Management, Leadership and HR
Communication and Influence
Negotiation and Commercial Influence
Prepare and run a negotiation from a considered position rather than reacting across the table.
- Duration
- 3 days
- Contact hours
- 18
- Level
- Intermediate
- Fee from
- On enquiry
Overview
Most negotiations are decided in preparation. This programme covers interest analysis, alternatives, concession planning and the conduct of the negotiation itself, including the tactics used against you and how to respond without escalating.
Who should attend
Commercial, procurement and sales professionals, and managers who negotiate internally or with suppliers.
What you will be able to do
- Identify interests behind stated positions on both sides.
- Establish your alternative and understand theirs.
- Plan concessions in advance with defined limits.
- Recognise common tactics and respond without escalating.
How it is taught
Short input, then work, across 3 days of roughly 6 teaching hours each. Exercises run on situations delegates bring rather than on a case study written for a different organisation. Cohorts are capped so that everybody is asked something.
Available as classroom, live online, in house, executive workshop.
Programme outline
Day 1
Preparation
- Interests behind positions
- Your alternative and theirs
- Setting an opening and a limit
- Who is actually deciding
Day 2
At the table
- Opening and anchoring
- Trading rather than conceding
- Creating value before dividing it
- Managing deadlock
Day 3
Tactics and close
- Common tactics and responses
- Escalation and how to avoid it
- Closing and recording agreement
- The relationship afterwards
What you leave with
- A preparation template completed for a live negotiation.
- An alternatives assessment for both sides.
- A concession plan with walk away defined.
- A tactic response set.
Dates and fees
| Dates | Location | Format | Fee |
|---|---|---|---|
| 23 to 25 November 2026 | Nairobi, Kenya | Classroom | US$1,200 |
| 30 November 2026 to 2 December 2026 | Windhoek, Namibia | Classroom | R12,000 |
| 7 to 9 December 2026 | Dubai, United Arab Emirates | Classroom | US$1,200 |
| 14 to 16 December 2026 | Lagos, Nigeria | Classroom | US$1,200 |
Fees are per delegate and cover tuition, all programme materials and the certificate. Travel, accommodation and visas are arranged by the delegate. Registration closes two weeks before a programme starts.
Certificate
A GATI certificate recording what was attended, issued after the programme has run and attendance has been taken. Attending at least 80 per cent of the days earns a certificate of completion; attending less earns a certificate of attendance stating exactly what was attended. Every certificate carries a code that anybody can check against GATI's own record.
It records participation. and GATI does not claim one it does not hold.