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Negotiation training course

Bargaining and Negotiation workshop- March 16-17@N150,000

Bargaining and Negotiation workshop

COURSE DESCRIPTION
To provide participants with the necessary knowledge and skills to effectively and efficiently negotiate company deals with regards to purchasing or procuring goods or/and service functions for best and most economically advantageous proposals. This course is a highly practical, vocational, “how-to” programme based around real-world tools, checklists and processes that will be immediately useful to you back in your day job. You will not have to sit through long lectures or presentations – this course uses active learning to help you internalize the topic and apply it in the real world. This course comprises three modules each covering a set of key concepts and skills. Within each module, best practice and key concepts are covered off in a concise briefing, followed by stimulating learning activities like workshops, discussions, case studies and role-play exercises.   After this course you will be able to: Prepare a negotiation strategy, taking account of entry and exit positionsMaster and deploy a range of effective negotiation tacticsManage and execute negotiations using personal communication skills to optimize outcomes for your organizationHave Influencing skillsUnderstand Some basics of negotiationUnderstanding conflicts, managing conflicts, managing win-winHandle difficult conversationsShare prompt feedbackPreparing a negotiation strategy
 
    Learning Outcome
Through a critical linkage of leading-edge concepts and best
practices, participants will acquire the knowledge & skills to
effectively manage the executive negotiation function at top management levels. 

The topics covered will include: The concept of strategic &
operational negotiation management How to craft negotiation
strategies, plans and programs How to develop the proper
negotiation organization, policies, systems and procedures
How to determine the required negotiated manpower
requirement — composition, competency & quality Managing strategic and corporate negotiation operations Managing project negotiations Managing vendor relations Presentation skill for
executive negotiation management Communication
management Stakeholders management Supplier Market
Analysis for effective and result targeted negotiation
management Managing negotiation information management
system

COURSE OBJECTIVES INCLUDES; Turn dialogue to your advantage using proven techniques and strategies
This course opens up a toolbox of proven techniques for gaining
advantage in all forms of negotiations, whether with suppliers,
customers, regulators, colleagues or employees.You will learn to define entry, exit and negotiating positions, manage relationships
and negotiating dynamics, and secure a fair deal that optimizes
your interests.

Who should attend?
This is course is designed for learners in senior roles, aspiring tomastery and innovation.
Learning is pitched at a level to help you to synthesize best
practice and direct strategic implementation.
This course is recommended for all Procurement and Purchasing managers and professionals in all roles and levels who are calledupon to plan, manage or conduct negotiations of any kind,
whether suppliers, customers, regulators, colleagues or
employees.

This course covers the following modules: Preparing a negotiation strategy Negotiation technique toolbox Negotiation in practice:
workshops The topics covered by each module detailed below.  
Course Outline

What Negotiation is?
Are you a talented or Skillful Negotiator?
Being a diehard GO GETTER Negotiator
Emotional Intelligence for Negotiators
Planning and Setting up the negotiation team
Entry and exit positions
Business Analysis
Issues and negotiating positions
Managing relationships
Expected outcomes and consequences
Negotiations Skills using the DISC theory
Art and Science of Negotiations Skills Understanding relations between conflicts and negotiations
Identify key roles and responsibilities of negotiating team
Preparing for negotiations
Implement an effective negotiations process
Understanding key success bargaining factors
Concluding the negotiations and closing the deal
Simulating power dynamics of negotiation
Negotiation Styles by nature
Understanding the chain of supplies
Understanding the Markets involved
The tricks and powers in winning at all times
Iterative negotiation techniques
BATNA analysis
Teamwork in negotiation
Lessons from case studies of successful negotiation Negotiation in practice: workshops
Time Management for the negotiation professionals
Understanding communication Iterative negotiation techniques
BATNA (Best alternative to a negotiated agreement) analysis
Teamwork in negotiation
Flexible Fiscal Regimes
Why Dynamic Terms are used for Negotiation in Contracts

This module is a 100% practical series of negotiation simulation
exercises and role-plays in which you will apply and refine your newly-learned negotiation approaches and techniques.
METHODOLOGY
Lectures Discussions Individual and group exercises Case
studies Activities

Duration is two days

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