Negotiating Skills Workshop

University of Cape Town Graduate School of Business
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 what 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 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 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 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 practised 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.

Programme Summary
The approach discussed and practised 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 and your organisation, 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.
Programme benefits
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.
The skills learnt are applicable in personal lives. In particular, they will also learn how to manage conflict better; how to become aware of and assert their own needs; how to resolve problems in a principled, yet firm manner; and how to communicate assertively.

Programme content

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.
...''

Elements of this syllabus are subject to change.

Phone:+27 (0)21 406 1922

School Address/Venue(s):

UCT Graduate School of Business
Breakwater Campus
Portswood Road
Green Point
Cape Town
South Africa

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

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