Wield influence and persuasive power

Online Programme

Negotiation Skills

Wield influence and persuasive power

Course information

Length: 7 weeks

Price: R14 999

Hours: 6 hours per week

Delivery: Online

01

We are all called on to negotiate multiple times daily, in our personal and our professional lives. Regardless of the situation and no matter which level of the organisation you on, your power to influence others and negotiate outcomes is one of the most important skills you can possess for satisfaction, advancement and even success.

The Negotiation Skills online programme will equip you with the knowledge and skills for e�ective negotiation to drive mutually beneficial outcomes. You will come away with increased confidence in your ability to negotiate by playing to your strengths to build trust and long-term relationships, take the lead and shape the outcomes in ways that bring others along willingly.

What will I learn?

Who should do this course?Even if you have incredible ideas, you need to ‘sell’ them to make them e�ective. Even if you are the most skilled member of your team, you need to convince others of your approach and rationale.

Even if you have legitimate power to enforce your will, you need to bring others along to engage their commitment. Regardless of the situation or your level of seniority in an organisation, your power to influence others and negotiate outcomes is one of the most important skills you can possess for satisfaction, advancement and success.

This programme will particularly be valuable for middle and senior level managers and employees who:

- Seek to be more e�ective in negotiating, convincing or persuading others

- Require general negotiating, convincing or persuading skills that they can use in multiple life and business applications

You will come away from this programme with:

- Self-awareness that empowers you to negotiate with confidence

- Interpersonal awareness that gives you insight into building trust and developing creative solutions

- Organisational awareness that empowers you, as negotiator, to enrich and shape your argument in a way that is relevant

- Negotiation skills that enable you to take the lead, subtly if necessary, and shape the outcomes in ways that bring others along

willingly

- A consciously positive approach to negotiation that paves the way for future negotiations to start o� well, or at least from a neutral point that is free from hurt and retribution

- A proven negotiation process and tools that specifically drive mutual benefit

- Insights into the application of these skills in a remote working environment

GIBS Online campusAll the content is delivered on the GIBS Online campus - an interactive learning platform facilitating your virtual learning environment. You will follow a structured path through the programme, guided by expert faculty alongside your fellow participants, while engaging with diverse learning activities when and where it suits you.

Interactive learningLearning activities include videos, interactive content material, quizzes and polls, supported by downloadable module notes and tools you can immediately use in your work environment.

Case studiesLearn from others' experiences through relevant examples and case studies throughout the programme.

ApplicationApply what you have learned in the real world by completing application assignments relevant to your context, using tools and templates to assist you.

Engage the expertEngage with experienced GIBS faculty and experts in a variety of formats, from video presentations to discussion forums and webinars. These sessions provide you with the opportunity to engage with information presented by the faculty themselves.

NetworkingExpert and peer engagements on the forums, webinars and chats give you the opportunity to interact in real time and build valuable networks.

02

How will I learn?

The online programme runs over seven weeks - one week for orientation and onboarding, followed by six weeks for delivering the programme material and application assignments.

Support

At GIBS Online, we pride ourselves in e�ective and productive participant support throughout the delivery of the online programme.

The academic support team is a team of online Programme Coordinators who are there to guide you on your learning journey, providing both technical and administrative support.

Each programme has a dedicated Programme Coordinator, ready and able to assist you with:

- Technical queries- Administrative queries- Regular mailers to ensure you remain

informed and on track- Guidance to ensure e�ective navigation of

the GIBS Online learning platform

The Orientation Module introduces you to the GIBS Online campus, onboards you to the programme and initiates your engagement with the GIBS expert faculty and fellow participants. You have the opportunity to familiarise yourself with the programme details, how to approach online learning and the kinds of activities you will encounter during the programme.

Programme outline

Orientation Module

Module One - Formidable You

Good negotiators know how to read themselves, make the most of their personal strengths and emotions, and build sustainable credibility.The goal of the module is to give you the confidence necessary to drive more engagements and build better relationships.

Module Two - Human-centred You

The best negotiators achieve mutually beneficial outcomes that may even transcend win-win outcomes.This module gives you insight into di�erent styles and tactics used in negotiation. These can be used to build trust and develop creative solutions.

