Negotiation Master Class

Dates
August 21-22
Venue
The Kingsbury Colombo
Investment
LKR 150,000 + NBT
Duration
Start time is at 08:30 am on both days
Finishing at 6:30 pm on Day 1 and at 6:00 pm on Day 2

Program Overview

Negotiations occur daily in business interactions, be it with corporate clients, business partners, distributors, suppliers, sub-contractors, JV partners, trade unions, legal authorities, M&A partners, shareholders, etc. Negotiations may not even occur at the bargaining table: sometimes you will unlock a deal while informally chatting with a business partner during dinner or at the airport.

Thus, improving your negotiation skills may be crucial to your professional success especially since you will not always negotiate from a position of power. Further, in any kind of negotiation you will need to successfully manage the tension between creating and claiming value:

  • Creating value to enlarge the pie through creative exploration of all parties’ underlying interests.
  • Claiming value to take your fair share of that pie because, in negotiations, people will rarely grant you what you want.

Objectives

This intensive Negotiation program is designed to help directors & executives become a more successful negotiator. It offers a pragmatic, step-by-step approach to help improve the behavioral and analytical skills that are essential to a negotiator’s success.

Participants will learn;

  1. how to remain firm in a negotiation
  2. how to maintain a constructive negotiating climate.
Who is it for?
  • C-Suite Executives
  • Lawyers
  • Bankers
  • Business owners
  • Directors
  • Managers

Program Outline :

  • Everything is negotiable and making assumptions before going into the negotiation
  • Responding to hostility and dealing with emotions
  • Preparing for your negotiations and structuring a transaction
  • Basic strategies to create value: how to consider issues, how to make concessions, how to make offers, when to make offers
  • Practicing three efficient attitudes through real-life cases & simulations: how to remain firm and resist pressure to yield, how to remain open-minded toward the counterpart, searching for solutions
  • Adopting efficient persuasion behaviors
  • Tactics: Understanding bargaining power and making use of / defusing competitive tactics such as pressure, manipulation, and threats

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