Short Courses - Business Negotiations
The Caribbean Management Education Centre is pleased to introduce a
3-Day Executive Workshop in Business Negotiations.
- The Nature of Negotiation
- Defining an Organisational Context - Selling and Buying
- Distributive Bargaining and Integrative Negotiation
- Negotiation: Strategy and Planning
• Ethics in Negotiations
- Communication in Negotiations
- Negotiation Power and Relationships in Negotiations
- International and cross-cultural Negotiations
- Best Practices in Negotiations
Fee: Bds $2,150.00
- Fee includes:-
- Textbook and manual
- Lunch & refreshments on both days
- Certificate of participation on completion
Who Should Attend:
- Anyone who operates in a competitive environment and who has to negotiate on the behalf of their employer.
- Individuals who would like to improve their ability to negotiate at a personal level.
Business Negotiation Syllabus
Day 1 (8:30 – 4:30 pm)
The Nature of Negotiation
- Characteristics of a negotiation situation
- Adjustment and value claiming
- Conflict: Levels, functions - dysfunctions, styles
Defining an Organisational Context - Selling and Buying
- Selling and buying defined
- The sales and buying process
- Decision making unit - Buying task
- Class Exercise: ‘The Used Car’
Distributive Bargaining and Integrative Negotiation
- The distributive bargaining situation
- Fundamental strategies and tactical tasks
- The integrative negotiation process
Day 2 (8:30 – 4:30 pm)
Who is your Organisation For?
- Negotiation: Strategy and Planning
- Organisational goals, strategy and tactics
- Unilateral vs. bilateral approaches to strategy
- The planning process
- Case Study: ‘Mediquip SA’
Ethics in Negotiations
- Ethics defined
- Ethical conduct in negotiation
- The consequences of using deceptive tactics
Communication in Negotiations
- The communication process
- How people communicate in negotiations?
- Improving communication in negotiations
- Perceptions and cognitive bias
- Class Exercise: ‘Island Cruise’
Day 3 (8:30 – 4:30 pm)
Negotiation Power and Relationships in Negotiations
- The nature and sources of power
- The impact of power imbalances
- Understanding negotiations within relationships
- Key elements in managing negotiations within relationships
- Class Exercise: ‘Strategic Moves and Turns’
International and cross-cultural Negotiations
- Culture defined
- The influence of culture on negotiations
- The nature, role and impact of cross-cultural research
- Case study: ‘Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)'
Best Practices in Negotiations
- Fundamental skills and competencies
- Ways of improving negotiation skills
- Breadth and depth of best practices
Reflection on case studies - Discussion
- Summing up
- Seminar evaluation