NEGOTIATION SKILLS FOR PROFESSIONALS


Lead Instructor (s):

Dr. Cedric Aimal Edwin
PhD

Dates:

07 December 2017

Course Fee:

PKR 25,000/-


This course has limited enrollment. Apply early to guarantee your spot.


Course Summary

We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement.

Who should attend?

  • CEOs, CTOs, CFOs
  • HoDs and Senior Managers

What will you learn?

Through this course, you’ll learn the strategies and skills that can lead to successful negotiations in your personal life and in business transactions. In this course, you’ll learn about practice and the four steps to a successful negotiation, with one module for each step:

Prepare: Plan Your Negotiation Strategy

After completing this module, you will be able to:

  • Decide if a negotiation is position-based or interest-based
  • Decide if a negotiation is dispute-resolution or deal-making
  • Complete a negotiation analysis, including: setting a reservation price and stretch goal, identifying alternatives to a deal, and finding the zone of potential agreement
  • Use a decision tree to determine your BATNA
  • Resolve ethical issues in negotiations
  • Decide if you should use an agent in a negotiation

Negotiate: Use Key Tactics for Success

The psychological tools are also traps that you want to avoid when they are used by the other side. Some of these tools are useful beyond negotiation when making leadership decisions and financial decisions.

When watching the videos, please have pencil and paper handy because I will ask you to participate in several experiments that illustrate these tools. After completing this module, you will be able to:

  • Recognize your source of power in negotiations
  • Use and increase your power in negotiations
  • Employ psychological tools during a negotiation
  • Avoid psychological traps in a negotiation
  • Use psychological tools when making leadership and financial decisions

This will be done by focusing on two especially important tools in negotiation: power and psychological tools.

Close: Create a Contract

This module focuses on the negotiation that takes place in a business deal after reaching an initial agreement – the negotiation to create a binding contract. After completing this module, you will be able to:

  • Decide if you need a lawyer, or can act as your own lawyer*, for contract creation
  • Use a checklist of key contract issues in negotiations
  • Handle contract negotiations, which are often longer and more adversarial than the initial negotiation to create an agreement

Perform and Evaluate: The End Game

If both parties perform as expected, there is no problem. But if they fail to perform, the dispute resolution processes that we cover in this module is important - especially mediation and arbitration.
After completing this module, you will be able to:

  • Use techniques for dispute prevention.
  • Understand practical concepts and tools you use when resolving disputes.
  • Decide when to use arbitration or mediation to resolve disputes.

PROGRAM OUTLINE

One Day Training (09:00– 17:00)
09:00-10:00 Introduction
  • Instructor’s introduction
  • Introduction of attendees with a brief discussion of their experience and expectations.
10:00-10:30 Tea Break
10:30-11:30 Module # 1
  • Planning negotiation strategy
  • Module based activity followed by discussion
11:30-13:00 Module # 2
  • Negotiation tactics
  • Negotiation and psychological tools
13:00-14:30 LUNCH AND PRAYER BREAK
14:30-16:00 Module #3 and #4
  • Creating contract and evaluating the process
  • Legal contract and its requirements
  • Issues in contracts after negotiation
  • How to handle contract

What will participants get?

  • Certificate
  • Resource material and slides
  • Post-workshop consulting
  • Networking with professionals
  • Continues learning on the subject
  • Lunch and refreshments