Commercial Negotiation

USB Executive Development Ltd.
Gauteng, Cape Town, South Africa

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

Course Description:

'' 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 is 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 has made. Soon disputes arise about what was agreed upon 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 behaviour. 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 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 Africa Centre for Dispute Settlement in conjunction with USB Executive Development (USB-ED) presents the programme Commercial Negotiation, which offers you an opportunity to learn how to prepare and approach negotiation in a manner that ensures that you get the best possible deal for yourself and continue working long-term with the other parties involved.

...''

Elements of this syllabus are subject to change.

Phone:+27 (0)11 575 6232, +27 (0)21 918 4488

School Address/Venue(s):

Carl Cronjé Drive, Bellville 7530, Cape Town, South Africa

Jobs & Resumes: Gauteng, Cape Town
Houses & Roommates: Gauteng, Cape Town
Travel Agencies: Gauteng, Cape Town

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