NEGOTIATION SKILLS

CUSTOMISED FOR INVESTMENT PROJECTS

Duration:  3 Days

Overview

The focus of this course is on Negotiation Skills applicable to Project Finance and Public Private Partnership (PPP) projects. The course is highly practical with deals to be negotiated within the context of experiential learning.

What to Expect from the Course?

• An excellent set of frameworks for effective preparation for negotiations, data searches, identification of negotiation partners and decision-makers. Selection of your negotiation team
• Diagnose and make prognosis of the negotiation process, starting from the need to negotiate, the preparation process, the selection of your negotiation team, identifying decision makers, stakeholders, and people of influence in opposing teams, understanding their needs and requirements, sketching of negotiation scenarios via the design of stratagems, putting these stems into ideal, realistic and fallback positions, through to dealing with the challenge of closing the deal and learning from your negotiation successes and failures
• Identify and understand negotiation styles, strategies, and tactics bidding, offers, the art of granting concessions, counter proposals, disclosure of information personal image management and negotiation.

Who should attend?

• Credit Analysts
• Investment Managers
• Fund Managers
• Risk Analysts