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Negotiation And Decision Making Strategies
Training Course
Dates
Fees
Location
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06/11/2023 - 10/11/2023
$1500
Mombasa
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Online
Class
18/12/2023 - 22/12/2023
$1500
Nairobi
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Online
Class
15/01/2024 - 19/01/2024
$1500
Nairobi
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Online
Class
12/02/2024 - 16/02/2024
$1500
Mombasa
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Online
Class
11/03/2024 - 15/03/2024
$1500
Nairobi
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Online
Class
15/04/2024 - 19/04/2024
$3000
Kigali
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Online
Class
13/05/2024 - 17/05/2024
$4500
Dubai
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Online
Class
10/06/2024 - 14/06/2024
$1500
Nairobi
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15/07/2024 - 19/07/2024
$1500
Nairobi
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Calendar for 2023/2024
Workshops
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Whatapp
Office
Telephone: +254-702-249-449
Register as a group of 5 for the price of 4 on the course fee.
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INTRODUCTION
Negotiation
and Decision making are two processes considered to be very important practices
that must be effectively presented in organizations. The matter turns to be more
urgent for an organization targeting to be agile and have competitive advantage
to create a culture of high competency among the employees to be able to
communicate assertively with each other, to negotiate internally and externally
in an effective way and to be able to take decisions
smoothly.
The
participants will realize the different types of commination through the
commination matrix to be aware that the assertive type of commination is the
most effective one to avoid the negative type of business conflicts. In this
way, the employees will be able to negotiate with internal and external business
entities in different issues to get a win/win situation. Realizing the
difference between the concepts of negotiation and bargaining is very important
in business today.
By
learning negotiation skills your objective is to evolve into a better business
player. Especially with conflict resolution, one of the most vital areas where
negotiation skills offer you a considerable advantage in learning to resolve
conflicts, problem solving, communication and persuasion. The participants will
learn how to deal with conflict situations, set clear expectations, and how to
manage themselves difficult situations by increasing their emotional
intelligence and realization of the importance of workplace diversity. They will
understand the nature of conflict and understand when conflict is positive or
negative. They will learn five strategies for dealing with conflict, the skills
necessary to resolve it, and the steps needed to reach a mutual understanding.
The
ability to understand and develop employee’s decision making skills is an
important factor in today’s workplace. This training course provides the steps
of dealing with problems and to practise root cause analysis by presenting a
tool called fishbone model. Besides, this training course will enable the
participants to differentiate between the different types of decision and
realize their own style of decision making using a reliable assessment. One of
the most dangerous obstacles that hinders taking the right decision is Group
Think. During the training, the participant will realize the symptoms of group
think and techniques used to avoid it.
Learning
Objectives
The
Objective of the training is to increase the trainees' knowledge, improve their
skills and handle positively their communication, negotiation and decision
making. The Slogan (assertive communicator, talented negotiator and effective
decision maker) is the backbone of this training course. By the end of the
course participant will be able to:
·
Realize Communication cycle and the difference between verbal and no verbal
communication.
·
Be aware of The 5 Cs of effective messages
·
Become familiar with Oral communications and body language
·
Practice the active listening
·
Differentiate between assertive, passive and aggressive communication styles.
·
Practice assertive communication as the first step to be a qualified negotiator.
·
Recognize what is meant by effective negotiation and difference between negation
and bargaining.
·
Understand the characteristics of negotiation skills.
·
Be able to handle business conflicts
·
Be aware of what is meant of business conflict as a part of any work
environment.
·
Understand the differences between positive and negative conflict
·
Realize the importance of conflict management
·
Comprehend the meaning of emotional intelligence
·
Be familiar with the five 5 conflict management styles
·
recognize the difference between the problem and its symptoms
·
Practice the steps to analyze and solve problem
·
Realize the importance of root cause analysis
·
Practice fishbone model to analyze the root cause of business issues
·
Understand the different types of decision making
·
Be aware of the importance of taking right decision
·
Realize his own style of decision making
·
Understand what is meant by Group thing and be familiar with it symptoms
DURATION
5
Days
Who
Should Attend:
·Business
professionals
·Managers
and team leaders
·Sales
and marketing professionals
·Entrepreneurs
and business owners
·Procurement
and contract managers
·Anyone
seeking to improve negotiation and decision-making skills
COURSE
CONTENT
Module
1:
·
What is meant by communication and Communication Model
·
The 5 Cs of effective message
·
Communication Barriers
·
Active listening and its impacts on the effective communication
·
Communication style Matrix
·
Assertive Communication
·
passive Communication
·
aggressive Communication
·
passive aggressive Communication
·
The 3 C’s of assertive communication
·
The outcome of being assertive to avoid negative business conflicts and be an
effective negotiator.
Module
2:
·
What is negotiation in business.
·
The difference between negotiation and bargaining
·
The characteristics of successful business negotiator
·
How to manage the negotiation process to get win-win situation?
·
The impact of effective negotiations in change process
·
Role play activities to practice the negotiation process.
Module
3:
·What
is meant by conflict management and how to negotiate during the conflict
·
Cognitive conflicts characteristics
·
emotional conflicts characteristics
·Cognitive
conflicts vs. emotional conflicts
·
Constructive responses
·
Destructive responses
·
The importance of constructive responses
·
Why avoiding Destructive Responses?
·
Thomas-Kilmann Conflict Mode Instrument
·
Collaborating style
·
Competing style
·
Avoiding style
·
Accommodating style
·
Compromising style
·
Negotiating and choosing the right styles for each
situation.
Module
4:
·
What is managerial decision making
·
analytical model of the decision making process
·
Programmed and Non-Programmed Decisions
·
Certain and Uncertain Decisions
·
Personal differences in decision making (assessment)
·
Rational and intuitive way of thinking
·
Directive, analytical, conceptual and behavioral styles of decision
making
·
Group think and its bad effective in decision making in teams
·
How to avoid group thinking?
Module
5:
·
Decision making and problem solving
·
The difference between the problem and its symptoms
·
Scientific steps to solve problems
·
Root cause analysis and its importance
·
Fishbone technique as a proactive and reactive technique to deal with different
business issues and enhancing decision making.
Key
Notes
This
course is delivered by our seasoned trainers who have vast experience as
expert professionals in the respective fields of practice. The course is
taught through a mix of practical activities, theory, group works and case
studies.
Training manuals and additional reference materials are provided
to the participants.
Upon
successful completion of this course, participants will be issued with a
certificate.
We
can also do this as tailor-made course to meet organization-wide needs.
Contact us to find out more:
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The
training will be conducted at SKILLS FOR AFRICA TRAINING
INSTITUTE
The
training fee covers tuition fees, training materials, lunch and training
venue. Accommodation and airport transfer are arranged for our participants
upon request.
Payment should be sent to our bank account before start of
training and proof of payment sent to:
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