WORKSHOP ON NEGOTIATION SKILLS FOR MANAGERS AND LEADERS

PROGRAM OVERVIEW

A study by Harvard Business Review found that only 28% of negotiators ask for more than what they're initially offered. This suggests that many negotiators may be leaving value on the table by not pushing for better deals. Research by the University of Chicago shows that negotiators who make the first offer tend to fare better than those who don't. This is because the first offer often sets the anchor for the negotiation. A study by Northwestern University found that negotiators who smile during negotiations tend to be more successful in achieving their objectives. The same study also found that negotiators who make direct eye contact with their counterparts tend to be less successful in achieving their objectives.

This course is designed to help participants develop the knowledge and skills necessary for successful negotiations. Through a combination of lectures, case studies, and hands-on exercises, participants will learn how to plan and execute negotiations, build relationships, and manage conflict.

COURSE OBJECTIVE

■Understand the principles of effective negotiation and their practical applications

■Identify and evaluate different negotiation styles and tactics

■Develop a negotiation strategy and prepare for negotiations

■Learn how to manage emotions and build rapport with the other party

■Recognize and respond to negotiation tactics used by others

■Use communication and active listening skills to achieve successful outcomes

■Understand how to reach and close agreements

LEARNING CURRICULUM

■Introduction to negotiation and its importance in business and personal interactions

■Understanding the different types of negotiation (e.g. distributive, integrative, win-win)

■Preparing for negotiations, including defining objectives, researching the other party, and identifying possible concessions

■Building relationships and managing conflict in negotiations

■Communication skills for effective negotiation, including active listening, questioning, and summarizing

■Understanding the other party's perspective and interests

■Recognizing and responding to negotiation tactics, such as anchoring, framing, and reciprocity

■Reaching and closing agreements, including the use of power and the BATNA (best alternative to a negotiated agreement)

WHO SHOULD ATTEND?

This program is designed for working Mid-Level Managers and Supervisors, Business professionals and Leaders who are interested in consolidating their negotiation and communication skills, applying communication techniques that improve relationships and favor cooperation between the parties involved.Those who wish to enhance existing negotiation skills building on past experience.Those who are new to negotiation and understand the considerable benefits of developing this valuable skill early in their career. Anyone handling Procurement, Purchasing, Suppliers. HR professionals who need negotiation skills to manage employee relations, negotiate contracts, and resolve disputes. Business professionals, Entrepreneurs, Lawyers etc

This course relies on the use of individual and group debriefs. The course also features the use of several case studies and presentations by participants followed by plenary discussions. In addition, videos and exercises are used to demonstrate the skills required for effective learning experience.

FURTHER DETAILS

■When: 6-7 June, 2023

■Where: Physical Class, Ilupeju-Lagos (Virtual option available) 

■Programme Commences 10am- 3pm each day.

■Course Fee: N80,000. 

Early Bird: 5% Discount. 5-10 Participants (5% discount). 11 or more participants. (10% discount). This covers Course materials and Certificate of attendance.