In a world where every interaction from a boardroom discussion to a cross-border partnership is a form of negotiation, mastering this skill is paramount for success. This training course is designed to equip leaders and professionals with the strategic frameworks and psychological tools to achieve optimal outcomes in any negotiation scenario. We will move beyond simple tactics to explore the art of deal-making, focusing on how to build leverage, manage complex dynamics, and forge agreements that create lasting value for all parties. This program is an essential resource for anyone committed to enhancing their persuasive abilities and securing better results.

This intensive five-day program delves into the science and art of negotiation, providing a practical and hands-on experience for participants. You will learn how to prepare for high-stakes conversations, understand the motivations of your counterparts, and navigate difficult impasses with confidence and poise. Through a combination of interactive role-playing exercises, expert-led discussions, and real-world case studies, attendees will develop the skills to transform conflict into collaboration. By the end of this course, you will be equipped to approach negotiations with a strategic mindset, ensuring you can consistently achieve your objectives while strengthening professional relationships.

Duration: 5 days

Target Audience:

• CEOs and executive directors
• Senior vice presidents and general managers
• Legal and compliance professionals
• Sales and business development managers
• Procurement and supply chain leaders
• Strategic planners and policy advisors
• High-potential future leaders
• M&A professionals and investment bankers
• Public relations and communications executives
• Board members and corporate secretaries

Objectives:

• Understand the core principles of strategic negotiation and deal-making
• Develop a robust framework for preparing for high-stakes negotiations
• Analyze and interpret the psychological drivers of negotiation behavior
• Master the art of persuasion, communication, and active listening
• Formulate strategies for managing difficult conversations and conflict
• Assess and build leverage in negotiation scenarios
• Evaluate the role of ethics and trust in long-term deal-making
• Apply negotiation principles to a wide range of business contexts
• Develop a personal action plan to enhance your negotiation skills

Course Modules:

Module 1: The Foundations of Negotiation

• The distinction between positional and interest-based bargaining
• The importance of a BATNA (Best Alternative to a Negotiated Agreement)
• The role of power, leverage, and influence
• Understanding different negotiation styles
• The ethical dimensions of negotiation

Module 2: Strategic Preparation

• The importance of a thorough pre-negotiation analysis
• Identifying your objectives, interests, and priorities
• Researching your counterpart's position and motivations
• Developing a negotiation roadmap and opening strategy
• The role of data and information gathering

Module 3: Communication & Persuasion

• The art of active listening and empathetic communication
• The use of verbal and non-verbal cues
• Framing and anchoring in negotiation
• Building rapport and trust
• Managing emotions and cognitive biases

Module 4: Deal-Making Tactics

• The principles of offer and counter-offer
• Creating and claiming value
• The role of concessions and trade-offs
• Navigating difficult tactics and maneuvers
• The importance of a strategic closing

Module 5: Advanced Negotiation Skills

• The challenges of multi-party and team negotiations
• The art of mediation and facilitation
• Negotiating across different cultures
• The use of technology in remote negotiations
• The role of third parties in deal-making

Module 6: Managing Conflict & Impasse

• The psychological drivers of conflict
• Strategies for de-escalating tension
• The role of a mediator or an external advisor
• Reaching an agreement when a deal seems impossible
• The importance of preserving the relationship

Module 7: The Art of Deal-Making

• The distinction between negotiation and deal-making
• The process of structuring a complex deal
• The role of legal and financial advisors
• The importance of due diligence
• The art of a win-win solution

Module 8: Global and Complex Negotiations

• Negotiating with international partners
• The impact of geopolitical and regulatory environments
• The role of alliances and coalitions
• Case studies of high-stakes global deals
• The importance of cultural intelligence

Module 9: The Future of Negotiation

• The impact of artificial intelligence on negotiation
• The role of technology in automating parts of the process
• The importance of soft skills in a digital world
• A strategic roadmap for your negotiation journey
• The long-term impact on professional relationships

Training Approach

This course will be delivered by our skilled trainers who have vast knowledge and experience as expert professionals in the fields. The course is taught in English and through a mix of theory, practical activities, group discussion and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement. For further inquiries, please contact us on: Email: info@skillsforafrica.org, training@skillsforafrica.org Tel: +254 702 249 449

Training Venue

The training will be held at our Skills for Africa Training Institute Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Skills for Africa Training Institute certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request. For booking contact our Training Coordinator through Email: info@skillsforafrica.org, training@skillsforafrica.org Tel: +254 702 249 449

Terms of Payment: Unless otherwise agreed between the two parties’ payment of the course fee should be done 7 working days before commencement of the training.