The Expert Negotiator

GIBS Business School

How long?

  • 4 days
  • in person

What are the topics?

GIBS Business School

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Full disclaimer.

Reviews

Stuart L, Course Participant from South Africa

5.0
Course quality: excellent
Instructors: excellent
Other (e.g. materials, infrastructure): excellent
Primary takeaway: Preparation
Industry:public utility

Course participant from South Africa 2019

5.0
Course quality: excellent
Instructors: excellent
Other (e.g. materials, infrastructure): excellent
Primary takeaway: Learning the commercial levers that can be used in negotiations / noting the behavior that the other side portrays so that we have some insight into their chosen tactics. The practical sessions were the most useful
Industry:banking

Course participant from Mozambique 2015

4.8
Course quality: excellent
Instructors: excellent
Other (e.g. materials, infrastructure): very good
Primary takeaway: The fact that it is possible to sit on a table and bargain. Not the bargain as such but what strategy you can follow to get to what you want or close to a what you want. the take away were: design your strategy. what you have to fight with. what you believe is the fair closure of the negotiation whatever it is and how to tackle it for you benefit. how can you team advise on several aspect and feeling and strategies from your opponent and act on then and above all when to give up.
Things to improve: Addiotional role plays and reading material from best negotiators on different matters before engage on the course.
Industry:industry and manufacturing

Course participant from Qatar 2013

4.5
Course quality: excellent
Instructors: excellent
Other (e.g. materials, infrastructure): good
Primary takeaway: Learning the art and skill of advanced negotiations through a methodical and structured approach. I use these skills on a daily basis in my professional career.
Things to improve: I would update or diversify the practical negotiations scenarios practiced in class between the students.
Industry:telecommunications

Course participant from South Africa 2020

4.5
Industry:metals and mining

Course participant from South Africa 2016

4.1
Course quality: good
Instructors: good
Other (e.g. materials, infrastructure): very good
Primary takeaway: The view of negotiation as a team process
Things to improve: Variety in cases
Industry:education

Course participant from South Africa 2020

4.8
Course quality: excellent
Instructors: excellent
Other (e.g. materials, infrastructure): very good
Industry:information technology

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.

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.

Experts

Jack Quinlan

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...

Videos and materials

The Expert Negotiator at GIBS Business School

From  22700 ZAR$1,322

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