Strathmore Business School Logo

The Master Negotiator

TMN demystifies the art of negotiation and teaches how to break through impasses to close deals, through strategic and skillful persuasion.


The negotiation process is a part of every manager’s day-to-day activities with people inside and outside the organisation, people whose cooperation is essential to attain your goals.

Because negotiation is pervasive to our daily activities, The Master Negotiator will focus on equipping you with the right tools to help you achieve successful business deals. Consider for a moment what percentage of your working day you will spend negotiating.

The Master Negotiator aims to formalise your experiences, with the skills and ability to think critically about what may now be an intuitive process for you. This will allow us to establish a framework that will help you increase your learning every time you are involved in a new negotiation, and equip you with new skills that will become part of your repertoire.

Key Learning Outcomes

  • Improve your ability to negotiate in competitive as well as collaborative situations
  • Increase your level of awareness of the negotiation process
  • Become familiar with specific concepts and principles that will enhance your negotiation effectiveness
  • Reflect on your personal style and the impact it has on others

For Who?

The Master Negotiator is specially designed for those who carry out negotiations in their roles.

Typical participants include

  • those involved in procurement
  • lawyers
  • supplier liaisons
  • claims managers, among others.

Programme Structure

The Master Negotiator Programme will focus on:

  • Elements of a Negotiation model
  • Principals of Negotiation
  • The Process of Negotiation
  • Cooperate and compete
  • Creative Negotiations
  • Group Negotiations

Topics range from; preparing and managing the negotiation process, to more complex issues such as managing deadlocks and multivariable negotiations.

Through this highly practical program taught through the use of case studies interactive exercises and simulations, participants will acquire practical skills that can be applied immediately in conducting both internal and external negotiations that are a key part of their management responsibilities successfully.

Meet the Faculty

Prof. Robert Mudida

Prof. Robert Mudida is an Associate Professor of Political Economy at Strathmore Business School and has considerable lecturing and practical experience in the areas of economics, applied econometrics, public policy, negotiation, international trade and finance. He is also the Director of the Institute for Public Policy and Governance of Strathmore Business School. He has recently been a visiting professor at the University of St. Gallen in Switzerland and the University of Navarra in Spain where he taught a course on Doing Business in Africa. He holds a doctorate in International Studies from the University of Nairobi with a specialisation in the areas of international political economy and conflict analysis. He also possesses an MSc in Financial Economics from the University of London, School of Oriental and African Studies and an MA in International Studies from the University of Nairobi. He has also attended courses at the London School of Economics in the UK, Harvard Business School and IESE Business School in Spain. He has extensive practical experience in international business having worked for several international organisations, including having been the head of the commercial section of the Embassy of Chile in Kenya and an administrative officer with the Embassy of Spain in Nairobi for several years. He also has experience in multilateral negotiations, for example, with the Inter-governmental Authority on Development where he represented the Kenyan government in regional negotiations in Djibouti. He has also participated in WTO negotiations. He has also done several international consulting jobs for example with the World Bank, Financial Sector Deepening and Trust Africa. Prof. Mudida has published widely in his areas of research interest which include international trade and finance, the application of time series techniques to macroeconomic data, institutional economics, competition policy, international finance, the philosophy of economics, the economics of development and the economics of conflict. His most recent international journal articles appear in the World Competition Law and Economics Review, the South African Journal of Economics, Annals of Tourism Research, the International Journal of Diplomacy and Economy, IESE Insight Review and Innovation and Development. He has published three books Modern Economics, Financial Management and Structural Sources of Constitutional Conflicts in Kenya. Prof. Mudida serves on the advisory board of the Busara Center of Behavioural Economics, which uses social and behavioural science to solve problems in development through world-class research. Prof. Mudida is also a member of the Royal Economics Society of the UK and the Society for Financial Econometrics of the US.

Share This:

Key Details

Dates: 14th – 16th November 2018

Cost: Kshs. 86,500

Sign up to receive important news and information from Strathmore Business School

  • This field is for validation purposes and should be left unchanged.

Global Partners

Twitter Feed

Important Links


Social Media