Negotiation is an integral part of creating value for the organisation. The ability to negotiate favourable agreements – with customers, colleagues, suppliers and employees - is a foundational skill for managers.
Negotiation is the art and science of creating and claiming value. Negotiation skills are essential for effective management and play a critical role in business success. Whereas a manager needs analytical, functional, and strategic skills (in Marketing, Finance, HRM, and Operations Management) to develop solutions for management challenges. Mastery of negotiation skills is necessary for acceptance and implementation of organisational strategies and action plans. Managers face a variety of situations that require interaction with other people for securing agreements and negotiating desirable outcomes. Negotiation is, perhaps now more than ever, an essential skill for success in all areas of life. Why, then, do so many people continue to negotiate ineffectively? One of the biggest problems is the pervasive belief that people are either good or bad at negotiation, and little can be done to change that. In addition, too many people think of negotiation as being all art and no science. Consequently, they rely on gut feeling or intuition as they negotiate. But gut feeling is not a strategy.
During this two day programme, we offer a more systematic and effective approach to negotiations and disputes. The resulting tools and techniques will help participants minimise their reliance on gut feeling, increase their understanding and use of proven strategies, and achieve superior negotiated outcomes.
Building a negotiation strategy
Claiming value in negotiations
Creating value in negotiations
Biases of the mind and heart in negotiations
Strategies of influence and persuasion
Confronting lies and deception in negotiations
Negotiating from a position of weakness
In this course, the participants will:
Improve negotiation skills through challenging simulations and constructive feedback
Prepare systematically for negotiating
Build value-creating deals that involve complex issues
Gain insights of own potentially destructive biases
Learn to detect lies and deceptions from other party
Learn to influence and persuade others
This programme is appropriate for corporate professionals at all levels who want to improve their negotiation skills. The programme is equally useful for entrepreneurs, purchasing managers, human resource professionals and government administrators.
Dr Abdul Karim Khan
Visiting Faculty, KSBL
Assistant Professor Organisational Behaviour, United Arab Emirates University
PhD (Organisational Behaviour), Aix-Marseille Graduate School of Management, Aix en Provence, France.
Lunch with 2 teas and snacks for the duration of the programme
Facilities and equipment
10% discount for each additional participant (after the first) from the same organisation.
10% discount for any individual enrolling in more than two programmes during the applicable year. This is regardless of whether the person applies in an individual capacity or is nominated by an organisation.
Since pre-programme reading may be required, it is strongly advised to send registration(s) at least 10 working days prior to the programme.
Your participation will be confirmed after receipt of full payment.
Preferred mode of payment is by demand draft, pay order or crossed cheque in favour of Karachi School of Business & Leadership.
KSBL Executive Education reserves the right to change the programmes, fees and dates.