Economics is not just about theories and models; it's about people and interactions. This Negotiation and Persuasion in Economics training course equips you with the essential skills to effectively negotiate agreements, influence decisions, and achieve your objectives in economic contexts. You'll learn how to understand the dynamics of negotiation, apply proven persuasion techniques, and navigate complex situations with confidence. From deal-making and conflict resolution to policy influence and stakeholder management, this course empowers you to become a more effective and impactful negotiator.

Target Audience:

This course is designed for economists and related professionals who need to negotiate and persuade effectively. The target audience includes:

• Economists working in business, government, and international organizations
• Policy analysts and researchers
• Consultants and advisors
• Anyone involved in negotiations or needing to influence decisions

Course Objectives:

Upon completion of this Negotiation and Persuasion in Economics training course, participants will be able to:

• Understand the principles of negotiation and persuasion.
• Apply effective negotiation strategies and tactics.
• Influence decisions and persuade others to adopt their point of view.
• Manage conflict and reach mutually beneficial agreements.
• Build strong relationships and establish trust with negotiation counterparts.
• Communicate persuasively and clearly, both verbally and in writing.
• Analyze negotiation situations and identify opportunities for leverage.
• Develop creative solutions and overcome impasses.
• Negotiate effectively in diverse cultural contexts.
• Enhance their negotiation and persuasion skills for greater impact.

Duration:           5 Days

Course Content

Module 1: Introduction to Negotiation and Persuasion

• What is negotiation? Different types of negotiation: distributive vs. integrative.
• What is persuasion? The psychology of influence.
• Key principles of effective negotiation and persuasion.
• Course overview: Structure, learning objectives, and assessment methods.

Module 2: Understanding Negotiation Dynamics

• The negotiation process: Stages and key elements.
• BATNA (Best Alternative to a Negotiated Agreement) and Reservation Price.
• Creating value in negotiations: Expanding the pie.
• Distributive bargaining: Claiming value.

Module 3: Persuasion Techniques I: Building Rapport and Credibility

• Building rapport: Establishing connection and trust.
• Establishing credibility: Expertise, authority, and trustworthiness.
• Framing and anchoring: Influencing perceptions.
• Active listening: Understanding the other side's perspective.

Module 4: Persuasion Techniques II: Appealing to Logic and Emotion

• Appealing to logic: Using data and evidence to support your arguments.
• Appealing to emotion: Connecting with the other side on an emotional level.
• Storytelling and narrative: Making your arguments more engaging.
• Rhetorical devices: Using language effectively to persuade.

Module 5: Negotiation Strategies and Tactics

• Competitive vs. collaborative negotiation strategies.
• Tactics: Opening offers, concessions, and closing the deal.
• Handling difficult tactics: Aggression, stonewalling, and deception.
• Developing your personal negotiation style.

Module 6: Communication in Negotiation and Persuasion

• Verbal communication: Clarity, conciseness, and persuasiveness.
• Nonverbal communication: Body language, tone of voice, and facial expressions.
• Written communication: Drafting proposals and agreements.
• Cross-cultural communication: Adapting your communication style to different cultures.

Module 7: Managing Conflict in Negotiations

• Sources of conflict: Different types of conflict in negotiations.
• Conflict resolution strategies: Avoiding, accommodating, competing, compromising, and collaborating.
• Mediation and arbitration: Third-party intervention in disputes.
• Building resilience: Managing stress and emotions in conflict situations.

Module 8: Negotiation Power and Influence

• Sources of power in negotiation: Information, expertise, resources, and relationships.
• Building your power base: Developing your skills and network.
• Using power ethically and responsibly.
• Influencing without authority.

Module 9: Negotiating in Different Contexts

• Business negotiations: Mergers and acquisitions, contracts, and partnerships.
• Policy negotiations: Influencing policy decisions and regulations.
• International negotiations: Diplomatic and trade negotiations.
• Personal negotiations: Salary negotiations and other personal agreements.

Module 10: Persuasion and Influence in Economics

• Influencing economic policy: Communicating economic analysis to policymakers.
• Persuading stakeholders: Gaining support for economic initiatives.
• Negotiating funding and resources for economic projects.
• Communicating economic research to a wider audience.

Module 11: Advanced Negotiation Techniques

• Multi-party negotiations: Managing complex negotiations with multiple stakeholders.
• Coalition building: Forming alliances to achieve your goals.
• Negotiating in dynamic environments: Adapting to changing circumstances.
• Game theory and negotiation: Applying game theory concepts to negotiation strategy.

Module 12: Developing Your Negotiation and Persuasion Skills

• Self-assessment: Identifying your strengths and weaknesses.
• Practice and feedback: Role-playing and simulations.
• Developing a personal development plan: Setting goals and tracking progress.
• Continuous learning: Staying up to date on best practices in negotiation and persuasion.

Training Approach

This course will be delivered by our skilled trainers who have vast knowledge and experience as expert professionals in the fields. The course is taught in English and through a mix of theory, practical activities, group discussion and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement.

Training Venue

The training will be held at our Skills for Africa Training Institute Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Skills for Africa Training Institute certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request.

Terms of Payment: Unless otherwise agreed between the two parties’ payment of the course fee should be done 5 working days before commencement of the training.

Course Booking

Please use the “book now” or “inquire” buttons on this page to either book your space or make further enquiries.