Courses

We offer the following courses

All courses are Services Seta accredited

Contact Information

Phone: +1 863 430 5190
E-mail: info@negotiation-academy.com
Fax: (018) 290 1478

Intensive Negotiation Skills Program (3 days)

This is an intensive workshop type course that has evolved from ongoing local and international research into negotiation training.

The course is structured in such a way as to provide participants every possible opportunity to implement the different negotiation principles immediately after they are explained.

A variety of case studies ensure that participants experience the value of each negotiation principle and gain confidence in applying these principles.

During the video-taped negotiation sessions on the final day, every participant is given the opportunity to view his/her own negotiation behaviour and to receive personal coaching and peer feedback.

Who should attend?
  • Negotiators at senior, middle and junior management levels
  • Labour union negotiators
  • Conflict dispute resolution mediators
  • Sales negotiators
  • Buyers
  • Hostage and crowd control negotiators
  • Facilitators
Skills/Insight participants will acquire
  • How to positively frame/reframe problems
  • How to generate creative alternatives when confronted with difficult problems
  • How to recognise and deal with perceptions/assumptions
  • How to establish a positive negotiation climate
  • How to establish common ground and move from positions to interests
  • How to promote credibility and build long-term relationships
  • How to deploy and positively use power during a negotiation
  • How to deal with angry publics and difficult persons
  • How to achieve win-more / win-more deals
  • How to prepare for a negotiation
Course Content

Day 1

  • Case study on bargaining and the importance of high aspirations
  • Creating value vs. claiming value
  • Basic negotiation principles
  • Case study changing perceptions during negotiations
  • The importance of verbal and non-verbal communication during negotiation, with
  • special reference to politeness, space, body language, roles and voice
  • How to negotiate for gain and avoid loss

Day 2

  • Case study to emphasise the importance of trust, visibility and flexibility in negotiation
  • Establishing common ground during negotiation
  • Understanding personality and the effect it has on negotiation
  • Personality questionnaire and discussion
  • Positive persuasion techniques
  • Changing opinions and behaviour

Day 3

  • How to handle conflict during negotiation
  • Multi-party case studies
  • Preparing for negotiation
  • The positive deployment of power in negotiation
  • Video to demonstrate the positive and manipulative use of power
  • Video taped negotiation sessions and individual feedback

Evaluation

Participant involvement and performance during the course serves as the measure for evaluation during the course.

Certificate

On successful completion of the full course, participants receive the International Negotiation Academy’s certificate in negotiation skills.

Conclusion

Based on the recommendation of the SETQAA evaluators, it has been concluded that International Negotiation Academy (PTY) ltd should be awarded Provisional Accreditation, (decision number 2041) for the provision of education and training in the following

Learning programme/Skills programme: Intensive Negotiation Skills Program
Recommended status: Provisional Accreditation
NQF level: 4

COURSE FEE:

The all-inclusive Course fee is R7 990-00. This includes VAT, handouts and the book: “Negotiation: Theories, Strategies & Skills”, by Spoelstra and Pienaar, lunch and refreshments.

Companies enrolling five or more delegates receive a 10 percent discount.

Should you wish to enroll, please complete the application form and fax to:  

(018) 290 1478

Advanced Negotiation Skills Program

This course is uniquely different from the Intensive Negotiation Skills Program course and is intended for persons who have successfully completed the program. It is a highly practical course, focused on the more extreme situations encountered in the public and corporate worlds. Attendance is limited to 15 participants per course to ensure that every participant is afforded the necessary individual attention needed to optimally nurture his/her negotiation skills development.

Who should attend?
  • Negotiators at senior, middle and junior management levels
  • Labour union negotiators
  • Conflict dispute resolution mediators
  • Sales negotiators
  • Buyers
  • Hostage and crowd control negotiators
  • Facilitators
  • Additional skills/Insights participants will acquire
Skills/Insight participants will acquire
  • How to positively manage anger negotiation
  • How to apply the mutual gains approach to resolve conflict
  • How to use facilitation during complex negotiations
  • Advanced persuasion techniques
  • How to deal with value issues
  • How to approach negotiation involving multiple parties
  • In-depth individual feedback on personality variables crucial to negotiation success
Course Content

Day 1

  • Short review of core principles covered in the course
  • Dealing with anger in negotiation
  • The mutual gains approach to conflict dispute resolution
  • The importance and role of a facilitator in multi-party negotiations
  • Multi-party case study involving complex value issues
  • Mergers
  • Acquisitions
  • Multi-party negotiation

Day 2

  • Dealing with an Angry Public
  • Dealing with a negative media
  • Facilitation techniques
  • International Negotiation
  • In-depth personality analysis and individual feedback and discussion
  • How to break premature thought closure and move from conflict to compromise
  • How to relate to the media during and after negotiations
  • Video taped negotiation sessions involving individual coaching and regular feedback

Evaluation

Participant involvement and performance during the two days of the course serves as the measure of successful completion of the course.

On successful completion of the course, participants receive the International Negotiation Academy’s advanced certificate in negotiation skills.

Conclusion:

Based on the recommendation of the SETQAA evaluators, it has been concluded that International Negotiation Academy (PTY) ltd should be awarded Provisional Accreditation,(decision number 2041)
for the provision of education and training in the following.

Learning programme/Skills programme: Advanced Negotiation Skills Training Program
Recommended status: Provisional Accreditation
NQF level: 5
Credit: 13
List of ETD Practitioners: HIJ Spoelstra
List of Assessors: HIJ Spoelstra

COURSE FEE:

The all inclusive course fee is R7990 or $750. This includes VAT, handouts, lunch and refreshments.

*Companies enrolling five or more delegates receive a 10 percent discount.

Should you wish to enroll, please complete the application form and fax to: 

(018) 290 1478

In-company Workshops

The complexities of the global business world are such that tailor-made negotiation solutions are often required to meet the needs of specific companies/industries.

At the request of individual companies, special in-company negotiation workshops are devised in consultation with the client. Every effort is made to ensure that the most relevant examples and case studies are used during such workshops.

Strategic Team Building and Conflict Dispute Resolution Workshops

Ensuring and aligning commitment within companies is today readily accepted as a critical success factor in the pursuance of optimal corporate performance. The tailor-made team building and conflict dispute resolution workshops presented by the Academy are designed to assist companies in the attainment of this goal.

The focus in these workshops is on assisting companies to develop an implement long-term action plans that will ensure a positive corporate culture.

Course Schedule

$97 One-day Introductory Course

Location: Tampa
Date: April 22nd and 29th
Time: 1-4pm


 

Full Course $517

Location: Tampa
Date: May 26th-27th


 

Full Course $517

Location: Jo’berg
Date: May 5th-6th
Date: May 26-27


 

$97 One-day Introductory Course

Location: Tampa
Date: June 10th and 17th
Time: 1-4pm


 

Full Course $517

Location: Tampa
Date: June 23th-24th