The Expert Negotiator

Course Overview:

This GIBS programme is run as a four-day workshop, with 70% of participant time spent in either negotiation or feedback sessions.

A selection of real-life negotiation scenarios are used, and delegates will receive two levels of feedback to identify areas for improvement. Feedback encompasses both financial results of the negotiation as well as behavioural aspects.

Course Outline:

Session 1: Defining negotiation and setting the climate

Participants will develop a working definition of negotiation and an appreciation that the outcome of a successful negotiation is influenced by the psychological climate that is established at the onset of negotiations.

Session 2: Preparation and bargaining

Delegates will be exposed to the “Nego prep Four Step Plan” of preparation and will be sensitised to the fundamentals of sound bargaining practice and learn how to both apply and neutralise the most commonly used negotiation tactics.

Delegates are also exposed to the alternative types of negotiation agendas and methods used to link issues for trade-off.

Session 3: Human dynamics in negotiation

Topics covered include negotiation team roles/functions, individual negotiation style profiling, dealing with alternative styles of negotiators, neutralizing the aggressive negotiator plus alternative deadlock strategies. The dilemma of “cooperation” versus “competition” and their effects on the financial outcome of the deal are dealt with in detail.

Session 4: Putting it all together

Delegates will integrate techniques and skills acquired and demonstrate competency within a multitude of real-life situations with neutral observer feedback being provided.

Duration:

4 Days