have some issues on =
which
the settlement is sought. All such issues provide the subject matter =
for the
negotiation. It should also be noted that negotiation is possible only =
for
those issues which are subject to settlement under various alternative
sources. There cannot be any negotiation for an issue which has the =
one and
the only solution.</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><b><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima;font-weight:bold'>On =
completion of
this training course, participants will be able =
to:</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>a) Distinguish =
between
adversarial and partnership negotiation =
approaches</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>b) Importance of =
Kraljic
Matrix and its usefulness for =
negotiations</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>c) Importance of
“What Suppliers Think of you?” Matrix and its usefulness =
for
negotiations</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>d) Learn how to =
make
negotiations strategy based on the above two =
matrices</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>e) Recognise some
negotiating skills and ploys</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>f) Learn how to =
use RFQ as
a time-saving tool of negotiations</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>g) Learn how to =
use
“Negotiations Planning Sheet” for =
negotiations</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>h) Learn how to =
evaluate
the negotiations with the suppliers</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><b><font size=3D3 =
face=3DEbrima><span
=
style=3D'font-size:12.0pt;font-family:Ebrima;font-weight:bold'>Indigenous=
concepts by the faculty: - </span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>Faculty has used past
participants for research purposes. Based on this research, faculty =
has
developed the following forms =
indigenously:</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>a) Request For =
Proposal
(RFP) (this is a very exhaustive document and when this document is =
used,
nothing will go wrong while ordering the =
material)</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>b) Procurement =
Negotiations
Strategy (the most valuable document)</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>c) Pre-negotiation =
Costing
Sheet</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>d) Pre-negotiation =
Planning
Sheet</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>e) =
Post-negotiation
Evaluation Sheet</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima'>f) Negotiations =
Record
Sheet</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;line-height:norma=
l;
mso-element:frame'><b><font size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;
font-family:Ebrima;font-weight:bold'>All these documents are developed
indigenously. Participants will not get these in any book or =
website.</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:39.4pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:-7.1pt;mso-element:frame'><b><font size=3D6 =
face=3DEbrima><span
=
style=3D'font-size:22.0pt;font-family:Ebrima;font-weight:bold'>Contents</=
span></font></b><o:p></o:p></p>
</td>
</tr>
<tr height=3D40 style=3D'height:30.1pt'>
<td width=3D358 height=3D40 bgcolor=3D"#92CDDC" =
style=3D'width:268.65pt;background:
#92CDDC;padding:.75pt .75pt .75pt .75pt;height:30.1pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Introduction to the =
Negotiations</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Understanding the concept of Kraljic =
Matrix</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Understanding the concept of “What Suppliers =
Think of
you?” Matrix</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>How to design a negotiation strategy based on these =
two
matrices?</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Understand various styles of =
Negotiations</span></font></b><o:p></o:p></p>
</td>
<td width=3D374 height=3D40 bgcolor=3D"#92CDDC" =
style=3D'width:280.45pt;background:
#92CDDC;padding:.75pt .75pt .75pt .75pt;height:30.1pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>How to distinguish between adversarial & =
partnership
negotiations</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Understand various ploys used in =
negotiations</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Understand how to plan =
negotiations</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Practice exercises (role plays) on =
negotiations</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:5.25pt;
=
margin-bottom:0in;margin-left:24.45pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-.25in;line-height:12.65pt;mso-element:frame'><font =
size=3D3
face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings'>ü</span></font><fon=
t
size=3D1 face=3D"Times New Roman"><span =
