The Master Negotiator Programme

Strathmore Business School

How long?

  • 3 days
  • online

What are the topics?

Strathmore 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...

Who should attend

The Master Negotiator is specially designed for those that carry out negotiations in their roles. Individuals from both the private, civil society and public sectors seeking to enhance their negotiation skills in an increasingly globalised world. Typical participants include those involved in procurement, lawyers, supplier liaisons, claims managers among others.

About the course

The programme aims to enhance participants' negotiation skills and techniques for breaking through impasses to close deals, through strategic and skillful persuasion.

The negotiation process is a part of every manager’s day-to-day activities with people inside and outside the organisation, people whose cooperation is essential to attain your goals. A good negotiation leaves each party satisfied and ready to do business with each other again. Your approach should foster goodwill, regardless of the differences in party interests. Consider for a moment what percentage of your working day you will spend negotiating. Approaching business negotiations with a creative mindset will not only preserve a relationship but also add significant value for both sides creating win-win solutions. Negotiation is pervasive in our daily activities whether personal or business.

The Master Negotiator Programme will focus on equipping you with the right tools to help you achieve successful negotiation outcomes in the business environment e.g. successful deals. It aims to formalise your experiences, with the skills and ability to think critically about what may now be an intuitive process for you. This will help us to establish a framework that will enhance your learning every time you are involved in a new negotiation, and equip you with new skills that will become part of your repertoire. You will also understand the dynamics of cross-cultural negotiations in the African context and beyond.

Programme Objective

The programme aims to enhance participants’ negotiation skills and techniques for breaking through impasses to close deals, through strategic and skilful persuasion.

Key Learning Outcomes

After completing the programme, you should be able to:

  • improve your ability to negotiate in competitive as well as collaborative situations
  • increase your level of awareness of the negotiation process including improving effectiveness in the opening, making concessions and closing negotiations
  • understand the dynamics of cross-cultural negotiations in the African context and beyond
  • enhance your understanding of the psychology of negotiation including critical biases negotiators can have that limit their effectiveness and how to overcome them
  • be familiar with specific concepts and principles that will enhance your negotiation effectiveness
  • reflect on your personal style and the impact it has on others

Key Focus Areas

The programme will focus on:

  • Elements of a Negotiation Model
  • Principles of Negotiation
  • The Process of Negotiation
  • Cooperate and compete; Coo-peting
  • Creative Negotiations
  • Group Negotiations
  • Overcoming Barriers to an Agreement in Negotiations
  • Cross-cultural Negotiations

Topics range from preparing and managing the negotiation process to more complex issues such as managing deadlocks and multivariable negotiations.

Experts

Robert Mudida

Prof. Robert Mudida is an Associate Professor of Political Economy at Strathmore Business School and has considerable lecturing and practical experience in the areas of economics, applied econometrics, public policy, negotiation, international trade and finance. He is also the Director of the Ins...

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The Master Negotiator Programme at Strathmore Business School

From  KES 40 000$383

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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...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.