Behavior Modulation Technique (BMT)

Behavioral Modulation Technique (BMT) For Improved Leadership & Negotiation Skills

Communication Skills to handle Negotiations and various Situations in Business, Social as well as Personal transactional set-ups !!!


Context: Effectiveness and performance of a manager or a supervisor depends upon her inter-relationship with colleagues, other staff members and stakeholders. That in turn depends upon her emotional quotient (EQ). Communication plays a very important role in improving inter-relationships. Effective communication and negotiation helps in preventing conflicts while performing work. In turn, it helps in improving productivity and quality at work place. The way one behaves while handling a given situation also communicates her level of EQ. 

In spite of its importance, it's strange that training modules rarely focus on tools, techniques and corresponding continuous followup thereafter on improving behavioral aspects. Instead they merely focus on technical skill building. In absence of complimentary behavioral skills the pupil then becomes a loner rather than a leader who is expected to carve out a win-win for the right cause..

This programme helps participants to understand basic principles of effective leadership to improve communication and to improve negotiation skills. It helps to incorporate human values during communication, bring about desired results and behavioral changes among people one wants to deal with in day-to-day situations such as follows. It is not about winning or losing. It is about creating win-win relationships.


The BMT programme helps answering questions such as follows:
  1. How to motivate people & change their behavioral patterns so that they perform in line with organisation's  interest?
  2. How to align mindsets of team members towards achieving the team goal?
  3. How to effectively manage conflicting situations arising during a change process & how to facilitate improved performance? 
  4. How to improve emotional quotient (EQ)?

For Various Posters such as aboveClick here to see Table of Contents. 
 Click here to see Actual Resolution of the poster YOU will GET.

The BMT programme helps tackling situations such as follows:

  1. Improving performance by recognition (Motivating an above-average performer)
  2. Motivating an employee who is having a performance problem.
  3. Handling employee complaints regarding promotion and wage.
  4. Effectively assigning work or teaching a new job skill to an employee.
  5. Team building or Conducting Group Meetings.
  6. Conducting a performance and/or salary review.
  7. Counseling a dissatisfied employee.
  8. Delegating responsibility.
  9. Dealing with a rule infraction.
  10. Responding to the employee concerns about union representation. 
  11. Seeking Employee/customer feedback.
  12.  Negotiating with a supplier.
  13. Negotiating with a customer.


The BMT has been used as a part of Nemawashi in Japanese organizations while managing change (the Kaizen Strategy pioneered by TOYOTA).  Nemawashi in Japanese culture is an informal process of quietly laying the foundation for some proposed change or project, by talking to the people concerned, gathering support and feedback, and so forth. 

It is considered an important element in any major change, before any formal steps are taken, and successful nemawashi enables changes to be carried out with the consent of all sides. Nemawashi literally translates as "going around the roots", from (ne, root) and (mawasu, to go around [something]). Its original meaning was literal: digging around the roots of a tree, to prepare it for a transplant.


For Whom: For anyone who is interested in participating in change management and in situations involving negotiations. The programme is especially suitable for first line Supervisors, Junior Engineers, Managers as well as Senior Management.

Note: Participants may come with situations specific to their workplaces for on-target training.

Expected outcome: Participants gain confidence to handle business negotiations and situations aimed at desired outcomes. Participants appreciate the need for self-behavior-modulation in order to resolve typical conflicts effectively. Emphasis during the training will be on imparting oral and behavioral skills through practicals on situations prevalent in a typical business context.


Programme Coverage*: What will the participants learn? – (Generic Contents*):

Why do conflicting situations arise in first place?

                                                                        Why do negotiations fail?

Why do customers quit (or hate the supplier)?

What to do in order to prevent the above situations?

1.0           General Principles of Learning:

1.1 Self-Esteem. 
1.2 Actively Listening.
1.3 Facts and Behavior.
1.4 Reinforcement techniques: How to shape behavior without punishment.
1.5 Follow-Up Dates for next Action so as to improve behavior.

2.0          Learning Points typically used in different SITUATIONs

3.0          Role play, Exercises to build the Principles and Case Studies on real life situations

4.0          'Positions' that Customers and Suppliers take versus 'The Interests of the Organisation'.

5.0          Zone of Possible Agreement (ZoPA) during Negotiation.

6.0          Best Alternative to Negotiated Agreement (BAtNA): 'What will I do if the current negotiation ends in no deal?'

7.0          How to Ask Structured Questions during a Negotiation?

8.0          How to use LADDER to carry out negotiations successfully?

9.0          How to handle a reticent reserved fellow in negotiation?

10.0        How to handle a deadlock in negotiation?

11.0         How to handle a lie and deception in negotiation?

12.0        How to handle a negotiation from a position of weakness?


Duration: (Session-1: (9.30 Register), Session-2: (11.30 -13), Session-3: (13.45 Report), Session-4: (15.30 -17 approx)

Minimum 8 sessions of 1.1/2 hrs each over weekends. Additional sessions may be planned at additional investment depending upon desired learning intensity as in the table hereunder.

Methodology (depends on availability of time & teaching aids): Presentations, Case studies, Exercises, Action oriented Group Discussions, Video clippings, etc.

Course Material: The book ‘Behavioral Modulation Technique (BMT) For Improved Leadership & Negotiation Skills’ by Shyam Talawadekar

Special Tools required: Video-cum-Digital Camera for recording action oriented exercises while Team-working is in progress. Photographs may be useful to - publicize in in-house bulletin, - appreciate (stick on thanks giving cards), recognize, and certify the participation, Recognition: Chocolates.

* Key milestones may get reorganized for greater effectiveness depending upon chosen duration/objective of course.


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