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Mastering Negotiations: The Principles and Practice

By: Tom Associates  

Lagos State, Nigeria

07 - 09 Feb, 2018  3 days

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NGN 125,000

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. Feb 07 - 09 Feb, 2018

Registration: 08:30:am - 09:00:am

Class Session: 09:00:am - 04:00:am

NGN 125,000.00
(Convert Currency)

Mr Abiodun Toki 08033019120

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