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Content preview: Exclusive Webinar on Advanced Negotiation Skills 31st May
2020
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Subject: ***SPAM*** Webinar on Advanced Negotiation Skills by Mr Suresh Gopalaswamy Visiting Faculty IIM
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Exclusive Webinar on
Advanced Negotiation Skills
31st May 2020
(11:00am to 4.30pm)
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Overview
Management function techniques are incomplete without the manager being able
to negotiate effectively. Advanced negotiation skills ensure the efficient
running of a business organization.
The need to understand that these negotiation skills enable managers to be
able to close other than critical external deals, important internal service
level agreements thereby increasing productivity.
Who Should Attend
This is an advanced course designed for senior executives across functions
beyond just sales who deal with several internal as well as external groups
and need to influence outcomes. It covers both simple one on one deals as
well as complex negotiation with multiple groups.
It helps identify the individual negotiating and influencing styles to help
the individual to fine tune the style for best results.
Contents
* Introduction and Icebreaker
* Expectation Mapping
* Context Setting for the Program
* Basics of Negotiation
* Preparation
* Discussion
* Goal Clarification
* Win Win
* Agreement
* Implementation
* Negotiation Cycle
* Cooperation
* Competition
* Conflict
* Compromise
* Negotiation Complexity
* Types of Complexity
* Dealing with Complexity
* Types of Negotiations
* Distrubitive
* Integrative
* Key Negotiations skills
* Influencing
* Conflict resolution
* Problem Solving
* Active Listening
* Understanding ZOPA and BATNA
* Negotiation Strategies
* Negotiation and Influencing styles
* Identifying your negotiation style
* Identifying your Negotiating Styles
Profile of Faculty
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Experience of 20+ years in Behavioral and Functional Training, Profit Centre
Operations and Sales & Distribution Management. Has facilitated and coached
clients from wide range of industries. Retired from HUL as Senior Manager
Channel Operations. MR Gopalaswamy is Guest Faculty at IIM-C for MDC
programs for Senior management as well as ISS probationers.
MR Gopalaswamy has Diplomas in Management, HR Management, Change management
and a certification in Storytelling. Mr. Gopalaswamy's area of expertise
include Sales Management, selling techniques, Business Partner Management,
Competency Mapping & Development, Business Story Telling, Change Management,
Execution Skills among many others.
Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure
spanning Civil Services, PSUs, FMCG, Consumer Durables, Fashion Garments,
Manufacturing, Industrial Products, Automobile Parts, Infrastructure,
Hospitality and Health Care
Course's time structure:
Session - (11:00am to 4.30pm) 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 / 9540012349
> Mode of Payment: NEFT /Paytm / Credit Card
> Cheque favouring GCM Worldwide payable at New Delhi.
> Our GSTN. No. : 07AECPA0806Q1ZO
> Fees include certificate of participation & Course Material.
*Terms & Condition Apply.
GCM Worldwide
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Add us to your address book.
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=
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face=3DCalibri><span
=
style=3D'font-size:24.0pt;font-family:Calibri;color:white;font-weight:bol=
d'>31<sup>st</sup> May
2020</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
font-family:Calibri'><o:p></o:p></span></font></p>
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text-indent:-8.5pt'><b><font size=3D5 color=3Dwhite =
face=3DCalibri><span
=
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d'>(11:00am
to 4.30pm)</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D50 style=3D'height:37.25pt'>
<td width=3D730 colspan=3D2 height=3D50 =
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padding:.75pt .75pt .75pt .75pt;height:37.25pt'>
<p class=3DMsoNormal align=3Dcenter =
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=
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gn:
center'><b><font size=3D4 color=3Dblack face=3DEbrima><span =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>By</span></font></b><fon=
t
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
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<p class=3DMsoNormal align=3Dcenter =
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text-indent:-8.5pt'><b><font size=3D5 color=3Dblack =
face=3DEbrima><span
=
style=3D'font-size:16.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Mr.
