MSN Successful Negotiation, Lobbying and Influencing Skills (7th –9th April OR 7th – 9th October 2026)
About the Programme
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 three-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 etc.
The programme uses video clips showing typical negotiating situations to highlight good and bad tactics. It is a highly participative course based around the needs of each individual attending.
Course Objectives
• To provide participants with the skills and knowledge to engage in successful negotiations
• To improve the confidence of participants to conduct successful negotiations.
Course Benefits
A better understanding of the dos and don’ts of negotiation. How to get the best out of every negotiation.
Course Content
• 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
• Principled Negotiation
– Elements of Principled Negotiation
– The Negotiation Process
– Efficient and Ethical Negotiation Approaches
• 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
• Handling ‘Hardball’ Negotiators
– Common ‘Hardball’ Styles
– Principled Responses to ‘Hardball’ Tactics
• Applying your Skills in an Authentic Environment
– Moving from One-To-One to Inter-Team Negotiations
– Displaying an Interactive Process
• 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.
- The Manager as Influencer
– Influence vs Authority
– Cialdini’s Principles of Persuasion
– Influence Style Self-Assessment
- Emotional Intelligence in Influence
- Emotional Intelligence and Influence-The Connection
- Influencing Up, Down and Across
- Managing Up and Cross-Functional Collaboration
- Building Your Sphere of Influence
- Understanding the Sphere of Influence
- Creating a Personal Influence Map
- Turning Influence into Impact
- What is Lobbying?
– What is Lobbying?
- Myths and Realities
- Elements of Successful Lobbying
- Internal vs External Lobbying
– Legal and Ethical Frameworks
- Lobbying in an Organisational Setting
- Communication and Persuasion
Duration: Three (3) Days
Fees: Four Thousand One Hundred Ghana Cedis (GH¢4,100.00) per participant
Venue: Central Hotel
Who Should Attend
Managers, Officers and Executives performing functional roles in Human Resource, Supply Chain, Marketing, Sales, Labour Union executives and members and all those whose role requires them to negotiate with customers, suppliers and others.