MASTERING THE SKILLS OF NEGOTIATION - THE PRINCIPLES AND PRACTICE

Registrations are closed

Live-Online Training: N135,000
Classroom Training: N 165,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount

(Available also for Customised Training by Duration, Venue & Fee)

Programme Description

A training programme whose contents have been developed around six “Key Negotiation Lessons,” namely:

Avoiding unreasonable or arbitrary positions
Avoiding letting prejudices show through
Avoiding negotiating by demands and ultimatums
Presenting arguments calmly, without personalizing
Explaining positions logically and frankly
Recognizing legitimate concerns and needs of the other side.

Broad Competencies Addressed

Ability to assess one’s central negotiating style – collaborate, compromise, defeat, withdraw, or accommodate.
Ability to assess one’s true power in any negotiation process
Ability to concede without losing out
Ability to employ any of the several tactics negotiators use and manage when any of the tactics are being tried by other parties
Ability to assess a true crisis situation and not a contrived one, so as to employ the right crisis negotiating tactics at the right time.

Course Contents

DAY ONE

Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Personal Preparation
Rules for Commercial Negotiations
Cost of Negotiated Solution
Negotiating Concerns
Interests, Needs, and Alternatives in a Negotiation
How to Improve Your Negotiating Results.

DAY TWO

Basic Negotiation Styles:
Win-lose
Lose-lose
Compromise
Collaborate
Timing for Negotiation Advantage
The Five Types of Power in a Negotiation Process
How to Break an Impasse
Managing Your Ego
Closing with Confirmation

DAY THREE

Negotiating Positions
Terms and Conditions
Negotiating Interests
Underlying motivations
Negotiating Options
Inventing an option is not a commitment
Negotiating Standards
Make the negotiation a joint search for independent standards
People Issues
Ease and tone of communication
Negotiation Alternatives
Choose your ZOPA
Establish your BATNA
Negotiation Tactics
Glossary of Tactics
Culture Sensitivity
Negotiating with a typical European
Negotiating with a typical American
Negotiating with a typical African
Negotiating with a typical Arab           


Date & Time
Tuesday
June 13, 2023
Start - 8:30 AM
Thursday
June 15, 2023
End - 3:00 PM Africa/Lagos
Location

Tom Associates Training

5/7, Alade Lawal Street, Opposite Anthony Police Station, Off Ikorodu Road, Anthony Village,
NG-LA
Nigeria
+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com
Get the direction
Organizer

Tom Associates Training

+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com