New Delhi: A one-day workshop on "Negotiation and Selling Skills" was organized by Apeejay Institute of Technology (AIT) - School of Management at AIT campus, Greater Noida. There were 27 participants from Industry, Academia and Research Organizations.

The workshop started with lighting of lamps and Saraswati Vandana. Prof R.K. Verma, Executive Director paid homage to the Founder (Late) Dr. Satya Paul. Prof Verma also highlighted the importance of Negotiations and Selling Skills in the present competitive environment.

The seminar covered Negotiation skills, characteristics of salesmen, management games and simulation, collaborative decision making and market stratifications.

In the first session, Prof R.S. Prasad explained the "Key Concepts of Negotiations". The concepts of Distributive and Integrative negotiations, BATNA, ZOPA and Reserve Price, were also elaborated upon. Strategies for value creation through traits were also dealt with.

In the second session, Prof S. Banerjee elaborated on "Selling Skills", including tips for Business-To-Business and Business-To-Customer. The presentation also included mental framework required for salespersons. Culling techniques from HRM perspective of "I am OK you are OK" Negotiation especially suited for sales, like flinching, stamping and stoking were also discussed.

The third session was on "Sales Communications" by Senior Lecturer Rashmi Bhatia. She spoke on basic selling skills and communication required for negotiation. The topics such as Competitive and Accommodative styles of negotiation and personal style of communication according to the situation were covered.

Prof C. K. Roy conducted the Management Games bringing out motivational skills in the fourth session to convert the fear of failure into hope of success which was very useful. Negotiation skills from inception stage of the project to operational stage were discussed.

Prof C.K. Arora involved participants in role plays which depicted the process of effective negotiating and selling. He invited the participants to share their prior experiences in Selling and Negotiation. They shared their experiences and highlighted the process of resolving problems faced by them in various situations.

The final session was a panel discussion with all the speakers of the day. Various issues and queries were answered to the satisfaction of the participants.

The workshop concluded with the distribution of certificates by the Executive Director. The overall feedback was extremely positive and the participants appreciated the efforts of AIT-School of Management and complemented all the speakers.