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Managing commercial negotiation in a disruptive environment2

Managing commercial negotiation in a disruptive environment2

HoneyRock
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Managing commercial negotiation in a disruptive environment2

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  1. COURSE TITLE: MANAGING COMMERCIAL NEGOTIATION IN A DISRUPTIVE ENVIRONMENT 4 days Training Course

  2. Course Overview Course Overview Course Overview This Managing Commercial Negotiation in a Disruptive Environment is essential for professionals who want to improve their skills in this area with interactive, practical examples and scenarios. The course aims to build delegates' condence by introducing them to a structured approach intended to help them close deals more effectively. This course helps participants to develop strong interpersonal skills in the art and science of negotiation. During this course, participants will learn how to apply a structured approach to effective negotiating. Combining this with the practice sessions incorporated into the program, this course is designed to improve participants' condence in negotiating and improve the outcomes of their negotiations. Attendees will be exposed to the Breakthrough Negotiation Strategy to help them achieve results in difcult and complex negotiations. 01

  3. Course Objectives Course Objectives Course Objectives After completing this course, participants will be able to: n Gain broad perspective of what are the essential factors in commercial negotiation n Develop key skills to become a successful negotiator n Learn and practice the necessary steps to create win/win outcomes in even the most difcult situations n Apply the right skills to help you navigate through to a successful negotiation n Become a more effective negotiator in both contract /disputes /commercial challenges n Build on your personal negotiation style and learn how to make it work best for you and your company Acquire the core skills which underpin success in collaborative, competitive and dynamic negotiations n Develop positive negotiating habits for negotiations, planning, control and management 02

  4. Training Outline Training Outline Training Outline I. Principles for success in negotiations n What is a negotiation situation n Elements of negotiation n Common constraints in negotiation n Factors for negotiation success II. Becoming an effective commercial negotiator n Essential personal qualities n Style and strategy n Visual communications n Preparation n Best practices III. Negotiation: The Planning, the Preparation, the Process n Mental modes in negotiation n Assessing situational aspects n Developing a strategy n Negotiating model n Negotiating team IV. Practical session: Building a Business case 03

  5. V. n n n n n n VI: Case study: conict and negotiation Behaviour, communication and inuence in negotiation Interpersonal skills and styles Negotiation tactics Selling your ideas Effective communication Negotiating to win Indicators of inuence VI. Negotiating with multiple parties and teams n n n n VII. Practical session: Procurement in negotiation Nature of multiple party negotiations The effective group in a multi-party negotiation Managing multi-party negotiations Inter-team negotiations VIII. Negotiating with Government ofcials, Regulators and strategic partners n Developing a negotiating strategy n Opportunity analysis and deal team Concept n Due diligence n From agreed terms to binding contract n Culture and communication n Managing derailed negotiations IX Practical session: Negotiating project nance deals and term sheets X Managing strategy execution in a disruptive environment n Nigeria business environment n Strategy execution n Must win battles n Killers of strategy 04

  6. TRAINING METHODOLOGY TRAINING METHODOLOGY TRAINING METHODOLOGY Industry case studies, series of class short and long exercises, team working, presentation, video, quiz, use of visuals and snapshots, critical appraisal and rapid response assessment based on a situational analysis. VENUE: Shoregate Hotels, Joel Ogunnaike St, GRA, Ikeja Lagos COURSE FEE: Training, facilitation, training materials, course venue, lunch and tea breaks – N360,000.00 (three hundred and sixty- thousand Naira only) per participant DATE: October 3-6, 2023 COURSE CERTIFICATE: On successful completion of this training course, a HoneyRock Multiconsult certicate will be awarded to the delegates. HOW TO REGISTER: Intending participants are required to complete the attached Google form. The bank details will thereafter be sent to them to complete the registration. 05

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