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Mastering Negotiations: The Principles and Practice

By: Tom Associates Training  

Lagos State, Nigeria

03 - 05 Feb, 2016  3 days

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NGN 115,500

A training programme whose contents have been developed around six “Key Negotiation Lessons,” namely:

  • Avoid unreasonable or arbitrary positions
  • Avoid letting prejudices show through
  • Avoid negotiating by demands and ultimatums
  • Present arguments calmly, without personalizing
  • Explain positions logically and frankly
  • Recognize legitimate concerns and needs of other side.

Broad Competencies Addressed

  • Ability to assess one’s central negotiating style - collaborate, compromise, defeat, withdraw or accommodate.
  • Ability to assess one’s true power in any negotiation process
  • Ability to concede without losing out
  • Ability to employ any of the several tactics negotiators use and manage when any of the tactics are being tried by other parties
  • Ability to assess a true crisis situation and not a contrived one, so as to employ the right crisis negotiating tactics at the right time

Course Contents

Day One

  • Setting the Time and Place
  • Establishing Common Ground
  • Creating a Negotiation Framework
  • Three Rules for Commercial Negotiations
  • How to Improve Your Negotiating Results

Day Two

  • Basic Negotiation Styles
  • Timing for Negotiation Advantage
  • The Five Types of Power in a Negotiation Process
  • How to Break an Impasse

Day Three

  • Negotiating Terms and Conditions
  • Negotiating Interests and Underlying Motivations
  • Negotiating Options and Alternatives – ZOPA, BATNA
  • Negotiating Standards
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Registration: 8.30 - 9.00 a.m. Class Session: 9.00 - 4.00 p.m. Feb 03 - 05 Feb, 2016
NGN 115,500.00(VAT Inclusive)
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08033019120

Discount of 5% to 3-4 participants from same organization. Discount of 10% to 5 or more participants from same organization.