Effective Negotiations

Everybody has to lead negotiations every day. They come in many different forms: Decisions in your partnership or discussions with your children, buying new clothes or a home, bargaining for the price of a car, establishing your worth in your company and succeeding in a salary negotiation, solving conflicts or contributing to social work in your community. All these subjects have components of negotiations.

But in all of them the situations are different, the partners are different and the solutions are different. Therefore negotiation strategies and tactics have to be different, too. 

But there are some common features to most negotiations: A majority has both integrative (win - win) and distributive (win - lose) aspects. With some partners you only negotiate once - most of them you will meet again. Sometimes you decide alone, sometimes you form teams. Sometimes you have just one adversary, sometimes you need networks and coalitions. Sometimes you negotiate on the same level, sometimes, your boss is on the other side of the table. Sometimes you and your counterpart are of the same sex, race, nationality and...sometimes you talk with people whose world is completely unknown for you. And sometimes you might be an arbiter, mediator or just part of the audience.

Analyzing the "traits" of negotiation situations and training in active negotiations will give you a toolbox you can use in every day life as well a help to solve conflicts and negotiate yourself to the top of the business world.

 What are effective negotiations?

A negotiation is effective over the total period of continued negotiations (the relationship) when

1. the sum of the potential gains of all negotiators can be maximized (integrative part)                        and
2. the sum of ones own part thereof can be maximized (the distributive part)

Who should attend ?

The downsizing of hierarchies and the distribution of more decision power to more people is a big trend of the 21st century. The business world is getting more and more complex every day - but also more and more fractional. Therefore more and more people are forced to negotiate with customers, suppliers, colleagues and even bosses.

People who are part of negotiation processes and have experience in negotiation will benefits most from this course:

• entrepreneur/ owners
• managers of all levels
• buyers and sellers
• union representatives
• politicians and officials

What is the didactic method?

The participants negotiate cases. The group analyzes the results with the help of the facilitator. The theoretical input then becomes self-evident to explain the experiences of the participants. Many examples connect theory to actual situations. The whole course is very interactive and lively. 

What are the modules?

• Price negotiations
• Multivariate negotiation and package deals
• Repeated negotiations in customers/supplier relationships
• Negotiating in teams
• Auctions and tenders 

What are your benefits?

You will be able to distinguish negotiational situations and choose the appropriate strategy

You will get valuable feedback on your performance in negotiations and understand successes and failures

You will improve the results of your private and business negotiations

You will connect with one of Europe's leading Executive education institutions and will be taught state of the art negotiation theory

We organize in-house courses

We offer in-house courses for companies, governmental and non profit institutions. They can be tailored to your specific needs. Please contact us for a specific offer  at office@effective-management.co.za.

Past participants improved their skills in

• price negotiations
• salary negotiations
• wage negotiations
• purchasing negotiations
• sales negotitions
• political negotiations
• arbitration, mediation and deals brokerage
• tenders
• participation in auctions

For open access courses please look at the course overview