Nigerian Seminars and Trainings

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

business logo

Mastering Negotiations Course: The Principles and Practice

By: Tom Associates Training  

Lagos State, Nigeria

02 - 04 Oct, 2019  3 days

Follow Event

  

NGN 125,000

Venue: 5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos.

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

NST PPC Advert
Related Courses
Business Acumen Master Class Transformative Learning of How the Business Makes Money Business Acumen Master Class Transformative Learning of How the Business Makes Money

3 days, 16 - 18 Sep, 2019 

2019-09-16 12:09:00
Lagos State, Nigeria

Tom Associates Training

Business Acumen is all about seeing the big picture and recognizing that all decisions no matter how small can influence the bottom line. Therefore, the focus of this course is to prepare employees ...

How to Create Positive Customer Experience - Service as an Art and a Science How to Create Positive Customer Experience - Service as an Art and a Science

2 day, 19 - 20 Sep, 2019 

2019-09-19 12:09:00
Lagos State, Nigeria

Tom Associates Training

This training is to make employees psychologically ready, supported with the skills-set to deliver impeccable customer service. After the programme, employees will be able to attend to more service ...

Facility Maintenance and Management Training Facility Maintenance and Management Training

4 days, 17 - 20 Sep, 2019 

2019-09-17 12:09:00
Lagos State, Nigeria

Tom Associates Training

This is a programmed for Facility Managers and Office Managers who support the Facility Managers. It is to give them the know-how to effectively manage the physical assets. The programmed will make ...

How to Turn Around an Underperforming Business Five Steps to Breathing New Life into a Difficult Business How to Turn Around an Underperforming Business Five Steps to Breathing New Life into a Difficult Business

3 days, 25 - 27 Sep, 2019 

2019-09-25 12:09:00
Lagos State, Nigeria

Tom Associates Training

When an enterprise is in crisis, all kinds of devastating things start to happen to the customers, to the suppliers, to its finances, to the workers, the managers and their families. But in a ...