Negotiation Techniques and Commercial Soft Skills

CUSTOMISED FOR CORPORATES (MINIMUM 10 PARTICIPANTS)

Our business landscape is experiencing a continuous wave of change and this demands a revisit and revalidation of our past acquired skills. We are being exposed to the:

  • Redefinition of business & operational risks and changes in business relations’ norms.
  • Advent of future developments in terms of business interaction.
  • Development of new sales, marketing & customer service techniques, which are geared towards Marketing 3.0 as well as innovative and more technical procurement.

And, due to the further professionalization of the buying and selling activities in Mauritius and worldwide, all personnel in relevant sectors have to acquaint themselves with these revolving realities.
 
Target audience:
Officers, Supervisors and Functional Managers in the field of purchasing, procurement, sales, marketing, project management and those who are involved in bargaining, merchandising and negotiations. It is also applicable to those, with a minimum qualification of School Certificate, contemplating a career breakthrough.

Objectives of our course:

  • To overview the elements of a negotiation process and the distinct types of negotiations and the different strategies, tactics and styles.
  • To explore the analytical tools for effective planning for an upcoming negotiation.
  • To give practical tips of how to improve the communication process in a negotiation.
  • To understand how negotiation within an existing relationship changes the nature of the business dynamics.
  • To consider the strategic impact of position taken during a negotiation and the role of concessions.
  • To appreciate best practices that all negotiators can follow to achieve a successful negotiation.

Course Format: Face-to-face lectures with LCD Presentation, Individual exercises, case-study discussions, Mauritian case-in-practice, Training videos session.

Main topics to be covered: (more information is available in our structured syllabus, accessible only when registrations are opened for this course):

  • Negotiation process in line with CIPS
  • Pre-negotiation analysis, with links to the development of BATNA
  • Pricing analysis, target costing, life cycle costing
  • Use of purchasing Code of Ethics
  • Adoption of negotiating styles
  • Documentation and legal aspects, use of etiquettes
  • Exploration of issues and development of options
  • Development of offers and overview of concessions
  • Supplementary negotiating tactics

Standards: Professional, practical, real-life and up-to-date training. Approved by the Mauritius Qualifications Authority.

Duration: 28 Hours over 14 Weeks – Part time, with one weekly session.
 
Job Prospects as:

  • Negotiators
  • Procurement/Purchasing Officer and Managers
  • Supply Chain Officers/Managers
  • Sales and Marketing Officers/Managers
  • Logisticians and Import/Export Officers and Managers
  • Contract Officers

Career-Start-ups in:
Procurement, Sales and Supply Chain, Legal departments in various sectors in the primary and production industries, secondary and manufacturing industries, tertiary and service-oriented industries.

Cost of Training:                                                                                                                                                               Rs. 25,000 (HRDC-Refundable for Companies and Payment facilities for Individuals).

 

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