NEGOTIATION MASTERCLASS
Live-Online Training: N
195,000
Classroom Training: N 220,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount
(Available also for Customised Training by Duration, Venue & Fee)
Programme Description
Life, like business, is a web of negotiated outcomes. Managers must appreciate the art and science of negotiation for strategic advantage. Negotiation skills are critical for successful outcomes in various scenarios, such as business deals, contracts, conflict resolution, and team collaborations.
A lack of the necessary expertise to negotiate effectively leads to missed opportunities, compromised agreements, and strained relationships. Without mastering the principles and practices of negotiation, professionals risk being disadvantaged in negotiations, hindering their career growth and organisational success.
This training programme is developed around six “Key Negotiation Lessons,” namely:
- Avoiding unreasonable or arbitrary positions
- Avoiding prejudices showing through.
- Avoiding ultimatums and threats.
- Presenting arguments calmly, without personalising
- 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 other parties try any of them.
- Ability to assess a genuine crisis, not a contrived one, and employ the correct negotiating tactics at the right time.
TRAINING OBJECTIVES
At the end of the training programme, participants will be able to;
- Understand the Fundamentals of Negotiation: Comprehensively understand negotiation principles, theories, and strategies.
- Develop Effective Communication Skills: Enhance communication and interpersonal skills to convey interests, needs, and priorities during negotiations effectively.
- Build Confidence: Provide practical techniques and approaches to boost their confidence in negotiation scenarios.
- Create Win-Win Solutions: Ability to identify mutual gains and create win-win negotiation solutions.
- Handle Challenges: Navigate challenging negotiation situations, such as conflicts, deadlocks, and power imbalances.
COURSE CONTENTS
DAY ONE
A STRATEGIC BUSINESS CASE FOR EFFECTIVE NEGOTIATION
- An Overview of Negotiation: Definition, importance, principles, and types of negotiations.
- Identifying Negotiation opportunities: When to negotiate and when not to negotiate.
- The Strategic Negotiator Checklist
- The Portrait of Top-Class Negotiators
- Key Concepts: BATNA (Best Alternative to a Negotiated Agreement), ZOPA (Zone of Possible Agreement), Reservation Point, and more.
- Top Skills for the 21st Century Negotiator
- Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating
a Negotiation Framework
DAY TWO
THE NEGOTIATION PROCESS
The Five Critical Stages of 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.
NEGOTIATION STRATEGIES AND TACTICS
· Win-lose
· Lose-lose
· Compromise
· Collaborate
- Principled Negotiation (Based on Fisher and Ury's model) involves separating people from the problem, focusing on interests, generating options, and using objective criteria.
- Power Dynamics: Understanding power sources and strategies for handling power imbalances.
- Negotiation Tactics: Recognizing and responding to common negotiation tactics such as anchoring, bluffing, and framing.
- Culture Sensitivity
Ø Negotiating with a typical European
Ø Negotiating with a typical American
Ø Negotiating with a typical African
Ø Negotiating with a typical Arab
· Closing Negotiations: Finalizing agreements, documenting terms, and maintaining post-negotiation relationships.