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.

Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

Reviews

Course participant from South Africa 2018

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 2014

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 South Africa 2019

4.5
Industry:metals and mining

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 Qatar 2011

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 2013

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 2019

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

Comprehensive course analysis

Essentials

  • What do past participants have to say about the course?
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  • What do past participants have to say about the course?
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Who should attend

Executives, senior and middle 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.

About the course

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. Feedback encompasses both financial results of the negotiation as well as behavioural aspects.

How you will benefit

  • 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;
  • Identify your own negotiating style and compare it to the “perfect” negotiator style; and implement appropriate changes; and Integrate the techniques and skills acquired and demonstrate.

Key Focus Areas:

  • Defining negotiation and setting the climate.
  • Preparation and bargaining
  • Human dynamics in negotiation

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  ZAR 24 062$1,656
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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

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