Negotiating and Consensus Building

This Program provides a variety of practical strategies to become a successful negotiator in any context. From negotiating with customers, strategic partners and suppliers to building internal consensus around a vision or strategy, negotiating skills are a required core competency for any successful manager or executive. In the program, you will have the opportunity to practice what you have learned, in a safe and supportive environment.

The Program will enable you to

• Change confrontation into problem solving and discuss creative options that maximize the interests of all parties
• Build collaborative relationships
• Develop the ability to recognize and deal with different styles of thinking, decision-making, conflict management, and emotional behaviour

Personal benefits

• Learn to negotiate in a non-adversarial way
• Create better working relationships with customers, suppliers, colleagues and staff
• Improve your negotiating effectiveness
• Learn to deal with different styles of negotiation

Organizational benefits

• Build more constructive relationships with customers
• and suppliers
• Improve your organization’s ability to negotiate successfully
• Develop a more collaborative approach to business
• Create a win-win mentality within your organization

Content

The program includes these main themes:

MODULE 1

• Introduction to the negotiation process
• Negotiation Simulation 1 (followed by debrief and discussion)
• Positional (Distributive) negotiation
• Framing in negotiation
• Negotiation simulation 2 (followed by debrief and discussion)
• Interest-based/Principle-based Negotiation
• Negotiation styles

MODULE 2

• Negotiation Simulation 3 (followed by debrief and discussion)
• Bridging the gap by creating value and honouring interests
• The gender factor
• Cross-cultural negotiation
• Negotiation Simulation 4 (followed by debrief and discussion)
• Ethics
• Dealing with difficult negotiators and power differentials