Introduction

The Master Negotiator Programme equips you with practical skills to navigate business negotiations effectively. It formalises your experience, sharpens critical thinking, and provides a framework for continuous improvement.

You’ll also gain insights into cross-cultural negotiations in Africa and beyond.

You will also understand the dynamics of cross-cultural negotiations in the African context and beyond.

Programme Objective

This course is designed to enhance your negotiation skills, equipping you with strategic techniques to break through impasses and close deals through skilful persuasion. Gain practical insights into cross-cultural negotiations in Africa and beyond while building a framework for continuous improvement.

The Master Negotiator Programme Target Participants

The Master Negotiator is specially designed for those that carry out negotiations in their roles. Individuals from both the private, civil society and public sectors seeking to enhance their negotiation skills in an increasingly globalised world.

Typical participants include those involved in procurement, lawyers, supplier liaisons, claims managers among others.

Key Focus Areas

The programme covers key areas to help you navigate negotiations with confidence, including:

• The essentials of a strong negotiation model.
• Core principles and processes of negotiation.
• Balancing competition and cooperation (co-opetition).
• Creative and group negotiation strategies.
• Overcoming barriers and managing deadlocks.
• Cross-cultural negotiations in diverse settings.

From preparation to handling complex, high-stakes discussions, this course equips you with the skills to succeed. Topics range from preparing and managing the negotiation process to more complex issues such as managing deadlocks and multivariable negotiations.

Key Learning Outcomes

After completing the programme, you should be able to:

• Improve your ability to negotiate in competitive as well as collaborative situations
• Increase your level of awareness of the negotiation process including improving effectiveness in the opening, making concessions and closing negotiations
• Understand the dynamics of cross-cultural negotiations in the African context and beyond
• Enhance your understanding of the psychology of negotiation including critical biases negotiators can have that limit their effectiveness and how to overcome them
• Be familiar with specific concepts and principles that will enhance your negotiation effectiveness
• Reflect on your personal style and the impact it has on othersincluding common biases and how to overcome them.
• Master key concepts and principles to boost your negotiation effectiveness.
• Reflect on your personal negotiation style and its impact on others.

Programme Delivery

The programme is highly practical and is taught through the use of case studies, interactive exercises and simulations.

This is a great opportunity for participants to acquire and test practical skills that can be applied immediately in conducting both internal and external negotiations that are a key part of their management responsibilities successfully.

The mode of delivery is In-Person.

Faculty

This programme will be facilitated by a mix of industry practitioners and highly qualified faculty from Strathmore University Business School with vast experience in negotiations.

The sessions will be complemented with panel discussions facilitated by entrepreneurs and different industry leaders.

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