Suresh Gopalaswamy</span></font></b><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:14.15pt;text-align:center;
text-indent:-8.5pt'><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Visiting
Faculty at IIM & Senior Advisor</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
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</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 colspan=3D2 height=3D82 =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><b><font
size=3D4 color=3D"#002060" face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:
Ebrima;color:#002060;font-weight:bold'>Overview</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:
Ebrima;color:black'>Management function techniques are incomplete =
without the
manager being able to negotiate effectively. Advanced negotiation =
skills
ensure the efficient running of a business =
organization.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:
Ebrima;color:black'>The need to understand that these negotiation =
skills
enable managers to be able to close other than critical external =
deals,
important internal service level agreements thereby increasing =
productivity.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><b><font
size=3D4 color=3D"#002060" face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:
Ebrima;color:#002060;font-weight:bold'>Who Should =
Attend</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:
Ebrima;color:black'>This is an advanced course designed for senior =
executives
across functions beyond just sales who deal with several internal as =
well as
external groups and need to influence outcomes. It covers both simple =
one on
one deals as well as complex negotiation with multiple =
groups.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:
Ebrima;color:black'>It helps identify the individual negotiating and
influencing styles to help the individual to fine tune the style for =
best
results.</span></font><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
font-family:Calibri'><o:p></o:p></span></font></p>
</td>
</tr>
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padding:.75pt .75pt .75pt .75pt;height:26.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-right:1.7pt;text-align:center;
background:#9BBB59'><b><i><font size=3D6 color=3Dwhite face=3D"Times =
New Roman"><span
=
style=3D'font-size:27.0pt;color:white;font-weight:bold;font-style:italic'=
>Contents</span></font></i></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
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</td>
</tr>
<tr height=3D36 style=3D'height:26.75pt'>
<td width=3D365 height=3D36 style=3D'width:273.4pt;border:solid =
windowtext 1.0pt;
padding:.75pt .75pt .75pt .75pt;height:26.75pt'>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Introducti=
on and
Icebreaker</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Expectatio=
n
Mapping</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Context =
Setting
for the Program</span></font></b><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Basics =
of
Negotiation</span></font></b><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Preparation</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Discussion</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Goal Clarification</span></font></b><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Win Win</span></font></b><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Agreement</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Implementation</span></font></b><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Negotiatio=
n
Cycle</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Cooperation</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Competition</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Conflict</span></font></b><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D2 face=3DWingdings><span =
style=3D'font-size:11.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Compromise</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
<td width=3D365 height=3D36 style=3D'width:273.4pt;border:solid =
windowtext 1.0pt;
padding:.75pt .75pt .75pt .75pt;height:26.75pt'>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Negotiatio=
n
Complexity</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Types of Complexity</span></font></b><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Dealing with =
Complexity</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Types =
of
Negotiations</span></font></b><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Distrubitive</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Integrative</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Key =
Negotiations
skills</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Influencing</span></font></b><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Conflict resolution</span></font></b><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Problem Solving</span></font></b><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Active Listening</span></font></b><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Understanding ZOPA and =
BATNA</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Negotiatio=
n
Strategies</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.9pt;text-align:justify;text-indent:
-21.25pt'><font size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;
font-family:Wingdings'>Ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font size=3D4 face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Negotiatio=
n and
Influencing styles</span></font></b><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Identifying your negotiation =
style</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:49.2pt;text-align:justify;text-indent:
-18.0pt'><font size=3D3 face=3DWingdings><span =
style=3D'font-size:12.0pt;
font-family:Wingdings'>ü</span></font><font size=3D1><span =
style=3D'font-size:
7.0pt'> </span></font><b><font face=3DEbrima><span =
style=3D'font-family:
Ebrima;font-weight:bold'>Identifying your Negotiating =
Styles</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 colspan=3D2 height=3D82 =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-indent:-8.5pt'><b><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:14.0pt;
color:black;font-weight:bold'>Profile of =
Faculty</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-indent:-8.5pt;line-height:
12.65pt'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;color:black;font-weight:bold'>Mr. Suresh =
Gopalaswamy</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
