Negotiation and Strategic Persuasion

Programme Overview

In any bargain and negotiation you go into, be it at home or at work, you want to get to a point where you get to a “Yes.” Getting to that “Yes” point can be very pleasing and satisfying. But how do you negotiate the right way? What is the process to follow to ensure effective negotiation? What negotiation skills do you have to possess? What toolkit do you need to tap? These and many more questions will be answered during the “Negotiation and Strategic Persuasion” programme


Programme Objective

To provide an insight into Negotiation and Strategic Persuasion. By the end of the programme each participant will be able to:

  • Understand negotiation as a process of discovery
  • Learn how to bargain hard (as if your life depended on it)
  • Acquire the relevant negotiation skills
  • Explore the six foundations of effective negotiation
  • Examine the four-step process to negotiation
  • Learn why persuasion is important
  • Appreciate the Woo and the PCAN process to strategic persuasion
  • Appreciate the ethical dimension of negotiation and persuasion


Programme Coverage

  • What is negotiation?
  • Why negotiate?
  • The negotiation toolkit
  • The six foundations of effective negotiation
  • The four-step process to negotiation
  • The psychology of negotiation
  • The heart versus mind of negotiation
  • Negative versus positive reinforcements
  • Blind spots in negotiation
  • Confronting lies and deception
  • Recognising and resolving ethical dilemmas (Negotiating with the devil without losing your soul)
  • Negotiating from a position of weakness
  • Negotiating from a position of strength
  • When negotiation get ugly (how to deal with distrust, threats, anger, ego, irrationality)
  • When not to negotiate
  • Why persuasion is important
  • The elements of persuasion
  • Winning minds and hearts
  • Strategic persuasion – The act of selling ideas
  • The act of Woo (how to Woo)
  • The four-step process to Woo
  • Woo with integrity
  • Wooing an engaged audience: The PCAN model
  • Case study and discussions


Who Should Attend?

  • Senior executives
  • Board members
  • Mid-level management staff
  • All employees


Duration: 2 days

Date: 30-31 May and 28-29 November, 2019

Programme fee: N155,999.50 (US$503.23 for foreign participants). Special 10% discount for

groups of 4 or more.

Key benefits: Programme materials and certificate of participation