Short course
Effective Negotiation Strategies
The phases and process of negotiation, BATNA and ZOPA, and the strategies that raise the odds of a win-win agreement – with simulation exercises throughout.
Overview
About this course.
Negotiations are an integral part of our personal and corporate experiences. This workshop equips participants with the contemporary knowledge, skills and attitudes required to engage in effective negotiations. Whether closing a private or commercial deal or participating in collective bargaining, participants explore strategies and concepts that will enhance their confidence and competence in this area.
Armed with the right strategies and techniques, participants can greatly increase the probability of negotiating a win-win agreement.
Next intake
Confirmed dates for every course are published on our upcoming intakes page. The Executive Education team will confirm the next intake for this one on enquiry.
Bringing a team? We also run this in-company.
Curriculum
What you will be able to do.
Upon completion of this workshop, participants should be able to:
- Know the phases of negotiations and the negotiation process
- Gain the skills necessary for a successful negotiation
- Learn and apply fundamental negotiating concepts – BATNA and ZOPA
- Know how to lay the groundwork for negotiation
- Apply strategies for identifying mutual gain
- Understand how to reach a consensus and set the terms of agreement
- Communicate politely and assertively
Programme structure
Topics covered.
- The fundamentals of negotiation – understanding context and purpose
- Exploring the status, objectives and interests of stakeholders
- Characteristics of win-win negotiators
- Managing the negotiation process
- Getting prepared – identifying your ZOPA and BATNA
- Laying the groundwork – scenario planning
- Key steps – exchanging information, bargaining, mutual gain and closing
- Communicating, influencing and persuading – effective questioning and listening, barriers to communication, and proven ways to influence people
- A negotiation checklist
- Simulation exercises
Faculty
Who teaches this.
Mirza Ali-Mohammed
A practitioner and manager across several sectors, formerly Divisional Manager, Human Resources and Student Affairs at the National Energy Skills Center and a Senior Human Resource Analyst at Petrotrin responsible for all technical training. A graduate in Mass Communications from UWI Mona and an EMBA from the Lok Jack GSB, certified as a Master Trainer by the National Center for Construction, Education and Research (USA). Has delivered training across most English-speaking Caribbean islands under UNDP and ILO funding.
Details
Delivery and fee.
| Structure | 4 sessions, 9:00 a.m. to 12:00 p.m. |
|---|---|
| Delivery | Fully online |
| Fee | TTD $2,800 or USD $412, inclusive of training material and a Certificate of Participation |
| Certification | Requires tuition paid in full and a minimum 75% attendance rate |
Fees and structure are those on the current course outline. Confirmed dates for every course are on our upcoming intakes page; the Executive Education team confirms the next intake on enquiry.
How we teach
Learning you can apply on Monday.
Our teaching approach incorporates syndicate learning, case studies, regular assessments and immersion in real-life industry projects. Assessment varies by course, combining assignments, tests and participation.
Register your interest.
Tell us about your role and we will confirm the next intake, fee and format.
(868) 299-0218 ext. 9100 · openenrolment@lokjackgsb.edu.tt