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The Expert Negotiator

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Plan and manage complex negotiations more effectively.

This programme is run on a workshop basis with 70% of delegate time spent in either negotiation or feedback sessions. A selection of real life negotiation scenarios are used and delegates will receive two
levels of feedback so as to identify areas for improvement. Feedback encompasses both financial results of the negotiation as well as behavioural aspects.

The Expert Negotiator.JPG

This course is part of number of select programmes which include the offer of access to Linkedin Learning – online learning video courses. Access will be made available on the first day of the GIBS programme and extends two months from the date of completion of the course.

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Who should attend?

Executives, senior and middle managers from all disciplines who are involved in complex negotiations that involve multiple issues, multiple stakeholders, high rand-values and high consequence of error should the negotiations not be finalised to the satisfaction of all parties.



How you will benefit
  • Develop and negotiate from both standard and crisis strategic agendas;
  • Establish the appropriate climate for negotiation;
  • Identify the fundamentals of sound bargaining practice;
  • Apply the appropriate trade-off patterns;
  • Apply or neutralise the most commonly used negotiation tactics;
  • Appreciate the fundamentals of team based negotiations/selection of “chief negotiators” and other team members;
  • Identify your own negotiating style and compare it to the “perfect” negotiator style; and implement appropriate changes; and Integrate the techniques and skills acquired and demonstrate.


Key Focus Areas:
  • Defining negotiation and setting the climate.
  • Preparation and bargaining
  • Human dynamics in negotiation



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