KENYA SCHOOL OF GOVERNMENT eLearning and Development Institute (eLDi) Strategic Negotiation Course for Top Managers REPUBLIC OF KENYA KENYA SCHOOL OF GOVERNMENT eLearning and Development Institute (eLDi) May 7th – 11th, 2018 Jointly with UGANDA MANAGEMENT INSTITUTE Purpose The purpose of the course is to equip participants with knowledge and skills in the art of negotiation in order for them to be more effective in handling the frequent conflicts resulting from negotiations that confront top managers. The course treats negotiation as a complex process that requires the successful practitioner to develop and utilize a unique blend of perceptual, analytical, and interpersonal skills. Overall Objective To enable participants to learn how to negotiate strategically to achieve a win-win outcome. Specific Objectives By the end of the training event, participants should be able to: Provide an anatomy of the various concepts in strategic negotiation Differentiate between negotiation on one hand and mediation and arbitration on the other and the circumstances under which each may apply Determine a successful negotiation strategy Use acquired techniques to manage the discussion and share interests to keep the negotiation meeting moving to an agreement or batna. Target Group: The Course targets senior and mid-level managers in public and private institution. Officers and Managers working in trade related areas, international and regional affairs, labour relation, procurement etc. will find practical skills to improve their job performance by attending this course. Training Venue: Video Conference Room, Distance Learning Centre Uganda Management Institute Certification: A certification will be issued to each participant upon successful completion of the Course by the Kenya School of Government, eLearning and Development Institute . Content Areas Concepts & rational of strategic negotiation; Cross-cultural factors in strategic negotiations; Interpersonal relations in the work-place; How to devise a negotiation strategy (8-step process) Techniques to keep negotiation meetings moving Factors that lead to bottlenecks in strategic negotiations. Factors to consider when developing a toolkit of strategic negotiation skills Contact: The Head, Distance Learning Department Uganda Management Institute P.O Box 20131, Kampala, Uganda Phone: +256-414-259722/0752259722/0312265138/0784458992 E-Mail: admin@umi.ac.ug or gbwoch@umi.ac.ug Website: www.umi.ac.ug Bridging Distance and Connecting People through Learning