Negotiation Skills for Managers and Team Leaders

Managers negotiate constantly, whether agreeing deadlines with other departments, discussing terms with suppliers or resolving disputes within a team, yet few have had formal negotiation training. This practical course builds core negotiation skills, including preparation, understanding interests versus positions, managing pressure tactics and reaching agreements that hold up in the South African business environment.

What you will be able to do

Prepare thoroughly for a negotiation by identifying interests, priorities and limits.
Distinguish between stated positions and the underlying interests behind them.
Use a structured process to move from opening offer to agreement.
Recognise and respond to common pressure tactics without conceding unnecessarily.
Negotiate internally with other departments as well as external parties.
Close negotiations with clear, documented agreements that both sides honour.

Course outline

01Preparing for a Negotiation
02Interests Versus Positions
03Opening Moves and Anchoring
04Structured Bargaining Process
05Recognising Pressure Tactics
06Negotiating Across Departments Internally
07Closing and Documenting Agreements
08Common Negotiation Mistakes to Avoid

Who should attend

This course is designed for managers, team leaders and supervisors who regularly negotiate internally with colleagues or externally with suppliers and clients.

Dates, venues and fees

Dates	Venue	Days	Fee
17 to 18 Aug 2026	Accra	2	US$1,100
24 to 25 Aug 2026	Lusaka	2	US$1,100
31 Aug to 1 Sep 2026	Kigali	2	US$1,100
7 to 8 Sep 2026	Nairobi	2	US$1,100
14 to 15 Sep 2026	Durban	2	R10,000
21 to 22 Sep 2026	Johannesburg	2	R10,000
5 to 6 Oct 2026	Mauritius	2	US$1,100
12 to 13 Oct 2026	Dubai	2	US$1,100
19 to 20 Oct 2026	Lagos	2	US$1,100
26 to 27 Oct 2026	Harare	2	US$1,100
2 to 3 Nov 2026	Kampala	2	US$1,100
9 to 10 Nov 2026	Dar es Salaam	2	US$1,100
16 to 17 Nov 2026	Pretoria	2	R10,000
23 to 24 Nov 2026	Cape Town	2	R10,000
7 to 8 Dec 2026	Online	2	US$900
14 to 15 Dec 2026	Mozambique	2	US$1,100
21 to 22 Dec 2026	Cairo	2	US$1,100

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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Training a whole team?

We can run Negotiation Skills for Managers and Team Leaders privately for your team, on your dates and built around your own systems. Group delivery is usually more cost effective from about six delegates.

Run this in-house