Executives devote up to 85% of their time to negotiation. More often than not these negotiations have high consequence of error but are often left to intuition or “gut-feel”.
This programme is designed for executives and senior managers who are involved in high-level, complex negotiations and require a framework to help them plan and manage these situations more effectively.
How you will benefit
The process will include lecture input, a number of simulations, class discussions, group exercises and case plays, designed to reinforce the content and provide you with the practical framework needed to be an effective “expert negotiator”.
- Develop a working definition of negotiation;
- Establish the appropriate climate for negotiation;
- Use a flexible but structured approach to prepare for negotiations;
- Identify the fundamentals of sound bargaining practice, establish negotiating ranges, assess power bases and leverage levels of both parties;
- Exposure to alternative trade-off patterns;
- Learn how to both apply and neutralise the most commonly used negotiation tactics;
- Understand the importance of human dynamics in negotiation;
- Avoid errors commonly made in negotiation;
- Deal with alternative negotiation styles; and
- Integrate techniques and skills acquired and demonstrate competency within a multitude of real-life situations.
Who should attend?
This programme is designed for executives and senior managers from all disciplines who are involved in complex negotiations that involve multiple issues, multiple stakeholders, high rand-values and high consequence of error, and are most often team-based negotiations. These include managing directors, marketing directors, general managers, senior sales specialists, contract negotiators, financial specialists, general managers, human resource specialists, governmental negotiators, project managers and construction/property negotiators. It is not suitable for individuals who are involved in less complex, one-on-one negotiations as much of the focus of this course is on analysing multiple variables of complex situations.
Key focus areas
Session one: Defining negotiation and setting the climate
Delegates will develop a working definition of negotiation and an appreciation that the outcome of a successful negotiation is influenced by the psychological climate which is established at the outset of negotiations.
Session two: Preparation and bargaining
Delegates will be exposed to the Negoprep 4-Step Plan of preparation that can be used in a variety of negotiations. They will also be sensitised to the fundamentals of sound bargaining practice, establishing negotiating ranges, assessing power bases and leverage levels of both parties. The delegates will also be exposed to alternative trade-off patterns and how to both apply and neutralise the most commonly used negotiation tactics.
Session three: Human dynamics in negotiation
Sound preparation for negotiation needs to be supported by outstanding interpersonal and inter-group dynamics. Topics covered include negotiating team roles/ functions, individual negotiation style profiling, dealing with alternative styles of negotiators, neutralising the aggressive negotiator plus alternative deadlock alternatives.
Session four: 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.
Faculty
Jack Quinlan
Jack Quinlan has been involved in the specialist field of negotiation since 1980 and has accumulated a wealth of expertise across a wide diversity of business sectors during this period. He is a graduate of the Wits Business School’s HDPM and MBA programme.
Jack currently acts as a specialist consultant negotiator to a wide range of organisations. His experience ranges from cross-border mining rights negotiations through to international technology exchange transactions.
Duration: Three-and-a-half days
Fees: The fee of R17 950 includes tuition, instruction material, textbooks, lunches and refreshments and is VAT exempt. No registration will be confirmed without payment.
Cancellation Policy
Delegates who cancel their registration after the closing date for registrations or, where there is no closing date, less than 14 days prior to programme commencement, will be liable for 50% of the programme fee. Those who do not arrive for the programme will be liable for the full fee. Notification of cancellation must be sent in writing either via email or via fax. All who cancel or do not attend must return the programme material intact.
Contact Us
Tel: +27 (0)11 771 4133
Email execed@gibs.co.za