Nigerian Seminars and Trainings

Search conferences, training, seminars, courses and workshops in Nigeria and around the world

business logo

Mastering Negotiations: The Principles and Practice

By: Tom Associates Training  

Lagos State, Nigeria

08 - 10 Feb, 2017  3 days

Follow Event

  

NGN 115,500

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

  • Avoiding unreasonable or arbitrary positions
  • Avoiding letting prejudices show through
  • Avoiding negotiating by demands and ultimatums
  • Presenting arguments calmly, without personalizing
  • Explaining positions logically and frankly
  • Recognizing 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

  • Laying the Groundwork
  • Setting the Time and Place
  • Establishing Common Ground
  • Creating a Negotiation Framework
  • The Negotiation Process
  • Personal Preparation
  • Rules for Commercial Negotiations
  • Cost of Negotiated Solution
  • Negotiating Concerns
  • Interests, Needs and Alternatives in a Negotiation
  • How to Improve Your Negotiating Results.

Day Two

  • Basic Negotiation Styles:
  • Win-lose
  • Lose- lose
  • Compromise
  • Collaborate
  • Timing for Negotiation Advantage
  • The Five Types of Power in a Negotiation Process
  • How to Break an Impasse
  • Managing Your Ego
  • Closing with Confirmation

Day Three

  • Negotiating Positions
  • Terms and Conditions
  • Negotiating Interests
  • Underlying motivations
  • Negotiating Options
  • Inventing an option is not a commitment
  • Negotiating Standards
  • Make the negotiation a joint search for independent standards
  • People Issues
  • Ease and tone of communication
  • Negotiation Alternatives
  • Choose your ZOPA
  • Establish your BATNA
  • Negotiation Tactics
  • Glossary of Tactics
  • Culture Sensitivity
  • Negotiating with a typical European
  • Negotiating with a typical American
  • Negotiating with a typical African
  • Negotiating with a typical Arab
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 08 - 10 Feb, 2017
NGN 115,500.00(including VAT)
(Convert Currency)

08033019120

Discount of 5% to 3-4 participants from same organization. Discount of 10% to 5 or more participants from same organization.
Related Courses
Selling In a Difficult Environment Selling In a Difficult Environment

2 day, 02 - 03 Nov, 2017 

2017-11-02 12:11:00
Lagos State, Nigeria

Tom Associates Training

This Selling in a Difficult Environment course will discuss the following How the salespersons’ mental agility can increase so as to perform at the very best How to bring high energy to bear ...

Advanced Human Resources Management Advanced Human Resources Management

5 days, 13 - 17 Nov, 2017 

2017-11-13 12:11:00
Lagos State, Nigeria

Tom Associates Training

The programme is to raise the proficiency levels of senior HR specialists. After the programme ends, it will deepen the knowledge of the HR specialists of how their organization’s business runs ...

Advanced Mechanical Drives System Maintenance Advanced Mechanical Drives System Maintenance

5 days, 23 - 27 Oct, 2017 

2017-10-23 12:10:00
Lagos State, Nigeria

Tom Associates Training

The cost of running plant/machinery would continue to increase and may possibly ecome unbearable unless those in charge of maintenance are well informed and are able to apply the skills needed to ...

Cost Reduction and Management Guides Cost Reduction and Management Guides

3 days, 25 - 27 Oct, 2017 

2017-10-25 12:10:00
Lagos State, Nigeria

Tom Associates Training

This course is most relevant now because Nigeria at present is a truly tough economy, an environment where cost efficiency must simply be a matter of common sense. The whole organization and all ...