Programme Overview

Negotiation is a critical skill for competitiveness in all businesses, but how much time do you place on shaping your negotiation strategies and sharpening your skills? Few of us enter negotiations with much more than our instincts and some cursory planning, exposing ourselves to risk if our opponent is better prepared or has a greater arsenal of negotiation tactics.

Sometimes we don’t know even how well - or how badly – we have fared in the negotiation; our opponents certainly don’t tell us. At best we have a subjective feeling for what is a satisfactory outcome, without giving much consideration to what could have been achieved with a better negotiation strategy.

This course will give the participant the tools and skills needed to defend their interests and attain their goals in negotiation. It provides strategies for achieving better outcomes and even the most experienced negotiators will enhance their negotiation skills by adopting a comprehensive framework of negotiation strategies, expanding their repertoire of tactics, and reflecting on their style, strengths and weaknesses.

The course combines action learning, practical insights, and leading-edge theoretical concepts. A strong emphasis is placed on skill development and practice through the use of role-play and diagnostic reflection.

Module Dates