With current restructuring exercises in Nigeria and the growing emphasis on leaner and meaner business operational methods, companies and organizations require managers and professionals with diverse skills and competencies.
One of such faculty requirements is the ability to influence others (clients, regulatory agencies, customers, partners, suppliers and colleagues) through the systematic and effective presentation of facts, issues, strengths and opportunities in a way that cost is reduced, profit is increased, value is added, and rewarding relationships are built and maintained.
Essentially, negotiation is a dynamic interpersonal process demanding deftness in strategy, tactics, concession patterns and control of the information exchange.
Knowledge Development Objectives
At the end of this programme, participants will:
- Better understand and appreciate the importance of negotiation as a critical management tool.
- Learn how to create and maximize value in all negotiations by accurately interpreting tangible and intangible needs, interests and issues.
- Learn how to set goals and plan for negotiations.
- Acquire skills for building trust and maintaining productive relationships in negotiations.
- Acquire skills for handling difficult negotiation situations and dealing with the various hardball tactics in negotiations.
- Learn how to communicate effectively by listening, questioning, persuading, interpreting body languages, testing assumptions and building understanding.
- Know the various styles, strategies, tactics and concession patterns in the negotiation process; how to use and counter them in negotiation situations.
- Negotiation As A Management Tool
- Goals; and The Strategic and Tactical Underpinnings of A Successful Negotiation
- Effective Systematic Planning In Negotiation
- Tactical Control Of The Information Exchange in the Negotiation Process
- Persuasion and Influencing Strategies
- Managing Difficult Negotiation Situations
Who Should Attend
All professionals responsible for high level negotiations in their organizations.