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Mastering Negotiations Course: The Principles and Practice

By: Tom Associates Training  

Lagos State, Nigeria

02 - 04 Oct, 2019  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
  • Recognising 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 an typical Arab
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Oct 02 - 04 Oct, 2019

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

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

NGN 125,000.00(Vat Inclusive)
(Convert Currency)

Mr Abiodun Toki 08033019120

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