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Fundamentals of Negotiation

This program will help each participant to become a negotiator, challenge themselves to rethink their foundations and assumptions about negotiation, prepare for negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation and uncover how to connect with negotiating parties, work toward gaining mutual value, and finally, make the best possible decision. The program will contain a wide variety of dialogues, scenarios, discussion questions and exercises to prepare the participants for commonly experienced situations and setting in negotiation. The program culminates in a realistic dispute resolution case study and the delegates are encouraged to reach an agreement before the forces of law intervene in the dispute.
The objective of this program will be to help participants to:
  • Understand the different phases of the negotiation process
  • Recognize the significance of planning and objective setting
  • Gaining leverage through power and persuasion
  • Achieve ‘win-win’ outcomes within the bargaining process
  • Understand the difference between distributive bargaining and Integrative bargaining.
  • The influence of culture and gender on negotiation.
  • Engage in negotiations with confidence
  • Identify the causes of disagreements & disputes
  • Ethics, fairness and trust in negotiation.
  • At the end of the course, delegates will make a greater and more effective contribution in designing the overall negotiation strategy and know how to apply it more professionally.
Benefits of the program for the organization:

Manpower equipped with new skills and knowledge to deliver desired output, helping the organization to achieve its goals and objectives efficiently and effectively through optimum utilization of resources in a much organized way.

Target Audience:
  • This program will be best suited to those who deal with negotiation but want to increase their formal knowledge and enhance their practical skills.
  • Different staff at all levels and is applicable to staff from a wide range of business disciplines including engineering, design, project management, production, finance, sales & marketing, business development, purchasing, procurement, commercial and general management.