SAPOA KwaZulu Natal Negotiation Skills Master Programme Workshop

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Date(s) - 14 Oct '19 - 15 Oct '19


Soft skills are becoming more important than hard skills. The 2010 Kelly Global Workforce Index shows that 66% of people feel that verbal communication skills are more important than technical knowledge.

The importance of effective negotiation skills

Having good negotiation skills can mean the difference between success and failure in the business world. Those that know how to negotiate tend to rise to the top of whatever industry they are in. At the same time, those that do not know how to negotiate tend to stay where they are or fall backwards.

Through an understanding of the processes and skills of negotiation you will be able to negotiate agreements from even extreme positions thus emphasizing the enormous potential of negotiation as a method whereby many of the problems and challenges of human relationships can be effectively addressed. Today, everyone negotiates.

Negotiation is the only really effective tool to ensure a society with equal rights and opportunities. Managers, for example, are essentially negotiators. They have to influence and motivate as part of their daily activities, a diversity of people, and have to balance the conflicting aspirations of individuals and groups.

When you are aiming to achieve business success, developing good negotiation skills should be at the top of your priority list. This is by far one of the most important skills that you can develop as a business person. It can easily take you from where you currently are to where you eventually want to be.


The master class in negotiations is targeted at everyone in the retail and commercial industries and also mixed-use delegates.

Negotiation is the most challenging and complicated form of communication there is. In order to be an effective negotiator, excellent communication skills at very high levels are essential. Negotiators also need to understand the psychology of the negotiating game, and how to use heightened Emotional Intelligence to achieve the desired outcomes and manage the other parties effectively.

This Master Class will give learners the fundamental techniques and necessary confidence to achieve your desired outcomes. Role-plays are used during the training. This programme is practical and experimental in nature, and the skills learnt will be internalised and remembered back at the workplace at the workplace.

Module content

Advanced, Intermediate and Basic (dependent on the level of the group).

Negotiation skills

• Preparation
• Defining the negotiation
• Types of negotiation
• Negotiation styles
• Grouping the objectives
• Classifying relationships
• Categorizing content
• Negotiation as a process
• Negotiating for common ground


• The power of first impressions
• Use the voice to negotiate effectively
• Emotional Intelligence in the negotiation
• Assertion vs. aggression
• Stress management techniques
• Understanding personality profiles

Conflict Management

• Handling conflict and aggression
• Dysfunctional and functional conflict and consequences
• Causes of inter-group conflict
• Social / psychological causes of conflict