Short Course: Mastering Negotiation Techniques for Professionals

Programme Overview

Elevate your negotiation skills to new heights with our transformative course. This comprehensive program is designed to equip you with the essential tools, strategies, and insights to become a master negotiator in both professional and personal contexts.

Through a blend of theoretical knowledge and practical application, you'll gain a deep understanding of the negotiation process, key negotiation skills, and the psychology behind successful negotiations. From preparing for negotiations and employing effective strategies to managing difficult situations and evaluating outcomes, this course will empower you to approach any negotiation with confidence and finesse.

Whether you're a business professional, entrepreneur, or simply looking to enhance your decision-making and problem-solving skills, this course will provide you with the foundation to excel in the art of negotiation and achieve optimal results in any negotiation scenario.

Important Notice: This course is a non-credit bearing short learning programme.

Learning Objectives

By completing this course, you will:

• Explore the fundamental principles of negotiation, including the negotiation process, stages, and strategies.
• Learn essential negotiation skills, such as active listening, empathy, and creative problem-solving.
• Gain insights into different negotiation styles and when to apply them.
• Discover the importance of thorough preparation in negotiation success and learn how to set clear objectives and determine your BATNA (Best Alternative to a Negotiated Agreement).
• Dive into the art of effective communication during negotiations, including verbal and non-verbal cues.
• Learn strategies for reaching mutually beneficial agreements.
• Understand the importance of documenting agreements and ensuring clarity.
• Evaluate your negotiation performance and identify areas for improvement.

Curriculum

Modules:

• Module 1: Key Negotiation Skills and Negotiation Stages
• Module 2: Prepare for Negotiations
• Module 3: Engage in Negotiations
• Module 4: Finalise Negotiations and Evaluate the Negotiation Process

Module 1: Key negotiation skills and negotiation stages

Learning Outcomes:

• Define negotiation
• List the goal of negotiations
• List key negotiation skills
• Understand the types of negotiations
• List the stages of negotiation

Module 2: Prepare for Negotiations

Learning Outcomes:

• Key aspects in preparing for negotiations as well as distinguishing between issues, positions and interests
• List 16 negotiation strategies
• Compare competitive and collaborative negotiation strategies
• Identify and motivate negotiation ranges for issues
• Identify and inform stakeholders
• Take and initiate actions when obtaining mandates
• Collate and share information about issues with all parties
• Identify, select and motivate tactics
• Practical considerations for scheduling the meeting

Module 3: Engage in Negotiations

Learning Outcomes:

• List the conditions for successful negotiations
• Understand the requirements for effective communication
• List the steps for negotiations
• Understand the types of questions one could ask during the probing step
• Explain the different closing techniques one could implement
• Effective conflict management to maintain relationships
• How to become an effective negotiator
• Present, explain, motivate and record the negotiated outcomes

Module 4: Finalise Negotiations and Evaluate the Negotiation Process

Learning Outcomes:

• List the steps to finalise the agreements
• Evaluate the effectiveness of the negotiation process

Lecturer

Annelien Feldtmann CA(SA), Neuro-Coach

Annelien is a Neuro-Coach and Chartered Accountant (SA) with 21 years of experience in the public and private sector. She is deeply passionate about people development and has been actively involved in various roles to assist individuals to become the professionals they dream to be.

Her roles include the following:

• She is a qualified Executive, Business and Career Neuro-Coach (clients in the USA; UK and South-Africa) and have also provided mentorship to dynamic females in the public sector in the USA as well as Jamaica.
• She is the chairperson of the Assessment Committee (which is responsible for the final qualification examination) of the South African Institute of Taxation (SAIT) and also a SAIT assessor (reviewing the compliance with the learnership requirements and logbook compliance);
• She was a SAICA Reviewer ; SAICA Training Officer and is a registered assessor with in-depth knowledge of the SAICA Competency Framework and learnership requirements. She was a committee member of TRECO and AMS (now TPSC);
• She was the Senior Manager – Trainee Auditor Scheme who managed the three auditing and accounting learnerships (SAICA; SAIGA and ACCA) within the Auditor-General of South Africa (AGSA) and has in-depth knowledge of the practical challenges, roles and responsibilities of employers and trainees;
• She has been involved in distance learning institutions and even compiled the curriculum transformation competency framework for the College of Accounting Sciences at the University of South-Africa (UNISA); and
• She managed a UK based professional development company as well as a South-African based study support organisation.

Admissions & Key Facts

• Duration: 4 Weeks (Distance/Online).
• Entry Requirements: There are no prerequisites to attend this course.
• 2026 Programme Fee: R2 700

Ready to Lead the Change?

• Phone: 010 880 3980
• registrar@organisationalchange.co.za

Provisionally registered with the DHET as a private higher education institution (Certificate No. 2021/HE07/004)27.

Important Notice: This course is a non-credit bearing short learning programme.