style=3D'font-size:7.0pt;font-family:"Times New =
Roman"'> </span></font><b><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Understand how to evaluate =
negotiations</span></font></b><o:p></o:p></p>
</td>
</tr>
<tr height=3D3 style=3D'height:2.5pt'>
<td width=3D733 colspan=3D2 height=3D3 bgcolor=3D"#92CDDC" =
style=3D'width:549.8pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:2.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
line-height:normal;mso-element:frame'><b><font size=3D4 color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>Profile of Faculty</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
line-height:normal;mso-element:frame'><b><font size=3D4 color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>Mr. Dinesh D.I- Business <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Mentor</st1:place></st1:City>, Consultant & =
Trainer</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.4pt;
=
margin-bottom:0in;margin-left:9.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 color=3Dblack =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>Mr Dinesh is
versatile in the field of training and management consulting. His
multifarious activities include writing articles, designing case =
studies and
guiding juniors through various online =
forums.</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.4pt;
=
margin-bottom:0in;margin-left:9.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
line-height:normal;mso-element:frame'><font size=3D3 color=3Dblack =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>He has =
handled the
training and consulting across the spectrum of industries. Taking =
benefit of
the exposure that he gets through his training and consulting, he =
conducts
research through his participants. Based on his research, he has =
designed
unique programmes like Effective Selling Skills for B2B Market, KAM, =
Sales
and Customer Strategy for B2B Markets, Strategies for Product Pricing =
etc.</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:11.05pt;margin-bottom:.0001pt;text-align:justify;mso-elem=
ent:
frame'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:12.0pt;
font-family:Ebrima;color:black'>In addition to the training programmes =
in the
field of sales and marketing, Mr Dinesh also conducts training =
programmes in
the field of business strategy like Strategic Analysis of the =
<st1:City
w:st=3D"on"><st1:place w:st=3D"on">Enterprise</st1:place></st1:City>, =
Strategy
for Supply Chain Management etc.</span></font><o:p></o:p></p>
</td>
</tr>
<tr height=3D3 style=3D'height:2.5pt'>
<td width=3D733 colspan=3D2 height=3D3 bgcolor=3D"#92CDDC" =
style=3D'width:549.8pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:2.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.05in;
=
margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-8.5pt;line-height:normal;mso-element:frame'><b><font =
size=3D5
face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:Ebrima;font-weight:
bold'>Course’s time structure:</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:justify;text-ind=
ent:
-8.5pt;line-height:normal;mso-element:frame'><b><font size=3D5 =
face=3DEbrima><span
style=3D'font-size:16.0pt;font-family:Ebrima;font-weight:bold'>Session
– (11:00am to 5.00pm) </span></font></b><b><font =
size=3D4
face=3DEbrima><span =
style=3D'font-size:13.0pt;font-family:Ebrima;font-weight:
bold'>30mins Break Included</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:justify;text-ind=
ent:
-8.5pt;line-height:normal;mso-element:frame'><b><font size=3D5 =
face=3DEbrima><span
=
style=3D'font-size:16.0pt;font-family:Ebrima;font-weight:bold'>Pre-requis=
ites</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:justify;text-ind=
ent:
-8.5pt;line-height:normal;mso-element:frame'><font size=3D2 =
face=3DEbrima><span
style=3D'font-size:11.0pt;font-family:Ebrima'>You should have good =
internet
connection and good quality headphone/speaker set with Laptop / =
Desktop.</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:justify;text-ind=
ent:
-8.5pt;mso-element:frame'><font size=3D2 face=3DEbrima><span =
style=3D'font-size:
11.0pt;font-family:Ebrima'>You should have notepad/pen to note down =
important
points.</span></font><o:p></o:p></p>
</td>
</tr>
<tr height=3D72 style=3D'height:53.75pt'>
<td width=3D733 colspan=3D2 height=3D72 bgcolor=3D"#92CDDC" =
style=3D'width:549.8pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:53.75pt'>
<p class=3DMsoNormal =
style=3D'margin-bottom:0in;margin-bottom:.0001pt;line-height:
normal;mso-element:frame'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:
14.0pt;font-family:Ebrima;font-weight:bold'>How to =
Register:</span></font></b><o:p></o:p></p>
<table class=3DMsoNormalTable border=3D0 cellspacing=3D0 =
cellpadding=3D0
style=3D'margin-left:88.05pt;border-collapse:collapse'>
<tr height=3D28 style=3D'height:20.9pt'>
<td width=3D198 height=3D28 style=3D'width:148.85pt;border:solid =
