Management & Soft Skills
Negotiation and Meeting Management Skills
A programme in preparing for and conducting negotiations with suppliers, contractors and other parties, and in running meetings with a clear agenda, documenting their outcomes and following up implementation.
Overview
About the programme
Duration
2 days
Training hours
10 hours
Delivery
Training hall · Virtual · At your premises
Language
Arabic or English
Objectives
Training outcomes
- Prepare for negotiation: define goals, interests, alternatives and the minimum acceptable outcome.
- Distinguish positions from interests, and look for options that serve both sides’ interests.
- Deal with pressure tactics and difficult situations in negotiation.
- Prepare a meeting agenda and run the meeting within its allotted time.
- Record meeting outcomes in minutes that state decisions, actions, owners and deadlines, and follow them up.
Content
What the programme covers
Day 1: negotiation
- Stages of negotiation: preparation, opening, exchanging offers, agreement and documentation.
- Preparation: goals, interests, the best alternative to a negotiated agreement and the zone of possible agreement.
- Interest-based negotiation: separating the people from the problem, objective criteria and generating options.
- Dealing with pressure tactics, deadlines and difficult situations, with negotiation exercises on supply, contracting and inter-agency coordination cases.
Day 2: managing meetings
- When a meeting is needed and when it is not; setting the purpose and choosing participants.
- The agenda and roles: chair, minute-taker and timekeeping.
- Managing discussion: involving participants, handling digressions and disagreement, and reaching a decision.
- Minutes and the action log: decisions, owner, deadline and follow-up at the next meeting.
- A meeting simulation and its minutes, followed by the assessment.
Who it is for
Target audience
Managers, heads of section, project engineers and procurement and contracts staff, and anyone who runs meetings or negotiates with suppliers, contractors and other parties.
Method
Delivery method
Negotiation exercises in pairs and groups on supply, contracting and inter-agency coordination cases, and a meeting simulation for which participants prepare the agenda, minutes and action log.
Questions
FAQ
Does the programme suit procurement and contracts staff?
Yes. The negotiation exercises include supply and contractor cases, and can be focused on this area at the organisation’s request.
Does the programme provide agenda and minutes templates?
Yes. Participants receive templates for the agenda, minutes and action log, which can be aligned with the organisation’s approved forms.
A programme tailored to your organisation
The duration and topics of the programme are adjusted to the organisation's needs, and it is delivered at its site, in a training hall arranged by the Center, or virtually.