Short course in negotiation skills
The ability to prepare and conduct negotiations at all levels is critical in any business environment. This short course in Negotiation Skills equips delegates with the framework which forms the basis for any type of negotiation. A substantial portion of the course is dedicated to giving delegates the opportunity to apply the principles that they have learned and to observe and critique others while simulated negotiations are performed.
Learning outcomes:
After completion of the course, delegates will be able to:
- Understand the bargaining arena.
- Understand and apply the eight step negotiation framework which forms the basis for any type of negotiation.
- Demonstrate the appropriate skills needed to negotiate effectively.
- Understand the win-win principle achievable in most negotiations.
- Understand how to negotiate in a professional manner to drive better deals where long term relationships are important.
- Deliver a measureable improvement in negotiation performance.
- Build confidence in negotiations through practice
Course content:
The course covers the following elements of negotiation:
Day 1
- Preparation for negotiations.
- Identifying issues and priorities on both sides.
- Rewarding signals from opposing negotiators.
- Proposing alternatives.
- Practical application of the four elements learned, through simulated negotiations.
Day 2
- How to package and adjust your offering in order to maximise your outcome.
- Effective bargaining: giving up in areas of lesser importance to gain in areas of greater importance.
- Concluding: test how close the other party is to agreeing on the outcome of the negotiation.
- Agreeing on what was discussed to eliminate misunderstanding.
- Practical application of the four elements learned so far through simulated negotiations.
Day 3
- Revision of all eight elements of negotiation learned.
- Simulated negotiations where learners need to demonstrate their understanding and the application of all eight elements of negotiation for assessment and certification.
Entry requirements:
Matric/Grade 12
Date: 26 August 2015 to 28 August 2015Time: 08:00 - 16:00
Venue: University of Pretoria, Main Campus, Pretoria
Cost: R9,000 (VAT incl.)