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

07 - 09 Feb, 2018  3 days

Follow Event

  

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.
Related Courses
Internet Security Awareness Training Internet Security Awareness Training

5 days, 07 - 11 May, 2018 

2018-05-07 12:05:00
Lagos State, Nigeria

Tom Associates Training

This Internet Security Awareness Training​ will consist of the following: DAY ONE Having a security mindset What is Internet Security? What is at risk? Identity theft - people impersonating ...

Excellent English for Public Service Officers Course Excellent English for Public Service Officers Course

5 days, 13 - 17 Aug, 2018 

2018-08-13 12:08:00
Lagos State, Nigeria

Tom Associates Training

Effective writing in English, the official language, is a powerful tool in the hands of  public service officers. Brilliant officials articulate their thoughts in a clear and concise manner. ...

Managerial Skills Appreciation: First Level Managers Programme Managerial Skills Appreciation: First Level Managers Programme

3 days, 08 - 10 Aug, 2018 

2018-08-08 12:08:00
Lagos State, Nigeria

Tom Associates Training

This course is to introduce first level managers to office and business management by making them Understand their roles within the changes that do affect business Get clear the management styles ...

Cost Reduction and Management Guides Cost Reduction and Management Guides
On going

3 days, 21 - 23 Feb, 2018 

2018-02-21 12:02:00
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 ...