Module Three - Org-savvy You

In a work context, great negotiators understand the organisational environment that they are negotiating in – politics, culture, strategy and business models all impact the outcome of solution finding and negotiation. The goal of this module is to understand what empowers negotiators to enrich and shape their argument in a way that is relevant.

What will I learn?

03

04

Module Four - Negotiation Necessities

Top negotiators are skilled at making their perspective understood and, with collaboration, apply just the right amount of pressure to elicit action, ignite interest and convince others of the merits of a perspective.This module will enable you to take the lead, subtly if necessary, and shape the outcomes in ways that bring others along willingly.

Module Five - Consciously Positive Negotiation

Assessment

Throughout the programme you will have opportunities to test your knowledge, practise application, evaluate your understanding, reflect on your insights and track your improvement with both graded and ungraded assessments.

Module assessments include reflective polls and discussions, multiple-choice quizzes, written assignments and case study applications. You will receive feedback and can discuss ways to improve with GIBS faculty and your peers.

Skilled negotiators are di�erentiated by their sincere interest in seeking out value for all negotiating parties. This module teaches you to apply negotiation skills that are consciously positive and that find commonality in the outcomes they drive.

Module Six - Negotiation Process for Mutual Benefit

Although every negotiation is unique, strong negotiators reference a proven process and tools to ensure that they maximise the chance of achieving a desirable outcome.In this module you learn how to apply and create strategies that result in mutual benefit.

0505

Lisa Botes, a guest lecturer at GIBS,is an experienced business consultant specialising in strategy development and innovative problem solving. She has worked extensively at functional and business levels across numerous sectors such as financial, medical, mining, oil and gas, IT, and education. She has been in consulting for nine years, running her own consulting practice for four years. The art of influence and leadership is significantly embedded in her practice - from ‘selling’ ideas to clients, positioning and garnering commitment.

Prior to consulting she held various senior sales and marketing positions, responsible for strategy development, contract negotiation with retail customers and implementation of national strategies.

Lisa Botes qualified in electrical engineering at Wits Technikon, obtained a BCom degree from UNISA, completed an MBA at GIBS, and a Management Advancement programme at Wits Business School. She is registered as a Strategic Management Professional with the Association for Strategy Planning (Canada) as well.

Meet your course expert

The programme content is carefully crafted and driven by the best minds in the business - the GIBS faculty.

Lisa Botes

• Access to a computer, laptop, tablet orsmartphone

• Stable internet connection• Matric (Grade 12 or equivalent)• Fluent in English (Matric level or A level)• Two to three years relevant work

experience• Basic computer and internet skills

Please contact us if you have any concerns or queries about these requirements.

Requirements

CertificateOn completion of the programme, you will be issued with a certificate from the Gordon Institute of Business Science (GIBS).

Certificate of MeritPassing grade of 80% or above for the programmeCertificate of CompletionPassing grade of 50% to 79% for the programmeCertificate of AttendanceAttempted at least 75% of the programme work

PaymentTwo-part payment planWe o�er a two-part payment plan. Pay 50% deposit to secure your spot and the balance within 30 days from the programme start date.

Three-month debit order optionThe debit order* payment option gives you the flexibility of paying o� your course over three months, interest free. Contact us for more details.* The debit order payment option is only

available to users holding South African bank accounts.

Founded in 2000, we are the University of Pretoria's internationally accredited business school, based in Sandton, Johannesburg - South Africa's economic hub.

The school is named after Sir Donald Gordon, in recognition of his contribution to South African business and a significant endowment to GIBS.

As the business school for business, we focus on general management in dynamic markets to significantly improve responsible individual and organisational performance, primarily in the South African environment and increasingly in our broader African environment, through the provision of high quality business and management education.

In May 2019 the annual UK Financial Times Executive Education rankings, a global benchmark for providers of executive education, once again ranked us as the top South African and African business school.

We have consistently been ranked among the top business schools worldwide. In October 2019 our MBA was ranked among the top 100 business schools globally in the prestigious Financial Times Executive MBA Rankings.

GIBS Business School26 Melville Rd, Illovo, Johannesburg, 2196

About GIBS