Negotiation

The Gordon Institute of Business Science
Johannesburg, South Africa

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' 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 negotiation and require a framework to help them plan and manage these situations more effectively. This programme is therefore appropriate for individuals who are involved in negotiations that involve multiple issues, multiple stakeholders, high rand-values and high consequence of error. It is not suitable for individuals who are involved in less complex, one-on-one negotiation, as much of the focus of this programme is on analysing multiple variables of complex situations.

Key focus areas:

Module 1: 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.

Module 2: 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, concession patterns and how to neutralise the most commonly used negotiation tactics.

Module 3: Human dynamics in negotiation

Sound preparation for negotiation needs to be supported by outstanding interpersonal and inter-group dynamics. Topics covered include negotiation team roles/functions, individual negotiating style profiling, dealing with alternative styles of negotiators and neutralising the aggressive negotiator.

Module 4: Putting it all together

Delegates will integrate techniques and skills acquired and demonstrate competency within a real life situation.

...''

Elements of this syllabus are subject to change.

Phone:(011) 771 4000

School Address/Venue(s):

The Gordon Institute of Business Science
26 Melville Road
Illovo
Johannesburg
South Africa

Jobs & Resumes: Johannesburg
Houses & Roommates: Johannesburg
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