Negotiation And Decision Making Strategies Training Course

Introduction

Negotiation and decision-making are critical practices that must be effectively integrated into organizational operations. For an organization aiming to be agile and maintain a competitive edge, fostering a culture of high competency among employees is essential. This includes enabling assertive communication, effective negotiation internally and externally, and smooth decision-making processes. Participants will learn about different types of communication through the communication matrix, recognizing that assertive communication is the most effective way to avoid negative business conflicts. This skill set will enable employees to negotiate effectively with internal and external business entities, achieving win-win situations.

Understanding the distinction between negotiation and bargaining is crucial in today's business world. Mastering negotiation skills is vital for becoming a better business player, especially in conflict resolution, which includes problem-solving, communication, and persuasion. You will learn how to handle conflict situations, set clear expectations, and manage difficult scenarios by increasing your emotional intelligence and appreciating workplace diversity. You will understand the nature of conflict, distinguish between positive and negative conflict, and learn strategies for dealing with it effectively.

Developing decision-making skills is not a good skill but a MUST-HAVE. This training course provides steps for problem-solving and root-cause analysis using the fishbone model. You will differentiate between various types of decisions, recognize your decision-making styles through a reliable assessment, and understand the dangers of groupthink. You will learn to identify symptoms of groupthink and techniques to avoid it.

Learning Objectives

By the end of the course, participants will be able to:

• Understand the communication cycle and differentiate between verbal and non-verbal communication.
• Recognize the 5 Cs of effective messaging.
• Become familiar with oral communication and body language.
• Practice active listening.
• Differentiate between assertive, passive, and aggressive communication styles.
• Employ assertive communication as a step towards becoming a skilled negotiator.
• Understand effective negotiation and the difference between negotiation and bargaining.
• Identify characteristics of successful negotiation skills.
• Handle business conflicts efficiently.
• Recognize business conflict as a part of any work environment and understand the differences between positive and negative conflict.
• Appreciate the importance of conflict management.
• Comprehend emotional intelligence.
• Become familiar with the five conflict management styles.
• Differentiate between a problem and its symptoms.
• Practice steps to analyze and solve problems.
• Understand root cause analysis and practice the fishbone model.
• Recognize different types of decision-making.
• Appreciate the importance of making the right decision.
• Identify personal decision-making styles.
• Understand groupthink and recognize its symptoms.

Duration

5 Days

Who Should Attend

• Business professionals
• Managers and team leaders
• Sales and marketing professionals
• Entrepreneurs and business owners
• Procurement and contract managers
• Anyone seeking to improve negotiation and decision-making skills

Course Content

Module 1: Communication

• Understanding Communication and the Communication Model
• The 5 Cs of Effective Messaging
• Overcoming Communication Barriers
• The Impact of Active Listening on Effective Communication
• Communication Style Matrix 
  • Assertive Communication
  • Passive Communication
  • Aggressive Communication
  • Passive-Aggressive Communication
• The 3 Cs of Assertive Communication
• Achieving Effective Negotiation through Assertive Communication

Module 2: Negotiation in Business

• Defining Business Negotiation
• Differences Between Negotiation and Bargaining
• Characteristics of Successful Business Negotiators
• Managing the Negotiation Process for Win-Win Outcomes
• The Impact of Effective Negotiations on Change Processes
• Role Play Activities for Practicing Negotiation

Module 3: Conflict Management

• Defining Conflict Management and Negotiating During Conflict
• Cognitive vs. Emotional Conflicts
• Constructive and Destructive Responses
• Importance of Constructive Responses and Avoiding Destructive Responses
• Thomas-Kilmann Conflict Mode Instrument 
  • Collaborating Style
  • Competing Style
  • Avoiding Style
  • Accommodating Style
  • Compromising Style
• Choosing the Right Conflict Management Style for Each Situation

Module 4: Managerial Decision Making

• Analytical Model of Decision-Making Process
• Programmed and Non-Programmed Decisions
• Certain and Uncertain Decisions
• Personal Differences in Decision-Making (Assessment)
• Rational vs. Intuitive Thinking
• Directive, Analytical, Conceptual, and Behavioral Decision-Making Styles
• Understanding and Avoiding Groupthink

Module 5: Problem-Solving and Decision Making

• Differentiating Between Problems and Symptoms
• Scientific Steps to Solve Problems
• Importance of Root Cause Analysis
• Applying the Fishbone Technique to Business Issues
• Enhancing Decision-Making Skills

Key Notes

• This course is delivered by seasoned trainers with extensive experience in their respective fields. The training includes practical activities, theoretical instruction, group work, and case studies.
• Participants will receive comprehensive training manuals and additional reference materials.
• Upon successful completion, participants will be awarded a certificate.
• We offer tailor-made courses to meet specific organizational needs. For more information, contact us at training@skillsforafrica.org.
• The training will be conducted at the Skills for Africa Training Institute.
• The training fee includes tuition, training materials, lunch, and the training venue. Accommodation and airport transfers can be arranged upon request.
• Payment should be made to our bank account before the start of the training. Please send proof of payment to training@skillsforafrica.org.