About the Programme
Any human activity that involves two or more persons usually requires some degree of negotiation. Executives and managers are always negotiating in one way or the other with employees, customers, unions, suppliers and other officials on matters related to work practices, complaints and various deals.
In order to produce effective results in a negotiation, it is important to investigate all the possible variables beforehand. This not only raises confidence levels but helps the individual to prepare a tactical approach. The skilled negotiator always achieves much more without upstaging the other party.
This five-day programme provides participants with all the skills and techniques essential to prepare and handle negotiations in every aspect of business, selling, buying or dealing with contractors, customers, employees, union etc.
The programme uses video clips showing typical negotiating situations to highlight good and bad tactics. They will also be taught lobbying and influencing skills without hurting the other party.
It is a highly participative course based around the needs of each individual attending.
Learning Objectives
- To provide participants with the skills and knowledge to engage in successful negotiations
- To improve the confidence of participants to conduct successful negotiations.
- To enhance the lobbying and influencing skills of participants
Learning Benefits
A better understanding of the do’s and don’ts of negotiation. How to get the best out of every negotiation.The communication skills of participants will be enhanced to ensure future successes.
Course Content
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Defining the Negotiation Environment
– The impact of organizational culture
– The range of negotiation styles and practices
– Assessing negotiation feelings and attitudes
– Differentiating win/win from win/lose
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Principled Negotiation
– Elements of principled negotiation
– The negotiation process
– Efficient and ethical negotiation approaches
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Culture and Negotiations
– Assessing the impact of culture on principled negotiation
– Key challenges associated with negotiations in a multi-cultural environment
- Communicating Effectively During Negotiations
– Understanding and softening different perceptions and communication barriers
– Listening to understand and not just to respond
– Using Body Language to present a Positive Image
– Questioning Skills
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Negotiation Tactics
– Recognizing hidden agendas
– Listening actively for effective negotiation
– Making the most of start and stop signals
– Knowing when to Agree, Bargain, Control or Delay
– Gaining collaboration and support
– Sustaining positive momentum
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Negotiation Styles
– Common ‘hardball’ styles
– Principled responses to ‘hardball’ tactics
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Applying your Skills in an Authentic Environment
– Moving from one-to-one to inter-team negotiations
– Displaying an interactive process
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Best practices of principled negotiation
– Arriving at a conclusion beneficial to both parties
– Creating efficacy in the negotiation process
– Delivering ongoing value through positive relationships and reduced stress.
Lobbying during negotiation
– Principles of lobbying
– The purpose of lobbying
– Types of lobbying
– Lobbying in an organisational setting
– Elements of successful lobbying
– Rules of lobbying
- Developing Influencing Skills
– Building trust
– Developing “Organizational Intelligence.”
– Engaging in active listening
– Being a team player
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Cases and Syndicated exercises
Duration: Five (5) Days
| Program Dates | Venue |
|---|---|
| 5th-9th August 2024 | Nairobi |
| 7th-11th October 2024 | Accra |
Fees: Two Thousand, Nine Hundred and Fifty Dollars (USD 2,950.00) per participant
Who Should Attend
This program has been designed for managers in the areas of sales, marketing, human resources, strategy, trade union executives and all those whose role requires them to negotiate with customers,suppliers,management and will like to enhance their influence,both internally in their organisations and externally with other organisations and vendors.