Negotiation Skills

9th – 11th June, 2009

The objective of this programme was to develop would-be negotiators to a level of competence that enables them to do any of the following, among others:

• Establish the appropriate climate for negotiation;
• Differentiate between on-going/one-off/crisis negotiations and select the appropriate strategies;
• Apply a structured approach in preparation for negotiations;
• Formulate strategic agendas that work to your advantage;
• Establish common ground, define the negotiation range, create overlap and finalise an agreement;
• Avoid errors commonly made in negotiation;
• Select appropriate negotiation tactics without damaging relationships;
• Identify and interpret their negotiation style profile;
• Neutralise aggressive negotiators; and
• Deal with a broad range of negotiation styles.

The target group were drawn from project managers, business and investment analysts, marketing and sales specialists, contract negotiators, financial managers, human resource specialists and general managers are ideal candidates for this programme. 22 participants attended the programme which was held at Eskom Leadership Development Centre, Midrand, South Africa from 9th -11th June 2009. The partner institution here was Jack Quinlan and Associates, Knysna, South Africa and DANIDA.