Overview
Negotiation is a pervasive activity that permeates all spheres of human endeavour. Particularly, within the realms of international relations, labour management relations, international and domestic trade, equipment sourcing, peacemaking with host communities, marketing of organisational products/services and the development of various forms of strategic alliances etc.; negotiation becomes a compulsory activity that people must undertake. However, people tend to be confronted with various forms of negotiation encounters that necessitate the adoption of different negotiation styles and strategies. Therefore, in order to produce the desired outcomes of negotiation, people must be able to deploy the requisite skills and competences required for resolving the exigencies of a given negotiation encounter. This seminar introduces participants to the fundamentals of negotiating successfully across certain contexts of their personal or organisational life. Negotiation will be understood as an art and a science. Participants will be exposed to principled negotiation that was developed by the Harvard University Programme and other valid frames of reference for negotiating. Strong emphasis will be given to the importance of communication skills in the negotiation process as well as the ability to examine facts and figures for the purpose of grasping their significance for the particular deal that is being negotiated. The seminar has been designed for participants whose responsibilities demand that they engage in frequent negotiations. It includes practical exercises.
Learning Objectives and Benefits
At the end of this programme, you will be able to:
- Provide a conceptual and strategic framework in preparing for different negotiation encounters.
- Navigate the psychology of negotiation.
- Hone your communication skills during negotiation.
- Present a lucid understanding of the negotiation process
- Shed light on all forms of negotiation styles that could be adopted in various situations.
- Protect you from falling prey to the negotiation ploys and tactics of other parties.
Who should attend
This programme will benefit
- Material/Equipment Procurement Officers.
- Trade Union officers.
- HR managers that negotiate with unions.
- Public relations officers that have the responsibility of resolving external organisational conflicts.
- Lawyers
- Marketing/Sales personnel.
- Negotiators with banks.
- Others that are often engaged in varied forms of negotiation.
Structure and Curriculum
- Preparing for negotiation: Understanding the scientific side of negotiation
- The conceptual and strategic framework for negotiating
- Claiming of value in buyers-sellers’ negotiations
- Creation of value in buyers-sellers’ negotiations
- Negotiating with banks
- Negotiating with host communities
- Negotiating career advancement
- Negotiating with Unions
- Psychology of negotiation: Mental roadblocks to creating value in negotiation
- Negotiation techniques and ploys
- Negotiation process
- Negotiation styles
Admission process
1. Click on the Apply Now tab
2. Select the number of participants to enroll on the programme
3. Fill in your details to complete your application
4. Request for an invoice or make an instant payment via our secured payment gateway
5. Upon confirmation of payment, a programme manager will get in touch with you at least three days before the programme commences.
Faculty
Prior to his faculty appointment, Uche Attoh served on the Industrial Arbitration Panel where following a Federal appointment, he had for eight years presided/participated in Tribunals constituted for the purpose of adjudicating over Trade Disputes and Labour-Management Conflict in accordance with the Trade Disputes Act and other Labour and Employment Laws.
Prior to this appointment, Uche worked for over a decade in GlaxoSmithKline Nigeria Plc where as Human Resources Director and Company Secretary for West and Central Africa, he played pivotal roles in the company’s successful change and turn-around programmes. In particular, he led the Legal and HR integration of Smithkline Beecham with Sterling Health, and Smithkline Beecham with GlaxoWellcome, consequent upon the respective mergers.
Before joining GlaxoSmithKline, Uche was Director of Industrial Relations of the Nigeria Employers’ Consultative Association (NECA), and in over a decade, he gained international HR experience through ILO secondments/fellowship to organisations in the USA, UK, Ireland, Germany, Brazil, Norway, Kenya and Ghana; the experience enabled him to promote international best practices in the organised private sector through his membership of statutory tripartite institutions as National Labour Advisory Council, National Salaries and wages commission and the committee for the restructuring of Trade Unions.
Dr Okechukwu Amah facilitates sessions in Management Communication, Human Resources, Leadership and Human Behaviour in Organisations at Lagos Business School. He is also the Research Director at Lagos Business School.
Earlier, he was a part-time lecturer at the Lagos State University, where he taught MBA students Organisational Behaviour, Organisational Theory, Business Policy and Management. He has also facilitated sessions in customised programmes for NLNG, and actively reviews articles for the annual meetings of the American Academy of Management and Southern Management Association.
Dr Amah obtained his first degree in Petroleum Engineering from the University of Ibadan, MBA and PhD from the University of Benin. He started his career as a petroleum engineer with Texaco Overseas Nigeria Limited, where he held such key positions as District Petroleum Engineer and Assistant District Manager in charge of drilling, production and support services. He assumed the position of Production Manager before the company merged with Chevron Nigeria Limited. He thereafter joined Chevron Nigeria Limited, and held other pivotal positions in the organisation before moving on.
