Winning Skills and Tools for Negotiation
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Programme Overview
Negotiation shows up everywhere, from resolving workplace disagreements to securing business partnerships, managing labour relations, navigating community issues, and even sourcing equipment or services. Yet every negotiation setting is different, and so are the tactics, styles, and emotional dynamics at play. To achieve favourable outcomes, professionals need a toolkit that goes beyond intuition or past experience.
This programme introduces negotiation as both an art and a science. Participants will explore proven approaches such as principled negotiation from the Harvard model, alongside practical tools for understanding motives, reading situations, and communicating with clarity. With a strong emphasis on preparation, emotional awareness, and the interpretation of facts and figures during engagements, the programme equips participants to adapt their style, counter common negotiation ploys, and secure better outcomes. Real-life exercises and interactive sessions ensure that learning is both practical and immediately applicable.
Key Learning Outcomes
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Foundations of Negotiation
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Preparing for negotiation: understanding the scientific side of negotiation
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The conceptual and strategic framework for negotiating
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Negotiation process
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Negotiation styles
Value Creation & Value Claiming
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Claiming of value in buyer–seller negotiations
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Creation of value in buyer–seller negotiations
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Psychology of negotiation: mental roadblocks to creating value in negotiation
Applied Negotiation Scenarios
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Negotiating with banks
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Negotiating with host communities
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Negotiating career advancement
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Negotiating with unions
Techniques, Tactics & Behavioural Tools
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Negotiation techniques and ploys
Before his faculty appointment, Uche Attoh served on the Industrial Arbitration Panel for eight years, presiding over tribunals that adjudicated trade disputes and labour-management conflicts under the Trade Disputes Act and other employment laws.
Earlier, he spent over a decade at GlaxoSmithKline Nigeria Plc as Human Resources Director and Company Secretary for West and Central Africa, leading key change and merger integration projects. Prior to that, as Director of Industrial Relations at the Nigeria Employers’ Consultative Association (NECA), he gained international HR experience through ILO fellowships in multiple countries, promoting best practices in the private sector via statutory tripartite institutions and trade union restructuring initiatives.
Dr. Okechukwu Amah is the Research Director at Lagos Business School, where he facilitates sessions in Management Communication, Human Resources, Leadership, and Human Behaviour in Organisations. He previously taught MBA courses in Organisational Behaviour, Organisational Theory, Business Policy, and Management at Lagos State University, and has facilitated customised programmes for organisations, including NLNG. He also serves as a reviewer for the American Academy of Management and Southern Management Association annual meetings.
Dr. Amah holds a degree in Petroleum Engineering from the University of Ibadan, and an MBA and PhD from the University of Benin. He began his career at Texaco Overseas Nigeria Limited, rising to Production Manager, and later held key positions at Chevron Nigeria Limited, gaining extensive industry and leadership experience.
The Admission Process
Begin your path to professional and personal growth with our straightforward enrollment process.
1. Click on the Apply Now button.
2. Select the number of participants to enroll on the programme and then fill in your detials.
3. Request for an invoice or make an instant payment via our secured payment gateway.
4. Upon confirmation of payment, a programme manager will get in touch with you at least three days before the programme commences.