color:black;font-weight:bold'>Visiting Faculty at IIM & Senior =
Advisor</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
color:black'>Experience of 20+ years in Behavioral and Functional =
Training,
Profit Centre Operations and Sales & Distribution =
Management. Has
facilitated and coached clients from wide range of industries. Retired =
from
HUL as Senior Manager Channel Operations. MR Gopalaswamy is Guest =
Faculty at
IIM-C for MDC programs for Senior management as well as ISS =
probationers.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
color:black'>MR Gopalaswamy has Diplomas in Management, HR Management, =
Change
management and a certification in Storytelling. Mr. =
Gopalaswamy’s area
of expertise include Sales Management, selling techniques, Business =
Partner
Management, Competency Mapping & Development, Business Story =
Telling,
Change Management, Execution Skills among many =
others.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
color:black'>Mr. Gopalaswamy has a wide Industry/Functional Experience =
/
exposure spanning Civil Services, PSUs, FMCG, Consumer Durables, =
Fashion
Garments, Manufacturing, Industrial Products, Automobile Parts,
Infrastructure, Hospitality and Health Care</span></font><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
<tr height=3D61 style=3D'height:45.9pt'>
<td width=3D730 colspan=3D2 height=3D61 =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
padding:.75pt .75pt .75pt .75pt;height:45.9pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:3.6pt;
=
margin-bottom:0cm;margin-left:14.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-8.5pt'><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><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
-8.5pt'><b><font size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:
Ebrima;font-weight:bold'>Session – <font =
color=3Dblack><span
style=3D'color:black'>(11:00am to =
4.30pm) </span></font></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><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
-8.5pt'><b><font size=3D5 color=3D"#1f497d" face=3DEbrima><span =
style=3D'font-size:
=
16.0pt;font-family:Ebrima;color:#1F497D;font-weight:bold'>Pre-requisites<=
/span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
-8.5pt'><font size=3D2 color=3D"#1f497d" face=3DEbrima><span =
style=3D'font-size:11.0pt;
font-family:Ebrima;color:#1F497D'>You should have good internet =
connection
and good quality headphone/speaker set with Laptop / =
Desktop.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
-8.5pt'><font size=3D2 color=3D"#1f497d" face=3DEbrima><span =
style=3D'font-size:11.0pt;
font-family:Ebrima;color:#1F497D'>You should have notepad/pen to note =
down
important points.</span></font><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
<tr height=3D28 style=3D'height:21.0pt'>
<td width=3D730 colspan=3D2 height=3D28 =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
padding:.75pt .75pt .75pt .75pt;height:21.0pt'>
<p class=3DMsoNormal><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><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<table class=3DMsoNormalTable border=3D0 cellspacing=3D0 =
cellpadding=3D0
style=3D'border-collapse:collapse'>
<tr>
<td width=3D241 valign=3Dtop style=3D'width:180.75pt;border:solid =
black 1.0pt;
padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal><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><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
font-family:Calibri'><o:p></o:p></span></font></p>
</td>
<td width=3D241 valign=3Dtop style=3D'width:180.75pt;border:solid =
black 1.0pt;
border-left:none;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>Rs. 7000 =
/-</span></font></b><font
size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima'> </span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
<td width=3D241 valign=3Dtop style=3D'width:180.75pt;border:solid =
black 1.0pt;
border-left:none;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>USD $ =
120</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
</table>
<p class=3DMsoNormal><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>18 % GST is =
applicable</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> </span></font></b><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><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black'>> <b><s=
pan
style=3D'font-weight:bold'>Call Mr. Rajeev Gupta- 9711114779 / =
9540012349</span></b></span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> </span></font></b><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><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> </span></font></b><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"><b><span =
style=3D'font-weight:
bold'>New =
Delhi</span></b></st1:place></st1:City>.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> Our GSTN. No. : =
07AECPA0806Q1ZO</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> </span></font></b><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><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black'>*Terms
& Condition Apply.</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:-8.5pt'><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p> </o:p></span></=
font></p>
</td>
</tr>
<tr height=3D4 style=3D'height:2.75pt'>
<td width=3D730 colspan=3D2 height=3D4 =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
padding:.75pt .75pt .75pt .75pt;height:2.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><u><font size=3D3
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;font-weight:
bold'>GCM Worldwide</span></font></u></b><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia'>To keep
receiving our regular Mailers in inbox.</span></font><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia'>Add us to
your address book.</span></font><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia'>Reply with
Subject Remove to unsubscribe from the mailing list</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
</table>
</div>
<p class=3DMsoNormal><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;color:black'> </span></font><font =
size=3D2
color=3Dblack face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri;
color:black'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-indent:-8.5pt'><font size=3D2
color=3Dblack face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri;
color:black'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p> </o:p></span></font></p>
</div>
</body>
</html>
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@KyuuKazami