Leader.co.za - Management, Training and Career Advice for Business Leaders







JOHANNESBURG: 13 FEBRUARY 2018
The Expert Negotiator

Plan and manage complex negotiations more effectively.

This programme is run on a workshop basis with 70% of delegate time spent in either negotiation or feedback sessions. A selection of real life negotiation scenarios are used and delegates will receive two levels of feedback so as to identify areas for improvement.

Key focus areas:

Session one: Defining negotiation and setting the climate

Delegates will develop a working definition of negotiation and an appreciation that the outcome of a successful negotiation is influenced by the psychological climate which is established at the outset of negotiations.

Session two: Preparation and bargaining

Delegates will be exposed to the Negoprep four-step plan of preparation and will be sensitised to the fundamentals of sound bargaining practice, and learn how to both apply and neutralise the most commonly used negotiation tactics.

Session three: Human dynamics in negotiation

Topics covered include negotiation team roles/functions, individual negotiation style profiling, dealing with alternative styles of negotiators, neutralising the aggressive negotiator plus alternative deadlock alternatives.

Session four: Putting it all together

Delegates will integrate techniques and skills acquired and demonstrate competency within a multitude of real life situations with neutral observer feedback being provided.

Who should attend?

This programme is designed for Executives and senior managers from all disciplines who are involved in complex negotiations that involve multiple issues, multiple stakeholders, high rand-values and high consequence of error should the negotiations not be finalised to the satisfaction of all parties. This programme is not suitable for individuals involved in less complex, one-on one negotiations. The focus is on analysing multiple variables of complex situations.

How you will benefit:

At the end of the programme you will be able to:

  • Develop and negotiate from both standard and crisis strategic agendas;
  • Establish the appropriate climate for negotiation;
  • Identify the fundamentals of sound bargaining practice;
  • Apply the appropriate trade-off patterns;
  • Apply or neutralise the most commonly used negotiation tactics;
  • Appreciate the fundamentals of team based negotiations/selection of “chief negotiators” and other team members;
  • Avoid common errors;
  • Identify your own negotiating style and compare it to the “perfect” negotiator style; and
  • Integrate the techniques and skills acquired and demonstrate competency within a multitude of real-life simulations.

Additional information:

In this course we will focus on defining negotiation and setting the climate - where delegates will develop a working definition of negotiation, appreciate the outcome of a successful negotiation.

Preparation and bargaining - where delegates will be exposed to the Negoprep four-step plan of preparation.

Human dynamics in negotiation - where topics covered include negotiation team roles/functions, individual negotiation style profiling, dealing with alternative styles of negotiators, neutralising the aggressive negotiator.

Putting it all together - where delegates will integrate techniques and skills acquired and demonstrate competency in real life situations.

For further information, visit: GIBS
Course Details


Apply By:
06 February 2018
Start Date:
13 February 2018
Schedule:
13 – 16 Feb
Venue:
GIBS
Location:
Johannesburg, South Africa
Calendar:
Costs:
R20 500
Apply:
Contact us using the details below.
Enquiries:
Contact: Gibs Enquiries
Tel: +27 11 771 4000
Fax:
E-mail: Send me an e-mail

Training Provider


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