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Strategic Negotiation Skills


Negotiation is a discussion aimed at reaching an agreement, it’s generally a bargaining process seeking to discover a common ground and reach an agreement to settle a matter. Participants are expected to learn different strategies for successful negotiation.

The training will empower the participants to be able to participate fully during negotiations process in the course of their career and achieve desired results.

Course Objectives

On completion of this course, participants should be able to:
Appreciate Importance of negotiation process and skills that influence the outcome of negotiation.

  • How to achieve effective negotiation.
  • Develop the key skill to negotiate like a pro.
  • Prepare for negotiation applying best practices.
  • Utilize industry standards tools and techniques.
  • Create your best alternative to a negotiated agreement.
  • Build common ground and consensus in your negotiation strategies.

Course Content

  1. Introduction to Negotiation
    • Identifying Integrative and Distributive Negotiation Types.
    • Understanding the Three Phases of Negotiation.
    • Strengthening Negotiation Skills.
  2. Preparing for your Negotiation
    • Establishing Personal Boundaries.
    • Deciding on Your WATNA and BATNA and Negotiating Based on Them.
    • Preparing and Sticking to Your Plan.
    • Negotiation Strategies.
  3. Negotiation Process for Success
    • Setting the Time and Place.
    • Avoiding Negative Environments.
    • Establishing Common Ground and Building Momentum.
    • Creating a Negotiation Framework, Agreeing on Issues, and Maintaining a Positive Framework.
    • Working through the Five Steps of Negotiation.
  4. Best Practices
    • Starting Off on the Right Foot.
    • What to Share and What to Keep to Yourself.
    • Knowing What to Expect.
    • Utilizing the Top Ten Negotiation Techniques.
    • Managing an Impasse.
  5. Negotiation Tools and Techniques
    • Reviewing the Three Ways to See Your Options.
    • Creating a Mutual Gain Solution.
    • Agreeing on Wants – Working with What You Want and What They Want.
  6. Consensus and Agreement
    • Building Consensus.
    • Consolidating and Finalizing an Agreement.
    • Controlling Your Emotions and Dealing with Personal Attacks.
    • Walking Away When Necessary.

Approach/ Mode of Delivery

The courses will be offered online, modules will be created and uploaded to the website. The participants will be able to virtually register, pay the training fees, access the training materials, do exams online and finally get results and the certificate of training.

Target Participants

  • Supervisors 
  • Heads of department
  • Middle managers
  • Management trainees

Duration: Maximum of 6 weeks
Cost: Ksh. 25,000 per delegate.


Are you interested in this course? Fill in the form below and we will get back to you with the training schedule.

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