Managing commercial evaluation in a disruptive environment2.pdf

1. COURSE TITLE:
MANAGING COMMERCIAL
NEGOTIATION IN A DISRUPTIVE
ENVIRONMENT
4 days Training Course

2. This Managing Commercial Negotiation in a Disruptive
Environment is essential for professionals who want to
improve their skills in this area with interactive, practical
examples and scenarios. The course aims to build
delegates' condence by introducing them to a structured
approach intended to help them close deals more
effectively. This course helps participants to develop
strong interpersonal skills in the art and science of
negotiation.
During this course, participants will learn how to apply a
structured approach to effective negotiating. Combining
this with the practice sessions incorporated into the
program, this course is designed to improve participants'
condence in negotiating and improve the outcomes of
their negotiations. Attendees will be exposed to the
Breakthrough Negotiation Strategy to help them achieve
results in difcult and complex negotiations.
Course Overview
Course Overview
Course Overview
01

3. After completing this course, participants will be able to:
n Gain broad perspective of what are the essential factors
in commercial negotiation
n Develop key skills to become a successful negotiator
n Learn and practice the necessary steps to create
win/win outcomes in even the most difcult situations
n Apply the right skills to help you navigate through to a
successful negotiation
n Become a more effective negotiator in both contract
/disputes /commercial challenges
n Build on your personal negotiation style and learn how
to make it work best for you and your company
Acquire the core skills which underpin success in
collaborative, competitive and dynamic negotiations
n Develop positive negotiating habits for negotiations,
planning, control and management
Course Objectives
Course Objectives
Course Objectives
02

4. I. Principles for success in negotiations
n What is a negotiation situation
n Elements of negotiation
n Common constraints in negotiation
n Factors for negotiation success
II. Becoming an effective commercial negotiator
n Essential personal qualities
n Style and strategy
n Visual communications
n Preparation
n Best practices
III.Negotiation: The Planning, the Preparation, the
Process
n Mental modes in negotiation
n Assessing situational aspects
n Developing a strategy
n Negotiating model
n Negotiating team
IV. Practical session: Building a Business case
Training Outline
Training Outline
Training Outline
03

5. V. Behaviour, communication and inuence in
negotiation
n Interpersonal skills and styles
n Negotiation tactics
n Selling your ideas
n Effective communication
n Negotiating to win
n Indicators of inuence
VI: Case study: conict and negotiation
VI. Negotiating with multiple parties and teams
n Nature of multiple party negotiations
n The effective group in a multi-party negotiation
n Managing multi-party negotiations
n Inter-team negotiations
VII. Practical session: Procurement in negotiation
VIII.Negotiating with Government ofcials,
Regulators and strategic partners
n Developing a negotiating strategy
n Opportunity analysis and deal team Concept
n Due diligence
n From agreed terms to binding contract
n Culture and communication
n Managing derailed negotiations
IX Practical session: Negotiating project nance
deals and term sheets
X Managing strategy execution in a disruptive
environment
n Nigeria business environment
n Strategy execution
n Must win battles
n Killers of strategy
04

6. Industry case studies, series of class short and long exercises,
team working, presentation, video, quiz, use of visuals and
snapshots, critical appraisal and rapid response assessment
based on a situational analysis.
VENUE: Shoregate Hotels, Joel Ogunnaike St, GRA, Ikeja
Lagos
COURSE FEE:
Training, facilitation, training materials, course venue, lunch
and tea breaks – N360,000.00 (three hundred and sixty-
thousand Naira only) per participant
DATE: October 3-6, 2023
COURSE CERTIFICATE: On successful completion of
this training course, a HoneyRock Multiconsult certicate
will be awarded to the delegates.
HOW TO REGISTER: Intending participants are required
to complete the attached Google form.
The bank details will thereafter be sent to them to complete
the registration.
TRAINING METHODOLOGY
TRAINING METHODOLOGY
TRAINING METHODOLOGY
05