Negotiation Skills

Cost: R3 450.00 excl. Vat Duration: 2 Days

NQF Level: 6 | Credits: 5

Unit Standard: 264409

Who should attend?

Supervisors, Operational Managers, Human resource Development Practitioners and Business Owners

Course Overview

This Labour Relations course has been designed to enable learners to understand the theories that should be applied to negotiation and how to apply negotiation strategies and formulate a course of action.

This course will enable Learners to:

  • Demonstrate an understanding of the theoretical aspects regarding negotiation
  • Determine the objectives of the negotiation
  • Develop a negotiation strategy
  • Formulate a course of action

Learning assumed to be in place

  • Communicate effectively - at least NQF level 5

SETA Assessment of Competency (Optional)

Optional competency assessment is available at R1 600.00 excl. VAT per delegate on this course.

This module is based on outcomes based learning principles where delegates are responsible for their own learning with support available when required.

  • Formative Assessment – to be submitted 1 month from completion of the workshop
  • Summative Assessment – to be submitted up to 6 months from submission of the Formative Assessment

Topics

Understand Theory Aspects of Negotiation
  • Dispute resolution techniques
  • Traditional dispute resolution
  • Alternative dispute resolution
  • Less formal processes
  • Theories of negotiation
  • Decision analysis
  • Decision making styles: directive, analytical, conceptual and behavioural
  • Game theory
  • Common assumptions of most theories
  • Relational influence and power
  • Types of power
  • Using power
  • Conclusion
  • Useful tips
2. Objectives of Negotiations
  • Analysing the negotiation situation
  • Who are the parties?
  • What are the issues?
  • The mediator
  • How to negotiate
  • Joint improvement seeking methods
  • Concession based methods
  • Value function based methods
  • Interactive methods
  • The objectives of negotiations
  • Motives and expectations
  • Determine attitudes
  • Employee relations
  • Considerations
3. Negotiation Strategies
  • Negotiation strategies
  • Distributive negotiation
  • Integrative negotiation
  • Negotiation tactics
  • Adversary or partner?
  • Employing an advocate
  • Negotiation styles
  • Types of negotiations
  • Soft bargainers
  • Hard bargainers
  • Principles bargainers
  • Bad faith negotiation
  • Emotions in negotiation
  • Affect effect
  • Positive effect in negotiation
  • Negative effect in negotiation
  • Conditions for emotion affect in negotiations
  • The effects of the partner’s emotions
  • Barriers to negotiation
  • Negotiation tactics
  • Alternative dispute resolution
  • Salient features
4. Course of Action
  • Developing a course of action
  • The importance of integrative bargaining
  • Contingencies in the given strategy
  • Identifying interests
  • Using integrative and distributive bargaining together
  • Successful negotiations
  • Finding a fair compromise
  • Preparing for a successful negotiation
  • Style is critical
  • Negotiating successfully