This very stimulating course introduces the skills required for taking part in successful negotiations. It introduces a systematic approach to preparing conducting negotiations at all levels.

On this course you will analyze case studies, discuss real life experiences and take part in stimulations.

After this course you will be able to:

• Negotiate with greater confidence
• Influence positively the outcomes of your negotiations
• Achieve win-win outcomes in negotiation

You can expect to:

• Apply a systematic approach to preparing for a
• Negotiation learn how to avoid common negotiating mistakes
• Practice putting your views across in non-confrontational ways

This course is for managers, executives, buyers, procurement officers and other staff who have to negotiate as part of their job.

Introduction

• What is negotiation?
• When is negotiation a good idea?
• The four elements of an effective negotiation

Element one: Interests

• The difference between positions and interests
• Identifying and prioritizing your interests
• Common mistakes when handling interests

Element two: Options

• Generating and evaluating possible options
• Identifying your ideal outcome
• Common errors when generating options

Element three: Criteria for Fairness

• Establishing and agreeing criteria
• Common pitfalls when evaluating fairness

Element four: Commitment

• What to consider when closing a deal
• Ways to close a deal successfully

A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation

This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.

Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session