School Event - All Venues

Negotiation Skills

Overview

Contrary to popular belief, very few negotiations involve once-off deals – most happen in the course of a relationship of one kind or another or are aimed at establishing an ongoing one. Yet few people have the inherent ability to negotiate deals that are good for both sides. Many still cling to an outmoded view that they can only win if the other side loses. While this may result in a deal, the deal itself is often not the best one that could have been obtained but worse still, the relationship that was supposed to be maintained or established starts off on a strained note, or are destroyed altogether.

Very often, the losing party feels hurt or humiliated and may try to claw back in whatever way possible the gains that the other side have made. Soon disputes arise about what was agreed and what not, leading to a further cycle of acrimonious engagement, hostile emotions and shattered relationships. In business, the consequence of poor negotiation practices can be highly destructive.

Firstly, because relationships could be damaged by the winner takes all approach, future cooperation that is required for the performance or implementation of the agreement reached may be difficult to secure.

Secondly, a winner takes all approach more often than not operates on the borderline of ethical behavior - to succeed, a certain amount of bluffing or exaggeration (or worse) may be needed to "win" the negotiation. This may have ethical and reputational implications for organisations. Thirdly, this approach also often harms relationships which can increase the likelihood of recurrence, i.e. the dispute or issue that was negotiated upon recurs again later on and this increases the cost of negotiation.

Furthermore, this approach often leaves a lot of value on the table which the parties failed to identify or maximise because of the narrow focus of their approach.

The approach discussed and practiced at this workshop will show you how to prepare for and approach negotiation in a way that will ensure not only that you get the best possible deal for yourself, but that you are able to continue to work long-term with the parties on the other side. After all, the point of the deal is to achieve a sustainable agreement.

Course Outline

The programme is offered over a minimum of 2 days. It is highly interactive and largely experiential with numerous, relevant role plays & case studies. The course content includes –

  • Dealing with conflict & difficult conversations
  • Understanding your own conflict management & problem-solving style
  • Understanding the structure of negotiation and the impact of various approaches to negotiation on the outcome and implications for longer term cooperation
  • How to prepare for any negotiation
  • How to execute a negotiation in a manner that satisfies your interests and ensures that the agreement is sustainable long-term
  • How to deal with hard bargainers
  • The role of power and culture in negotiations.

The principles and techniques used on this programme have been tried and tested over many years. They are as applicable in one’s business life as they are in the private domain: an investment in the course is an investment in your own personal development.

Learning Outcomes

Delegates will learn how to:

 

  • Prepare for any negotiation
  • Create better value for themselves in negotiation
  • Manage inter-personal issues while remaining focused on the merits
  • Persuade the other side
  • Ensure longer-term cooperation with the other side
  • Deal with negotiators who are obstructive.

Who should attend?

The programme is suitable for people who are required to negotiate on their own behalf or on behalf of others, both within their organisation and with parties on the outside

Type: Course
CESA Validation Num: CESA-796-11/2018
CPD Points: 2
Coordinator: Blessings Banda
Provider: CBM Training
Presenter: Judith Louw
Fee: R 5 879.39 excl. VAT
R 6 702.50 incl. VAT
Schedules:
  • AVILLA House Conference Centre, Durban , Westville
  • Mon 18 September 2017  08:30 to 16:30
  • Tue 19 September 2017  08:30 to 16:30
  • CESA Training Centre, Johannesburg , Paulshof
  • Wed 1 November 2017  08:30 to 16:30
  • Thu 2 November 2017  08:30 to 16:30