Introduction
The Master Class in Designing a Deal is a programme of USB Executive Development (USB-ED) in conjunction with the Africa Centre for Dispute Settlement that equips negotiators to design successful deals before they get to the bargaining table. While deals are crafted at the table, deal design happens away from the table. The key objective is to arrive at the table with a proposal that satisfies your priority interests, while keeping the other side interested in talking. To achieve this, they need to realise that negotiating with you, rather than with someone else, is in their best interest. As is the case with diplomacy, good deal design is the art of letting them have your way!
What sets this intervention apart
Good negotiators know that good deals start with good deal design. You've learnt the fundamentals of negotiation, about the importance of interests, options, no-deal options and using standards or benchmarks to persuade the other side of the fairness of your proposals. You are also adept at dealing with the other side at the table. You even allow yourself enough time for preparation for what will be happening at the table. But what happens away from the table matters just as much, if not more. During this hands-on, interactive programme, you will learn:
- how to ensure that the right issues are addressed, with the right people, in the right order;
- how to develop an attractive value proposition that meets your core interests while also taking into account some of theirs;
- how to design deals that are robust and sustainable;
- how to negotiate the spirit and the letter of the deal;
- how to maximise your negotiation leverage.