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Online Course in Negotiation Skills
Brief Description
The six week self-directed online course in Negotiation Skills will equip you with an essential framework that forms the basis of any type of negotiation and its consequent employment in the business environment. During the course, you will have the opportunity to apply key negotiation principles in practice, while also observing and delivering critique on others during simulated negotiation settings. This approach specifically aims to build your confidence and develop your abilities to negotiate more successfully, but also to deliver measurable improvement in negotiation performance in the workplace by familiarising yourself with all the ins and outs of the negotiation setting for better results.
Learning Outcomes
After successfully completing the course, you will be able to:
  • understand the bargaining arena and apply the eight step negotiation framework
  • demonstrate the appropriate skills needed to negotiate effectively understand the win-win principle that can be achieved in most negotiations
  • understand how to negotiate in a professional manner to drive better deals and establish long-term relationships
  • deliver measurable improvement in negotiation performance, and build confidence in negotiations through practise.
Course Content
Theme 1: Negotiation: The mind and the Heart
  • Definition and scope of negotiation
  • Negotiation as a core management competency
  • Most people are ineffective negotiators
  • Negotiation traps Why people are ineffective negotiators
  • Debunking negotiation myths
Theme 2: Preparation: What to do before negotiation?
  • The fixed-pie perception
  • The mixed-motive decision-making enterprise
  • Self-assessment
  • Other assessment
  • Situation assessment
Theme 3: Distributive negotiation: Slicing the pie
  • The bargaining zone
  • Pie-slicing strategies
  • The most commonly asked questions
  • Saving face
  • The power of fairness
  • Wise pie-slicing
Theme 4: Win-Win negotiation: Expanding the pie
  • What is win-win negotiations
  • Tell-tale signs of win-win potential
  • Most commonly pie-expanding errors
  • Most commonly win-win strategies
  • Effective pie-expanding strategies
  • A strategic framework for reaching integrative agreement
Theme 5: Win-Win negotiation: Expanding the pie
  • Tough vs soft negotiator
  • Motivational orientation
  • Interest, rights and power model of disputing
  • Emotion and emotional knowledge
Theme 6: Establishing trust and building a relationship
  • People side of win-win
  • Trust as the bedrock of relationships
  • Reputation
Theme 7: Power, Gender and Ethics
  • Power
  • Gender 
  • Ethics 
Entry Requirements
Prospective delegates should at least have a National Senior Certificate (Grade 12) or equivalent qualification.
Course Number:
P007692
Catalogue and Category:
General Management and Leadership Development
Who Should attend:
This course is ideal for you if you are employed as a logistics and supply chain manager; contract or commercial manager; legal officer; engineering, risk or project manager; financial controller or accountant, small business owner; export manager; or a buyer.
Delivery Mode:
Online
Contact Days:
Total Notional Hours:
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