Negotiation Skills: Principles And Practices

by USB Executive Development Claim Listing

This course focuses on teaching you the business negotiation skills necessary for win-win solutions. It is mindful that aggressive negotiation tactics aren’t necessary. It thus doesn’t focus on hard negotiation, with one objective – getting what you want.

R10350

Contact the Institutes

Fill this form

Advertisement

USB Executive Development Logo

img Duration

8 Weeks

Course Details

Business professionals are required to participate in both informal and formal negotiations across various contexts and levels of the organisation. The Negotiation Skills: Principles and Practices (NSPP) course, enriched with learnings from global experts and authors, provides global best practices in negotiation and bargaining.

It includes access to negotiation knowledge, tools, and techniques that can be applied within the working environment immediately - with practical implementation extending far beyond normal and formal conversations.

This course focuses on teaching you the business negotiation skills necessary for win-win solutions. It is mindful that aggressive negotiation tactics aren’t necessary. It thus doesn’t focus on hard negotiation, with one objective – getting what you want.

It focuses on negotiating in a way that builds long-term relationships. The art of emotional regulation and active listening, a two-sided approach, is thus applied.

 

Who Is This Course For?

The course is aimed at practicing negotiators that are looking to enhance their effective negotiation and bargaining skills. This includes a wide range of executives from middle management leaders to professionals in sales and marketing, procurement, production, contract or legal compliance, operations, logistics or any other occupations.

 

Why Choose This Course?

A collaborative learning experience allows participants to draw on a network of internationally acclaimed resources and experts:

The course stems from a collaboration between SBS-ED and Dr. John Glen – an expert in the art of negotiation. He is the Director of the Centre of Customised Executive Development (CCED) at Cranfield School of Management in the United Kingdom.

The course content draws on the work of former FBI hostage negotiator, Chris Vos - considered one of the best negotiation coaches, globally. He is currently the CEO of The Black Swan Group, working with companies and individuals to take their negotiation skills to the next level.

He has used his many years of experience in international crises and high-stakes negotiations to develop a unique program and team that applies globally proven techniques to the business world. The course also includes two prescribed books written by Chris Vos.

Bi-weekly webinars, hosted by Dr. John Glen, will allow participants to discuss challenges and opportunities arising from current negotiation scenarios in their workplace context.
 

Over the course of 8 weeks, participants will be equipped to:

  • Establish the underlying interests of both parties and the options for mutual gain in a real negotiation scenario.

  • Explore the impact of active listening approaches and tools in a negotiation discussion.

  • Determine objective criteria to underpin a negotiation.

  • Apply the BATNA framework formulation and behavioural tools and techniques to the framing and discussing of a BATNA in a real negotiation scenario.

  • Describe the appropriate responses to negotiation power positions, common negotiation tactics, or dirty tricks.

  • Propose ways in which rapport and empathy can be built in a real negotiation discussion scenario.

  • Discuss approaches to handling hard negotiations effectively

  • Cape Town Branch

    Carl, Carl Cronje Dr, Cape Town
  • Johannesburg Branch

    165 West St, Sandown, Johannesburg

Check out more Sales Negotiation courses in South Africa

Team Building And Events (TBAE) Logo

Sales Fundamentals Training Course

TBAE's Sales Fundamentals Course will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale. The Fundamentals of Professional Sales and Selling is designed to deliver skills and training.

by Team Building And Events (TBAE)
Master Start Logo

High Impact Sales

The course aims to reskill the current salesforce, introducing them to new sales techniques and strategies and focusing on re-evaluating budgets, the huge shift to digitalization and an acceleration to a remote selling approach.

by Master Start [Claim Listing ]
Leading Training Logo

Negotiating Skills For Results

Negotiating is a fundamental fact of life at any level. This two-day workshop will help you give participants confidence when negotiating with both internal and external clients.

by Leading Training [Claim Listing ]
GIBS Business School Logo

Sell More

Yes. It’s sales culture: the understanding of, attitude towards, and way of selling that infuses your organisation. But sales culture isn’t only about you, your team and your company. It begins and ends with a relentless focus on the customer – and this programme teaches everything you need t...

by GIBS Business School [Claim Listing ]
Felix Risk Training Consultants Logo

Sales and Customer Relations Learnership

This leadership will equip the sales representatives with the strategies and resources to implement successful sales strategies.

by Felix Risk Training Consultants [Claim Listing ]

© 2024 coursetakers.com All Rights Reserved. Terms and Conditions of use | Privacy Policy