Introduction
The Programme in Commercial Negotiation of USB Executive Development (USB-ED) in conjunction with the Africa Centre for Dispute Settlement, offers you an opportunity to learn how to prepare and approach negotiation in a manner that ensures that you get the best possible deal for yourself and continue working long-term with the other parties involved.
Few people have the inherent ability to negotiate deals that are good for both sides. In business, the consequence of poor negotiation practices can be highly destructive. Many still cling to an outmoded view that they can only win if the other side loses. While this may result in a deal, the deal itself is often not the best one that could have been obtained. Often, the relationship that was supposed to be maintained or established starts off on a strained note or is destroyed altogether. Relationships could be damaged by the winner-takes-all approach that often operates on the borders of ethical behaviour.
What sets this intervention apart
Poor negotiation often leaves a lot of value lying on the table, which the parties failed to identify or maximise owing to the narrow focus of their approach. Through this intervention, participants will be equipped to:
- manage differences better
- become aware of and assert their own needs in negotiation
- do a deal that is fair to them, while maintaining an ongoing and cooperative business relationship with the other side
- deal with negotiation obstacles (hard bargainers and cultural differences)
- negotiate as part of a team
- communicate assertively.