Negotiation is a pervasive activity that permeates all spheres of human endeavour. Particularly, within the realms of international relations, labour management relations, international and domestic trade, equipment sourcing, peacemaking with host communities, marketing of organizational products/services and the development of various forms of strategic alliances etc.; negotiation becomes a compulsory activity that people must undertake. However, people tend to be confronted with various forms of negotiation encounters that necessitate the adoption of different negotiation styles and strategies. Therefore, in order to produce the desired outcomes of negotiation, people must be able to deploy the requisite skills and competences required for resolving the exigencies of a given negotiation encounter.
This seminar introduces participants to the fundamentals of negotiating successfully across certain contexts of their personal or organizational life. Negotiation shall be understood as both an art and a science. Participants will be exposed to principled negotiation that was developed by the Harvard University Programme and other valid frames of reference for negotiating. Strong emphasis will be given to the importance of communication skills in the negotiation process as well as the ability to examine facts and figures for the purpose of grasping their significance for the particular deal that is being negotiated. The seminar has been designed for participants whose responsibilities demand that they engage in frequent negotiations. It includes practical exercises.
The Science of Negotiating
Key Learning Outcomes:
Others that are often engaged in varied forms of negotiation