Negotiating for Results

International Negotiating for Results Courses in South Africa


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2KO Africa offers Negotiating for Results courses, as the registered partner of the European University (Paris, France).   Students can enrol in this course and get an internationally recognised certificate within 60 days. Negotiating for Results course is ideal for those looking to learn how to become a successful negotiator. The course enables participants to identify their personality style which will help them analyse their strengths and weaknesses when it comes to negotiating with others. Participants will learn how to choose a negotiation strategy based on relationship and results, how to prepare for the negotiation, open the negotiation, establish mutual gains for a bargain, how to handle the negative emotions of the other party and finally, how to close the negotiation effectively. This course is focused on setting in place principles for the development of robust negotiation skills, it will provide you with tools to promote effective negotiation communications and gives you techniques for turning face-to-face confrontation into side-by-side problem-solving.

Learning Outcomes
By the end of this course participants will be able to:
Define negotiation and Identify steps for proper negotiation preparation.
How to negotiate effectively with different personality styles.
Define principled negotiation and identify the four steps in the negotiation process.
Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing.

Modules Covered
Module 1: Introduction to Negotiation

Module 2: Personality Types
Personality Styles
Assertive and Sociability Scale
4 Dimensions of Behaviour Styles
Assessment - Part I: Influencing Personality Types Quiz
Assessment - Part II: Influencing Personality Types

Module 3: Negotiation Process
Selecting a Strategy
Assessment: Competitive/Positional Bargaining
Assessment: "Hard" and "Soft" Negotiating Tactics
Collaborative or Principled Negotiating
Phases of the Negotiation Process
Assessment: Negotiation Process

Module 4: Prepare for the Negotiation
Getting Started
Dealing with Fear
Personal Preparation
Reaching Your Side
Assessment - Part I: Prepare to Negotiate
Researching the Other Side
Assessment - Part II: Prepare to Negotiate

Module 5: Open the Negotiation
First Positive Impressions
Importance of "Small Talk"
Setting Ground Rules

Module 6: Exchange Information and Bargain
Exchanging Information
The Bargaining Stage
Inventing Options for Mutual Gain
Overcoming the Obstacles
Assessment: Exchanging Information

Module 7: Handle Opposition
Getting Past No to Yes
Dealing with the Impasse
Getting to Yes
Assessment: Dealing with Negative Emotions
Responding to Dishonesty
Assessment: From NO to YES

Module 8: Close the Negotiation
Moving from Bargaining to Closing
Formal vs. Informal Agreements
The Closing Process
Building a Sustainable Agreement
Assessment: Bargaining to Closing
Assessment: Closing Process

Entrance Requirements
Learners should possess a high level of motivation and self-discipline
Learners should be proficient in the English language
Learners should possess at least 6 to 12 months of professional working experience in any field
Learners must possess basic smartphone or computer operating knowledge and skills

Pathway Options

Course Duration
Up to 2 months

Learning Materials
Personalised, easy to understand text-based (reading materials) interactive resources that progressively and systematically takes the learner through various areas of competencies required at the workplace, in a specialised field of study

Personalised exercises, assignments and/or quizzes are utilized throughout the course/programme to measure progress in learning. such comprehensive assessment procedure is characterized by being diagnostic, formative (intervention-oriented), and summative.

Completion Requirements

100% completion of courses and assessment therein is required to be able to get certified in the said course and/or programme  

Recognition and Certification
The European International University (EIU-Paris) is duly recognised as a Vocational Education & Professional Training (VEPT) service provider in accordance to Article R.6351-6 of the French Employment Code, under the registration number: 11755784775, with the prefecture of the region of ILE-DE-FRANCE, as well as internationally accredited by the Accreditation Service for International Schools, Colleges, and Universities (ASIC), a U.K. Government recognized international accreditation body.