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1. Effective Negotiation Skills
20 – 22 April, 2015 | The Resource Space, Lagos, Nigeria.
This course is available for IN_HOUSE: For further information, please contact: Tel: +234 8037202432, Email:petronomics@yahoo.com. Web: www.thepetronomics.com

2. OVERVIEW
Every industry expert is constantly inundated with
executive fiat to cut cost but increase efficiency in the face
of daring business pressures, situation that places
professionals in the frontline of bargaining desirable terms.
Negotiation is a rather complex interaction, capturing all its
complexity is a very difficult task, let alone isolating and
controlling only certain aspects of it. This is one of the
most difficult tasks requiring combination of diverse traits
and skills. The process that demand good business
judgment and keen understanding of human nature, giving
room to an intricate interplay of power, persuasion,
economics, motivation, and organizational pressures .
This interactive programme is packed with tested
strategies, techniques and tactics to expose participants so
they can create a win-win situation for both parties and
redirect your focus off "side-issues" and place it on breaking
deadlocks and making the kind of agreements that foster
long-term relationships.
LEARNING OBJECTIVE
At the end of this programme, participants will be able to;
 Understand and apply an effective international
negotiation approaches
 Identify and manipulate the strategies and tactics
used by the opponents/clients
 Learn to persuade others to work with and not
against you
 Finalize and administrate simple or complex
contracts
 Develop expertise for breaking or avoiding a
serious impasse
 Master the ability to comprehend negotiation
analyze
 Discover five fundamental ways of choosing or
combining negotiation behaviour
PERFORMANCE FOCUS
Our programmes are significant investment for your
workforce. They are designed to fill identified industry
knowledge gap and provide hands-on applicable know-how
that gives participants a deeper insight on their deliverables.
The various modules are cultured to encourage
stakeholders to aspire the attainment of operational
efficiency along the business chain.
COURSE CONTENT
NEGOTIATION
 What makes Negotiation Possible?
 Negotiation Approaches
 Principle Negotiation
 Negotiation Styles
 Negotiation Guidelines
 Method of Conducting Exchange
CONDUCTING FACE-TO-FACE
INTERVIEW/MEETINGS
 Introduction
 Agenda Review
 Basic Interview Skills
IDENTIFYING NEGOTIATION ISSUES AND
OBJECTIVES
 Overview
 Pre-negotiation Objectives
 Information Source
ASSESSING BARGAINING STRENGTH AND
WEAKNESS
 Sourcing of bargaining power
 Contract risk, probing, listening
 Understanding
 Conclusion
 Exchange Results
 Use of Fact findings results
IDENTIFYING NEGOTIATION PRIORITIES AND
POTENTIAL TRADE OFFS
 Prioritise Issues
 Non Negotiable Issues- “Must Points”
 Issues open to negotiation – “Give Points”
 Issues to avoid during negotiation – “Avoid Points”
 Issues open to bargain – Bargain Points”
 Trade-off Points
DETERMINING THE OVERALL APPROACH
 Plan the order for addressing issues
 Identifying Potential Concessions
 Plan Bargaining Tactics
PREPARING FOR NEGOTIATION
 Draft and review the plan
 Team member plan
 Need management support
 Management briefing
 Management feedback
 Bargain Tactics
NEGOTIATION TABLE
 Arrangement A
 Arrangement B
 Arrangement C
 Arrangement D
IDENTIFYING APPROPRIATE WIN/LOSE
TACTICS AND APPROPRIATE COUNTER
MEASURE
 Limited Authority
 Bogey
 Crunch
 Decoy
 Legitimacy

3. CURRICULUM
This programme provides participants with an enjoyable
and informative atmosphere that is practical, innovative and
interactive. It gives opportunity to engage other business
professionals, share experiences, test strategies and
ultimately impact the corporate bottom-line.
WHO TO ATTEND
All corporate professionals and individuals who need to
negotiate with business associates, vendors, customers and
colleagues in any setting.
DELIVERABLES
Our training programmes are exciting learning events. All
participants during the programme entitled to all course
materials and a certificate of participation. On a written
request, we shall furnish you with a detailed report
summarising our perception of participants’ strengths, areas
for improvement and proposed action plans within four
weeks of concluding the course. Our feedback process
ensures your objectives are achieved by the conclusion of
our training process.
PROGRAMME FEE
The programme fee covers tuition, course materials.
Payment is due upon receipt of the invoice. Our
cancellation policy applies.
Effective Negotiation Skills - N126,000.00 per participant
IN-HOUSE TRAINING
Petronomics Training can work with your organization to
provide the course to meet your budget at your
convenience (time and location) in the comfort of your
working environment. This collaborative effort, emphasize
actionable learning, the application of theory in practice and
combine core business skills/technical knowledge with
dynamic leadership training.
If you would like to discuss possible collaboration in
developing in-house training, please contact on the details
below.
REGISTRATION
To nominate a participant for this training, kindly forward
the details of your nominated participants, (i.e. name, email
address, telephone nos.) and stating the course your
participant are registered.
To nominate a participant for this training, kindly forward
the details of your nominated participants, (i.e. name, email
address, telephone nos.) and stating the course your
participant are registered.
Business Development Desk
Petronomics Training
Telephone: 08120996728
0803 720 2432
Email: ayantola.victoria@thepetronomics.com
petronomics@yahoo.com
www.thepetronomics.com
ABOUT US
At Petronomics, energy expertise is our resource and
inspiring competence is what we enjoy. The application of
knowledge in driving innovation and ultimately possibilities
is the catalyst that steer a distinctive value proposition.
Braced with visionary advisory board, inspired/cultured
workforce and experience faculty, we provide superior
intellectual resource pool that bridge competency gap for
industry operators. The benefits of our expertise are
accessible through learning programmes, research and
conference services; a blend that sets us as the preferred
pool, professionals approach to upgrade business skills
THE LEARNING APPROACH
In resourcing industry workforce competency, we develop
skills and experience that employer’s value by offering a
comprehensive range of flexible
learning options to meet their learning and development
needs through a broad range of learning approach that
offers intensive and enjoyable experience to participants.
Participants benefit from lectures, case study analysis, group
discussion, workshop, and are also encouraged to learn
from other managers and professionals on their programme
by sharing ideas and experiences. We place a particular
emphasis on group work where participants’ real life
situations are used as vehicles for learning.
FACULTY
Key to our approach is the quality to the faculty members.
Every faculty member on our 20 member team is rigorously
assessed and contracted in line with our Standard
Operating Procedure. Each of them understands that they
have to deliver training and supporting documentation to
the highest standard. They comprise of professionals with
outstanding track records in their area of specialty. Whilst
they bring to bear several years of hands-on experience in
the industry, they are committed to knowledge growth and
have an understanding of the link between strategy and
knowledge capital.
LEARNING ENVIRONMENT
Our programmes are conducted in a decent and cozy
environment globally. We ensure that our participants are
relaxed to refresh in an ambience well conducive for
inspiring and creative brainstorming that accelerate the
learning curve of individual participants. In consolidation of
our value chain, locations are carefully considered using our
five star QC indicator like security, banquet facilities,
accessibility and customer services. Our programme team
works with the facility staff to ensure a personal and warm
welcome to participants.