Purpose

To Prepare for negotiations; Conduct negotiations; Conclude negotiations; and Evaluate negotiations

Target Group

This Course is intended for managers in all economic sectors. These managers would typically be second level managers such as heads of department, section heads or divisional heads, who may have more than one team reporting to them.

Duration:

This course is presented over Three (3) days

Learning Outcomes

• IDENTIFYING AND MOTIVATING NEGOTIATION RANGES ;
• PREPARING FOR NEGOTIATON ;
• IDENTIFYING AND INFORMING STAKEHOLDERS;
• OBTAINING MANDATES FROM CONSTITUENCIES ;
• IDENTIFYING ISSUES AND SHARING WITH ALL PARTIES ;
• ANTICIPATING THE NEGOTIATION PROCESS AND DEVELOPING TACTICS

• STEPS IN NEGOTIATIONS ;
• FACILITATING THE NEGOTIATION PROCESS ;
• EXPLORING OPTIONS DURING NEGOTIATION ;
• BEHAVIOUR AND CONDUCT DURING NEGOTIATIONS ;
• IDENTIFYING COMMON GROUND AND AMENDING MANDATES ;
• PRESENTING NEGOTIATED OUTCOMES ;
• RECORDING PROCEEDINGS AND INTERIM OUTCOMES

• FINALISING NEGOTIATIONS;
• RECORDING AND DISSEMINATING FINAL AGREEMENTS

• EVALUATING THE NEGOTIATION PROCESS ;
• IDENTIFYING AREAS OF IMPROVEMENT COLLECTING REACTION BY PARTICIPANTS