black 1.0pt;
padding:0in 5.4pt 0in 5.4pt;height:20.9pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-bottom:0in;margin-bottom:
=
.0001pt;text-align:center;line-height:normal;mso-element:frame'><b><font
size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Fees: </span></font></b><font size=3D4 =
face=3DEbrima><span
style=3D'font-size:14.0pt;font-family:Ebrima'>per =
person</span></font><o:p></o:p></p>
</td>
<td width=3D170 height=3D28 style=3D'width:127.55pt;border:solid =
black 1.0pt;
border-left:none;padding:0in 5.4pt 0in 5.4pt;height:20.9pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-bottom:0in;margin-bottom:
=
.0001pt;text-align:center;line-height:normal;mso-element:frame'><b><font
size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Rs. 7000 /-</span></font></b><o:p></o:p></p>
</td>
<td width=3D175 height=3D28 style=3D'width:131.55pt;border:solid =
black 1.0pt;
border-left:none;padding:0in 5.4pt 0in 5.4pt;height:20.9pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-bottom:0in;margin-bottom:
=
.0001pt;text-align:center;line-height:normal;mso-element:frame'><b><font
size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>USD $ 120</span></font></b><o:p></o:p></p>
</td>
</tr>
</table>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:8.9pt;
=
margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;text-indent:-=
8.5pt;
line-height:normal;mso-element:frame'><b><font size=3D4 =
color=3D"#1f497d"
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:#1F497D;
font-weight:bold'>18% GST is =
applicable</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:24.55pt;margin-bottom:.0001pt;line-height:normal;mso-elem=
ent:
frame'><font size=3D4 color=3Dblack face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'>> Please write =
to <b><span
=
style=3D'font-weight:bold'>gcmseminars@yahoo.com </span></b></span><=
/font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:24.55pt;margin-bottom:.0001pt;line-height:normal;mso-elem=
ent:
frame'><b><font size=3D4 color=3Dblack face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black;font-weight:bold'>> Call Mr. =
Rajeev
Gupta- 9711114779 / 8929596899</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:24.55pt;margin-bottom:.0001pt;line-height:normal;mso-elem=
ent:
frame'><b><font size=3D4 color=3Dblack face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black;font-weight:bold'>For Whatsapp =
Query–
09540012349</span></font></b><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:24.55pt;margin-bottom:.0001pt;line-height:normal;mso-elem=
ent:
frame'><font size=3D4 color=3Dblack face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'>> Mode of Payment: NEFT /Paytm =
/
Credit Card</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:24.55pt;margin-bottom:.0001pt;line-height:normal;mso-elem=
ent:
frame'><font size=3D4 color=3Dblack face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'>> Cheque =
favouring <b><span
style=3D'font-weight:bold'>GCM Worldwide</span></b> payable =
at <st1:City
w:st=3D"on"><st1:place w:st=3D"on">New =
Delhi</st1:place></st1:City>.</span></font><o:p></o:p></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:
=
0in;margin-left:24.55pt;margin-bottom:.0001pt;line-height:normal;mso-elem=
ent:
frame'><font size=3D4 color=3Dblack face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'>> Fees include certificate of
participation & Course Material.</span></font><o:p></o:p></p>
</td>
</tr>
<tr height=3D72 style=3D'height:53.75pt'>
<td width=3D733 colspan=3D2 height=3D72 bgcolor=3D"#92CDDC" =
style=3D'width:549.8pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:53.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-bottom:0in;margin-bottom:.0001pt;
text-align:center;line-height:normal;mso-element:frame'><u><font =
size=3D3
color=3Dblack face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;
color:black'>GCM Worldwide</span></font></u><o:p></o:p></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-bottom:0in;margin-bottom:.0001pt;
text-align:center;line-height:normal;mso-element:frame'><font size=3D3
color=3Dblack face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;
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inbox.</span></font><o:p></o:p></p>
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color=3Dblack face=3DGeorgia><span =
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color:black'>Add us to your address book.</span></font><o:p></o:p></p>
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style=3D'margin-bottom:0in;margin-bottom:.0001pt;
text-align:center;line-height:normal;mso-element:frame'><font size=3D3
color=3Dblack face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;
color:black'>For unsubscribe from the mailing list, please mail us on
gcmgford@yahoo.com.</span></font><o:p></o:p></p>
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