Nigerian Seminars and Trainings

Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World

business logo

Mastering Negotiations Training: The Principles and Practice

By: Tom Associates Training  

Lagos State, Nigeria

10 - 12 Oct, 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. Oct 10 - 12 Oct, 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
Administrative Functions and Office Management Course Administrative Functions and Office Management Course

5 days, 26 - 30 Aug, 2019 

2019-08-26 12:08:00
Lagos State, Nigeria

Tom Associates Training

A training to deliver the requirements of Administrative Officers, so they are brought up-to-date with what is expected of them at all times. The contents will make administrative staff to be highly ...

Financial Statement Analysis Course Financial Statement Analysis Course

3 days, 16 - 18 Jan, 2019 

2019-01-16 12:01:00
Lagos State, Nigeria

Tom Associates Training

This financial statement analysis course is oriented around interpreting financial results of live companies and financial institutions so candidates can gain a solid understanding of financial ...

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

3 days, 13 - 15 Mar, 2019 

2019-03-13 12:03:00
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 ...

Incident Investigation and Reporting Course Incident Investigation and Reporting Course

2 day, 14 - 15 Feb, 2019 

2019-02-14 12:02:00
Lagos State, Nigeria

Tom Associates Training

The purpose of this incident/hazard reporting course is to practice the process of ascertaining root causes of the incidents/hazards. The course will deliver five significant values:  Provide ...