MASTERING THE SKILLS OF NEGOTIATION - THE PRINCIPLES AND PRACTICE
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