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Negotiation Skills


Put yourself a decade ahead of the pack by practising the crucial parts of negotiating. In fact, the return-on-investment for negotiating skills training is almost immediate. Excitingly, an avalanche of new brain research has also made this negotiation programme simpler and more powerful. So, by focusing on a few big discoveries, neuroscience has allowed us to focus on the new basics and produce a negotiating system that is intuitive and easier to implement.

Why Should an Individual Attend?

When you realise that managers spend 80% of their day negotiating, it makes business sense to know how to negotiate effectively. In fact, the return-on-investment for negotiating skills training is almost immediate. This course is designed for delegates to take away a powerful and practical framework that is easily applied across all high-level negotiations.


On completion of this course, you will be able to:

  • Prepare for a negotiation (case studies to practice the CUSP® methodology)
  • Conduct a negotiation (case studies) and achieve great results in a high-trust way
  • Handle objections and close a negotiation in a high-trust way

Program Outline

The program outline runs as follows:
  • Introduction to Negotiations System, Breakthroughs in Neuroscience, 7-Levers of Power
  • Introduction to CUSP® (Tool 01 of 04), 7 x Examples of Negotiations (mini cases), Trust
  • Body Language & Zoom Tips (Tool 02 of 04)
  • Negotiating Terms, 7-Common Mistakes, 10 x Golden Rules (Tool 03 0f 04)
  • Selling vs. Neg, Questions, Contact Form, Contact Report, Roosevelt Mini-Case
  • Crack the Case” (Logrolling, Non-Zero-Sum Case)
  • Objection Handling & Closing (R.E.D.S. Tool 04 of 04)
  • Prepare for your next important work case at work (i.e. homework)
  • How to sell vs. Negotiate (What’s the difference?)
  • Asking Questions (Trust building & “uncovering”)
  • Writing a Contact Report
  • Introduction to “Crack The Case” Study (How to Complete the PAR Value forms, BATNA, Context,

Who Should Attend?

  • Engineers
  • Architects
  • Quantity Surveyors
  • Construction Health and Safety
  • Contractors / Sub Contractors
  • Executives / Senior Management
  • Middle Management
  • Administrators / Support Staff
Type: Online
CPD Points: 1
Coordinator: Blessings Banda
R 3 454.00 excl. VAT
R 3 972.10 incl. VAT
  • Virtual Classroom Training, Online
  • Mon 5 August 2024  08:30 to 16:30
  • Validation Number:CESA-2212-11/2026
  • Virtual Classroom Training, Online
  • Wed 30 October 2024  08:30 to 16:30
  • Validation Number:CESA-2212-11/2026