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.
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.
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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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.