Negotiation

At a glance

Negotiation is an intrinsic part of our personal and professional lives. This course focuses on providing you with a foundational understanding of negotiation, giving you a basis for developing the competence and confidence to successfully negotiate your business futures. The skills you’ll learn will stand you in good stead in both your professional and personal lives.

Very few negotiators are able to optimise value in negotiations while at the same time maintaining a stable working relationship with their counterparts, ensuring that they are left with a sense that they have been treated fairly, both in terms of their outcomes and their experience of the process itself. This course challenges your beliefs about negotiating, using active learning and practical exercises to help develop your competence and confidence to successfully negotiate.

This course is led by Barney Jordaan.

"Firmness in support of fundamentals, with flexibility in tactics and methods, is the key to any hope of progress in negotiation.”

Dwight D. Eisenhower, 34th president of the United States

Approach to learning

This course draws on practices and principles taken from academic research on negotiation and illustrates these through input from the course facilitator, role plays and practical exercises. At the core of the course is a series of simulated negotiations that increase in complexity over the course, which allows participants to ‘learn by doing’. As much of the learning happens through sharing personal negotiation experiences and engaging with your peers during role plays, active participation is critical to successful learning.

Programme content

During this course you will examine:

  • The fundamental principles that underpin negotiation as a decision-making process
  • The core 3-part structure of negotiation
  • The role and limitations of distributive, competitive bargaining
  • The integrative negotiation approach and its value-enhancing, relationship-building qualities
  • The positions adopted at the outset of a negotiation and the interests that underlie these as the precursors to creating an environment within which lasting agreements can be concluded
  • Verbal and non-verbal communication in establishing a negotiation climate to create long-term, value-creating relationships
  • Negotiation as an opportunity to work with others in different contexts and how this can develop creative and innovation solutions to ‘problems’ and ‘conflicts’
  • Tactics and behaviours that aid a value-enhancing process and those that should be avoided
  • The universal principles of persuasion
  • Structured pre-negotiation, engagement and post-negotiation planning
  • The constructive deployment of power and how to counter negative power deployment

Knowledge into action

Following this course you will be able to:

  • Apply the fundamental principles that underpin negotiation
  • Recognise the role and limitations of distributive, competitive bargaining
  • Apply the value-enhancing, relationship-building principles and practices of an integrative negotiation approach, where appropriate
  • Distinguish between the positions adopted at the outset of a negotiation and the interests that underlie these positions as precursors to creating lasting agreements
  • Apply verbal and non-verbal communication skills to establish a negotiation climate conducive to long-term, value-creating relationships
  • Use negotiation as an opportunity for working with others in different contexts to develop creative and innovative solutions
  • Recognise the tactics, ploys and gambits negotiators often employ and be better equipped to constructively counter these
  • Apply the universal principles of persuasion
  • Apply structured pre-negotiation, engagement and post-negotiation planning
  • Assess your relative bargaining power and how to effectively counter negative power deployment
  • Apply appropriate negotiation techniques in formal and informal business interactions both inside and outside your organisation.

Accreditations & rankings

  • EQUIS
  • Association of MBAs
  • The Association to Advance Collegiate Schools of Business (AACSB)
  • Financial Times