TITLE: A training programme on negotiation soft skills for senior executives of ABC Nigeria Limited at

Asian Pacific region.

DESCRIPTION: This programme seeks to train and develop senior executives of ABC Nigeria limited
on negotiation soft skills. Such that at the end of the programme the senior executives should be able to
develop soft skills on negotiation and also effectively applied these skills for different negotiations
opportunities.
THOSE INTENDED FOR: Senior executives
PROFILE OF PARTICIPANTS: The participants are senior executives of ABC Nigeria limited drawn
from 20 different departments of the company. Amongst the 20 senior executives, 10 are technically
inclined while the other 10 are management inclined.
MAIN CHALLENGES:
a. The participants are all not technically inclined and should be mindful of technical terms which
could serve as communication barrier.
b. The senior executives are trainee in negotiation
c. Cultural factor should be kept in mind
GENERAL OBJECTIVES
1. Learn and develop negotiation soft skills
2. Develop competence in negotiation
3. Adopt the skills in all negation opportunity
PROGRAMME DURATION: Months
TOPIC LIST FOR THE PROGRAMME:
a. NEGOTIATION TERMINOLOGY
i. RESERVATION VALUE
ii. ZOPA
iii. ZONA
iv. BATNA
v. ANCHOR
vi.
b. NEGOTIATION PROCESS
i. Planning and preparation
ii. Opening of the preparation
iii. Negotiation dance
iv. Closure of negotiation with an agreement
v. Implementation

c. NEGOTIATION DYNAMICS PROCESS

i Negotiation dance
ii Offers/counter offers
iii Overtime agreement or disagreement
 d. CLASSIFICATION OF NEGOTIATION
i Distributive negotiation (haggling)
ii Integrative negation (win-win)

e. SELF EVALUATION
i Position
ii Interest
iii Framing and Reframing

f. CRITICAL THINKING/FUNCTIONS OF CRITICAL THINKING

i Description (applied to interest based negation IBN)
ii Analysis (Negotiation that shares interest)
iii Evaluation (Negotiation that promotes common objective, shared objectives and joint
objectives)

g. PILLARS OF NEGOTIATION
i Perception
ii Cognitive
iii Emotion

h. EMOTIONAL INTELLIGENCE
i Self –awareness
ii Empathy
iii Social skills
g. TYPES OF INFLUENCE
i Negative influence
ii Positive influence
HOW TO MANAGE SPECIFI NEEDS OF THE TIME TO SET AGREEMENT
The importance of the programme to ensure the senior executive learn and develop negotiation soft skills.
Adequate time will be allotted to ensure that the essence of the programme is not defeated. Also
considering the status of the participants, adequate time will be given to ensure that they understand what
negotiation entails and the terminologies and also ensure a buy-in of the participants on the expectations
through the program.
DYNAMICS OF THE NEGOTIATION PROGRAM
Negotiation dynamics plays a huge role in the outcome of the business and international negations. In
view of the program, the interest has been established such that the adopted strategy should result to a
long term relationship of trust and values of company hence the adopted negotiation approach will be
integrative aimed at developing mutually beneficial agreement and to reduce as much conflict as require,
application of framing and reframing will also be deployed and finally critical thinking is most necessary.
Most importantly the negation process will be honoured and apply.
STEPs:
1. Planning/Preparation (Gather background information) e.g Opponent approach to negotiation,
negotiation profile, reactions to conflict ideas

2. Opening negotiation: Assessing own negotiation strategies (Reservation value, ZOPA, Anchor,
ZONA)

3. Negotiation Dance (adopting framing and reframing, critical thinking, effective communication,
Emotional intelligence) etc.

4. Closure of negation with an agreement (integrative paradigm)