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Negotiation Skills for Managers and Team Leaders

Managers negotiate constantly, whether agreeing deadlines with other departments, discussing terms with suppliers or resolving disputes within a team, yet few have had formal negotiation training. This practical course builds core negotiation skills, including preparation, understanding interests versus positions, managing pressure tactics and reaching agreements that hold up in the South African business environment.

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What you will be able to do

  • Prepare thoroughly for a negotiation by identifying interests, priorities and limits.
  • Distinguish between stated positions and the underlying interests behind them.
  • Use a structured process to move from opening offer to agreement.
  • Recognise and respond to common pressure tactics without conceding unnecessarily.
  • Negotiate internally with other departments as well as external parties.
  • Close negotiations with clear, documented agreements that both sides honour.

Course outline

  1. 01Preparing for a Negotiation
  2. 02Interests Versus Positions
  3. 03Opening Moves and Anchoring
  4. 04Structured Bargaining Process
  5. 05Recognising Pressure Tactics
  6. 06Negotiating Across Departments Internally
  7. 07Closing and Documenting Agreements
  8. 08Common Negotiation Mistakes to Avoid

Who should attend

This course is designed for managers, team leaders and supervisors who regularly negotiate internally with colleagues or externally with suppliers and clients.

Dates, venues and fees

DatesVenueDaysFeeCalendarRegister
28 to 29 Sep 2026Dubai2US$1,100Closed
29 to 30 Sep 2026Online2US$900Register
10 to 11 Nov 2026Johannesburg2R10,000Register
11 to 12 Nov 2026Cape Town2R10,000Register
12 to 13 Nov 2026Durban2R10,000Register
16 to 17 Nov 2026Pretoria2R10,000Register
17 to 18 Nov 2026Windhoek2US$1,100Register
18 to 19 Nov 2026Gaborone2US$1,100Register
19 to 20 Nov 2026Maseru2US$1,100Register
23 to 24 Nov 2026Mbabane2US$1,100Register
24 to 25 Nov 2026Lusaka2US$1,100Register
25 to 26 Nov 2026Harare2US$1,100Register
26 to 27 Nov 2026Lilongwe2US$1,100Register
30 Nov to 1 Dec 2026Blantyre2US$1,100Register
1 to 2 Dec 2026Mozambique2US$1,100Register
2 to 3 Dec 2026Nairobi2US$1,100Register
3 to 4 Dec 2026Dar es Salaam2US$1,100Register
7 to 8 Dec 2026Kigali2US$1,100Register
8 to 9 Dec 2026Kampala2US$1,100Register
9 to 10 Dec 2026Accra2US$1,100Register
10 to 11 Dec 2026Lagos2US$1,100Register
14 to 15 Dec 2026Cairo2US$1,100Register
17 to 18 Dec 2026Mauritius2US$1,100Register

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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Next session
5 to 9 Oct 2026
Venue
Nairobi
5 day programme
FromR18,000
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