Negotiation Skills Programme

Programme Description & Objectives

This program is designed to explore the ‘how’ and the ‘why’ of negotiation. It will provide the participants with an understanding of the dynamics of an agreement reaching process – specifically aimed at enabling relevant process and job owners to manage negotiation activities across a wide range of contexts. The session will be as contemporary as possible and will draw on research findings, theoretical frameworks, and practical experience to develop a strategic approach to negotiation. One of the central themes will be an examination of the real nature of cooperation in negotiation; another will be the importance of creating a negotiating ‘script’ to guide the process through to an agreement. This course overviews the key skills of negotiation as well as the structure of the negotiation process itself. The part that attitudes play in a successful negotiation is also examined, enabling the learner to think about the appropriateness of their current attitudes and negotiation tactics. The importance of correct personal behavior, such as body language, is considered and the learner is provided with practical guidance in this area. - Meaning of negotiation and the various forms it can take - To provide the participants with the nature and objectives of negotiation - That negotiation, in the fullest sense, means forging long-term relationships - The role that individual personalities play in negotiating - To train the participants in negotiation planning and negotiation tactics - That there are a variety of approaches to negotiation since no single set of principles will suffice in all circumstances

For Whom

• Business Managers and Executives
• Supply Chain Managers
• Purchasing/Procurement Managers
• Purchasing Supervisors
• Buying Engineers
• Material Managers
• Store Managers/Supervisors
• Other practitioners concerned/responsible for planning, control, and buying functions in the Private & Public sectors