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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.
About the course
Learn systematic steps and techniques that are required for sound bargaining and negotiation practices.
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.
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.
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.
Profile Jack has been a Negotiation Consultant from 1984 to present. He has the following experience: 28 years’ experience in commercial negotiation consulting and skills development, both in South Africa and overseas. Listed own consultancy on the main board of the Johannesburg Stock Exchang...