Business professionals are required to participate in both informal and formal negotiations across various contexts and levels of the organisation. The Negotiation Skills: Principles and Practices (NSPP) course, enriched with learnings from global experts and authors, provides global best practices in negotiation and bargaining. It includes access to negotiation knowledge, tools, and techniques that can be applied within the working environment immediately - with practical implementation extending far beyond normal and formal conversations.
This course focuses on teaching you the business negotiation skills necessary for win-win solutions. It is mindful that aggressive negotiation tactics aren’t necessary. It thus doesn’t focus on hard negotiation, with one objective – getting what you want. It focuses on negotiating in a way that builds long-term relationships. The art of emotional regulation and active listening, a two-sided approach, is thus applied.
The course is aimed at practicing negotiators that are looking to enhance their effective negotiation and bargaining skills. This includes a wide range of executives from middle management leaders to professionals in sales and marketing, procurement, production, contract or legal compliance, operations, logistics or any other occupations.
A collaborative learning experience allows participants to draw on a network of internationally acclaimed resources and experts:
The course stems from a collaboration between SBS-ED and Dr. John Glen – an expert in the art of negotiation. He is the Director of the Centre of Customised Executive Development (CCED) at Cranfield School of Management in the United Kingdom.
The course content draws on the work of former FBI hostage negotiator, Chris Vos - considered one of the best negotiation coaches, globally. He is currently the CEO of The Black Swan Group, working with companies and individuals to take their negotiation skills to the next level. He has used his many years of experience in international crises and high-stakes negotiations to develop a unique program and team that applies globally proven techniques to the business world. The course also includes two prescribed books written by Chris Vos.
Bi-weekly webinars, hosted by Dr. John Glen, will allow participants to discuss challenges and opportunities arising from current negotiation scenarios in their workplace context.
Over the course of 8 weeks, participants will be equipped to:
Grade 12 / matric certificate or equivalent
Good grasp of English (reading, writing and speaking)
Basic computer and internet skills
For admission via Recognition of Prior Learning (RPL), the general rules will apply based on work experience, age, and maturity