Effective Negotiation Skills: Strategies and Tools for Leaders

Executive Education

Effective Negotiation Skills: Strategies and Tools for Leaders
Overview

Developing High-Impact Negotiators that Achieve Winning Results

To master the art of negotiation, leaders need to know how to plan and conduct complex bargaining processes in a skillful manner. Being able to negotiate well is a critical skill for a successful leader, especially in a dynamic environment where different stakeholders have different goals and expectations. A good negotiator can balance the needs and interests of all parties and find a mutually beneficial solution that satisfies everyone. You must be willing to explore different options and scenarios, and to make concessions when necessary. The SCHSBM’s Effective Negotiation Skills: Strategies and Tools for Leaders will show you how to make your counterparts an offer they cannot refuse. This programme will guide you in your transition from a competent dealmaker to a skilled negotiator, and you will discover how to add value to yourself and your organisation. Rather than focusing on basic negotiation tactics, this programme will explore strategic planning and the systematic thinking that characterises expert negotiators. Whether you are signing a high-stakes deal for your organisation, recruiting a key player or participating in multi-party negotiations, you will learn how to achieve success as a negotiator.

Build your influencing and negotiating skills with practical learning modules including case analysis, role-playing, simulations, and peer feedback. You will learn from real-world examples and practise with professionals from diverse backgrounds and industries. Through exploration of the three-dimensional architecture of negotiations (strategic, creative, and tactical), you will discover how to navigate these dimensions simultaneously.

This programme will enable you to look objectively at different negotiations and assess what is important to you and your counterpart to gain a competitive edge. As cognitive biases can distort your perception of reality and affect your ability to negotiate effectively, this programme will also help you to identify your cognitive biases and others, allowing you to challenge these assumptions, seek feedback, and consider alternative perspectives. 

Programme Goals

The goals of the programme are to:

  • Negotiate with confidence and maximise value.
  • Shift from an adversarial approach to negotiations to a more collaborative approach.
Learning Objectives

On completion of the programme, leaders will be able to:

  • Establish a positive and respectful relationship with the other party.
  • Use active listening, empathy, and open-ended questions to demonstrate understanding of the other party’s perspective and to show that you are mindful of their interests.
  •  Exert influence with and without authority.
  •  Predict and influence your counterpart’s behaviour in negotiations.
  •  Apply practical influencing tactics and negotiation strategies to increase your impact and efficacy in one-to-one and multi-party negotiations.
  •  Structure and execute complex negotiations.
  •  Manage difficult negotiation tactics from other parties.
Programme Curriculum
  • Orchestrating the Negotiation Process
    •  Preparation and Planning the Negotiation
    •  Discussing the Problem
    •  The Decision to Negotiate
    •  Types of Negotiations
  •  Becoming a Master Negotiator
    •  Reciprocal Influence and Influencing without Authority
    •  Understanding your Negotiating Style and Others’ Styles
    •  Desirable Traits in Skilled Negotiators
  • · Building a Negotiation Strategy
    •  Crafting a Win-win Negotiating Strategy
    •  Optimising your Negotiating Team
    •  The Methodology of Sequencing, Mapping Parties and Interests
  • · The Art and Science of Negotiation
    •  The Stages of Negotiation
    •  Applying Powerful Negotiation Tactics
    •  Negotiating for Individual and Mutual Gains
    •  Creating Value by Turning your Opponent into a Collaborative Partner
  •  Managing Constructive Disagreements
    •  Power-based Approaches to Dispute Resolution
    •  Managing Highly Emotional Parties at the Bargaining Table
    •  Discerning when to Walk Away from a Negotiation
  •  Negotiating in Different Contexts
    •  Multi-party Negotiations
    •  Virtual Negotiations and their Challenges
    •  The Impact of Culture on Negotiations
    •  Communication Strategies for Cross-cultural Negotiations
This programme is designed for:
  •  Business Leaders and Managers who negotiate regularly in their role and who want to improve their negotiation performance and outcomes
  •  HR Executives and Hiring Managers
  •  Lawyers and Mediators
  •  Professionals engaging in multi-party deals, international negotiations, or complex negotiation situations
  •  Government Administrators
  •  Administrators of non-governmental organisations
Additional Information

SCHSBM Executive Education offers a 10% reduction in programme fee for: 

  • Individuals working in the nonprofit sector  

  • Individuals working in the public sector  

  • SCHSBM Alumni (Graduates of Postgraduate Degrees and 
    Executive Diploma Mangement Programmes)

  • Associated Alumini (Persons who completed Executive Education and Professional Development Programmes)
     

SCHSBM Executive Education offers a 15% reduction in programme fee for: 

  • Corporate and groups of 3-6 (must enroll and pay at least one month in advance)


*Offers cannot be combined*

At a Glance

Course Duration:

March 18th – 22nd, 2024 (5 half days)

Times: 9:00 AM – 3:00 PM

Certificate Awarded:

Certificate of Completion

Cost:

US $1,750.00 – Regular fee

US $1,600.00 – Early bird fee

Registration Deadline:

March 13th 2024

Modality:

Online

Contact Us Today
Direct Contacts

Wanda Monrose
wanda.monrose@cavehill.uwi.edu