Strategic Negotiation For Effective Results



Course Introduction

Managers  constantly negotiate  –  usually on  issues of  critical importance to the organisation. Negotiating errors can be enormously costly and perhaps even hazardous to the long-term interests of the organisation. As such, successful  managers actively  develop their negotiation  skills in order to understand  the complex  aspects of negotiation and develop mastery at negotiation.

  • Mid Level Managers
  • Managers who are involved in negotiations with third partiesand internal customers as part of their job responsibilities
  • Managers who need to have a better understanding in dealing with different cultures (locally as well as foreign)
  • Enhance mental effectiveness by learning the keys to more rational thinking
  • Appreciate and understand strategic tools in decision making
  • Exhibit mastery of the tools by using them to create ideas, strategise, and plan your work and personal affairs
  • Realise better outcomes at the negotiation table
  • Use analytical decision-making approaches to craft both competitive and cooperative business strategies and to predict outcomes of strategic interactions
  • Use the tools to lead brainstorming and problem solving or just general meeting sessions
  • Appreciate and understand cultural nuances, norms and taboos and how they can affect negotiations and decision making
  • Case studies
  • Presentations
  • Class discussions
  • Video presentations
  • Brainstorming
  • Exercises
  • Reflections
  • The Core Elements of Negotiation
  • The Nature of Negotiation – Opportunities and Dangers
  • Critical Components Underlying the Negotiation Process
  • What Drives the Other Party
  • Recognising and Developing Style Flexibility
  • Process Observation – A Key Negotiation Skill
  • Managing the ‘Emotional Atmosphere’
  • Managing The Complexity of Negotiation
  • Address a variety of complexities related to decision making
  • Controlling Emotionally-charged situations
  • Adapting as the interest and goals of the parties change during the course of negotiation