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Live-Online Training: N145,125
Classroom Training: N 220,375
3 - 4 participants: 5% discount
5 or more participants: 10% discount

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

Programme Description

This programme offers a unique approach to negotiation. Through a blend of role plays and exercises, delegates will learn to empathise with and influence their counterparts, and jointly develop innovative solutions. They will explore methods and practices that enhance their creative thinking and contextual analysis capabilities, ultimately improving their ability to negotiate in virtually any situation.

At the end of this programme delegates will have learned to:

  • Develop culture-sensitive solutions for negotiation
  • Adapt tactics and strategies for every stage of negotiation
  • Analyse how negotiation can be used effectively in multiple settings and situations
  • Gain power and wield influence through successful negotiations in your professional and personal life

Here are tactics and strategies for every stage of negotiation. Understand how negotiation can be used effectively in multiple settings and situations, to gain power and wield influence in professional and personal life 

Course Contents


Introduction to the General Principles of Negotiation

  •   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.
  • 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
  • Recognising legitimate concerns and needs of other side.

Laying the Groundwork for a Major Negotiation

  • 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.
  • 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


  • 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 an typical Arab

Date & Time
May 15, 2024
Start - 8:30 AM
May 17, 2024
End - 3:00 PM Africa/Lagos

Tom Associates Training

5/7, Alade Lawal Street, Opposite Anthony Police Station, Off Ikorodu Road, Anthony Village,
+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225 |
Get the direction

Tom Associates Training

+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225 |