Module 1: Foundations of Negotiation

·       Defining negotiation: The art of give-and-take

·       Distributive vs. Integrative bargaining: Understanding the different approaches

·       The four pillars of negotiation: People, Interests, Options, and Criteria

·       The concept of BATNA (Best Alternative to a Negotiated Agreement)

·       Practical session: A paired exercise to identify the BATNA in a simple negotiation scenario.

Module 2: The Preparation Phase

·       Identifying your goals and objectives

·       Researching the other party's interests and motivations

·       Developing a strategic plan and setting clear limits

·       The importance of understanding your own strengths and weaknesses

·       Practical session: A group activity to prepare for a complex negotiation case study, mapping out interests and potential options.

Module 3: Communication and Psychology in Negotiation

·       Mastering verbal communication: The power of clear, concise language

·       Non-verbal communication: Decoding body language and emotional cues

·       The psychology of persuasion: Reciprocity, scarcity, and authority

·       Active listening: Hearing what is said and what is left unsaid

·       Practical session: A role-playing session focused entirely on non-verbal communication, where participants must convey emotions and intentions without speaking.

Module 4: Dealing with Difficult Situations

·       Identifying and responding to common hardball tactics

·       The art of saying "no" and maintaining a positive relationship

·       Handling emotional outbursts and aggression

·       Overcoming impasses and finding creative solutions

·       Practical session: A series of short, high-intensity role-plays where participants are confronted with common difficult negotiation tactics.

Module 5: Advanced Strategies and Tactics

·       The principle of anchoring and counter-anchoring

·       Using concessions effectively to build trust and momentum

·       Creating value and expanding the negotiation pie

·       The strategic use of silence and time

·       Practical session: A simulated negotiation where teams compete to find the most integrative solution, focusing on value creation.

Module 6: Building Relationships and Trust

·       The long-term value of a collaborative approach

·       Building rapport from the first contact

·       The role of empathy in understanding the other party's perspective

·       Restoring trust after a breakdown in negotiation

·       Practical session: A networking exercise where participants must build trust and rapport with a partner in a limited amount of time.

Module 7: Cross-Cultural Negotiation

·       Understanding the impact of culture on negotiation styles

·       Navigating different communication norms and expectations

·       Adapting your approach for various cultural contexts

·       The importance of researching cultural customs

·       Practical session: A cultural simulation game where teams must negotiate with a counterpart from a different cultural background with unique rules and norms.

Module 8: Negotiating in Teams

·       Defining roles and responsibilities within a negotiation team

·       The importance of internal communication and alignment

·       Strategies for leveraging team strengths during a negotiation

·       Managing internal disagreements and conflicts

·       Practical session: A large-scale, multi-team negotiation simulation with different interests and objectives.

Module 9: Ethics and Legal Aspects of Negotiation

·       The ethical dilemmas of negotiation: honesty, deception, and fairness

·       Navigating legal and contractual obligations

·       The importance of documentation and clear agreements

·       Recognizing and avoiding common legal pitfalls

·       Practical session: A case study analysis of an ethically ambiguous negotiation scenario, followed by a debate on the best course of action.

Module 10: Creating a Personal Negotiation Plan

·       Summarizing key takeaways from the course

·       Identifying personal strengths and areas for improvement

·       Building a customized negotiation playbook

·       Setting actionable goals for continuous development

·       Practical session: Individual and peer feedback sessions focused on refining and committing to a personal negotiation development plan.

Requirements:

·       Participants should be reasonably proficient in English.

·       Applicants must live up to Armstrong Global Institute admission criteria.

Terms and Conditions

1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free

2. What is catered for by the Course Fees: Fees cater for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.

3. Certificate Awarded: Participants are awarded Certificates of Participation at the end of the training.

4. The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.

5. Approval of Course: Our Programs are NITA Approved. Participating organizations can therefore claim reimbursement on fees paid in accordance with NITA Rules.

Booking for Training

Simply send an email to the Training Officer on training@armstrongglobalinstitute.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training.

Or call us on +254720272325 / +254725012095 / +254724452588

Payment Options

We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:

1. Groups of 5 People and Above – Cheque Payments to: Armstrong Global Training & Development Center Limited should be paid in advance, 5 days to the training.

2. Invoice: We can send a bill directly to you or your company.

3. Deposit directly into Bank Account (Account details provided upon request)

Cancellation Policy

1. Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.

2. Participants may cancel attendance 14 days or more prior to the training commencement date.

3. No refunds will be made 14 days or less before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course at a later date or send a substitute participant provided the participation criteria have been met.

Tailor Made Courses

This training course can also be customized for your institution upon request for a minimum of 5 participants. You can have it conducted at our Training Centre or at a convenient location. For further inquiries, please contact us on Tel: +254720272325 / +254725012095 / +254724452588 or Email training@armstrongglobalinstitute.com

Accommodation and Airport Transfer

Accommodation and Airport Transfer is arranged upon request and at extra cost. For reservations contact the Training Officer on Email: training@armstrongglobalinstitute.com or on Tel: +254720272325 / +254725012095 / +254724452588