Negotiation And Decision Making Strategies Training Course

Introduction

Mastering negotiation and decision-making is vital for maintaining a competitive edge and fostering organizational agility. This training program will enhance your ability to communicate assertively, negotiate effectively, and make informed decisions. Through a comprehensive exploration of communication strategies and decision-making frameworks, participants will gain the skills needed to navigate internal and external business interactions successfully, creating win-win outcomes and driving organizational success. Participants will delve into the nuances of negotiation versus bargaining, learn to manage conflicts constructively and develop emotional intelligence to handle challenging situations. This course on Negotiation and Decision-Making Strategies emphasizes the importance of assertive communication and equips attendees with tools to improve problem-solving abilities, conduct root cause analysis, and avoid the pitfalls of groupthink.

Learning Objectives

By the end of this Negotiation and Decision-Making Strategies course, participants will be able to:

• Master the communication cycle and distinguish between verbal and non-verbal cues.
• Apply the 5 Cs of effective messaging to enhance clarity and impact.
• Develop proficiency in active listening and assertive communication.
• Differentiate between negotiation and bargaining, and apply successful negotiation techniques.
• Manage business conflicts constructively, recognizing the difference between positive and negative conflict.
• Enhance emotional intelligence to improve workplace interactions and conflict resolution.
• Employ analytical models for decision-making, recognizing and mitigating the risks of groupthink.
• Conduct root cause analysis using the fishbone model to resolve underlying issues effectively.

Duration

5 Days

Who Should Attend

• Business professionals aiming to enhance their negotiation and decision-making skills.
• Managers and team leaders responsible for driving team performance.
• Sales and marketing professionals seeking to improve client negotiations.
• Entrepreneurs and business owners focused on strategic decision-making.
• Procurement and contract managers negotiating deals and agreements.
• Anyone interested in improving their negotiation and decision-making abilities.

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, Passive, Aggressive, and Passive-Aggressive Communication
• Achieving Effective Negotiation through Assertive Communication

Module 2: Negotiation in Business

• Defining Business Negotiation: Key Concepts and Strategies
• Differences Between Negotiation and Bargaining
• Characteristics of Successful Business Negotiators
• Managing the Negotiation Process for Win-Win Outcomes
• The Role of Effective Negotiations in Change Management
• Role Play Activities for Practicing Negotiation

Module 3: Conflict Management

• Defining Conflict Management and Negotiating During Conflict
• Cognitive vs. Emotional Conflicts: Understanding and Managing Responses
• Constructive and Destructive Responses: Strategies for Effective Conflict Management
• The Thomas-Kilmann Conflict Mode Instrument: Collaborating, Competing, Avoiding, Accommodating, and Compromising Styles
• Choosing the Right Conflict Management Style for Each Situation

Module 4: Managerial Decision Making

• Analytical Model of Decision-Making Process
• Programmed vs. Non-Programmed Decisions: Understanding Decision Types
• Certain vs. Uncertain Decisions: Strategies for Different Scenarios
• Personal Differences in Decision-Making (Assessment)
• Rational vs. Intuitive Thinking: Making Informed Decisions
• Directive, Analytical, Conceptual, and Behavioral Decision-Making Styles
• Understanding and Avoiding Groupthink: Identifying Symptoms and Solutions

Module 5: Problem-Solving and Decision Making

• Differentiating Between Problems and Symptoms: Identifying Root Causes
• Scientific Steps to Solve Problems: A Structured Approach
• Importance of Root Cause Analysis: Applying the Fishbone Technique
• Enhancing Decision-Making Skills: Practical Tips and Techniques

Key Notes

• This course is delivered by seasoned trainers with extensive experience in their respective fields, combining theory with practical activities, group work, and case studies.
• Participants will receive comprehensive training manuals and additional reference materials to support their learning.
• Upon successful completion, participants will be awarded a certificate of achievement.
• Customized training courses are available 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 in Nairobi, Kenya.
• The training fee includes tuition, training materials, lunch, and the training venue. Accommodation and airport transfers can be arranged upon request.
• Payments should be made to our bank account before the start of training. Please send proof of payment to training@skillsforafrica.org