We have associates in Gauteng and Western Cape. Our offices are in the Pinetown area of EThekwini, KZN, South Africa

The picture above show some of the delegates that attended.

Some of the comments from the delegates include the following: -

• Thoroughly entertaining and enjoyable
• A wonderful learning experience
• Practical skills which can be transferred into the business world

Presented by: Mr. Les Owen of Owen Adendorff & Associates (Pty) Ltd

Introduction

The ability to be a good negotiator is an essential skill in business. Most of us negotiate several times a day without realizing it.

However, when we negotiate in a formal or business setting, we often find this experience quite stressful. As a consequence, we lose confidence in our ability to negotiate and this negatively affects our ability to get what we want.

This course will help delegates to improve their negotiation skills in a non-threatening environment.

Objectives and Outcomes of this Training programme

1. To understand the various theoretical approaches to the skill of negotiating.

2. To identify one’s preferred style of negotiating.

3. To clearly identify those behaviours that assist in the process of negotiation.

5. To understand the variety of tactics and techniques used in negotiations.

6. To understand and practice how to prepare and planning for the negotiating encounter.

Benefits

The delegates’ will increase their ability to achieve what they want, whilst at the same time allowing the other party to maintain dignity. The verbal and non-verbal communication skills of delegates will increase, benefitting then in all negotiating and conflict handling settings, whether in their business or personal lives.

Who Should Attend

Staff that have to negotiate, including people who buy and sell on behalf of the company, departmental heads that have to deal with difficult colleagues or staff, and anyone else that has to enter into any form of contract negotiations, be it on an individual or group basis.

Course Methodology

This course is interactive, allowing for active participation and sharing of experiences during sessions. Our methodology is based upon adult learning principles, namely that adults learn best from each other and when they actively practice the skills taught in a non-threatening situation.

Extensive use is made of role plays where the delegates are recorded on camera. These recordings are played back to the delegates to facilitate the learning experience. This allows the delegates to be “self-assessing” and at the same time this becomes an enjoyable experience for them.

Pre-course reading is also provided. The delegates are expected to read this material before attending the programme.

Course Facilitator

Les Owen is a Director of Owen, Adendorff & Associates (Pty) Ltd. He has also served on the Board of Belgotex Floorcoverings (Pty) Ltd and Isiqwayi People Management (Pty) Ltd.

Les practices as a professional negotiator and mediator with the Association for dispute Resolution and Tokiso. He is also one of only ten part-time Senior Commissioners for the CCMA. He is an accredited trainer of International Mediators with the Centre for Conflict Resolution, University of Cape Town.

Les founded his career on conducting negotiations and training in negotiations. He commenced his career as a consultant by negotiating wage disputes and settling industrial action. Over the past five years, he has successfully facilitated joint ventures and ownership transactions between a variety of black economic empowerment entities and white owned businesses.

Over the past fifteen years, more than 2,000 people have attended his training courses, half of whom have participated in his Negotiation Skills course. Over the past two and a half decades Les has run both the Commercial Negotiation and Labour Negotiation programmes. Les has facilitated this training throughout South Africa and abroad. Recently he trained a delegation of Arabs in the UAE. See the story by clicking on http://www.owenaden.co.za/2009/06/

DAILY OUTLINE

Day One

1. Introduction

2. Lessons from the Red/Blue Game

3. Definitions

4. Common or Core Themes in Negotiations

5. Principles in Negotiation

6. Distributive / Positional Bargaining

7. Integrative, “Problem Solving” Approach

8. Interest or Merit Based Approach

9. Positions and Interests

10. Our Settlement Targets and BATNA

11. Possible Negotiating Results

12. Individual Styles & Assessment of Negotiating Styles

Role Play

Day Two

13. Structuring the Encounter

14. The Negotiation Climate

15. Preparing and Planning for the Negotiating Encounter

16. How to use the Merit Based Approach

17. The Behaviours of a Good Negotiator

18. Deadlock

19. The Benefits of Seeking Information

20. Face-to-Face Skills

21. What not to do

22. Testing, Understanding and Summarising

Role Play

References

1. Shell Energy Corporation

2. B.P Southern Africa

3. Toyota SA Ltd

4. Graduate School of Business University of KZN

5. S.A. Greetings (Pty) Ltd

Details:

Title: Negotiation Skills

Facilitator: Les Owen

Date: 25^th and 26^th March 2010

Venue: Endless Horizons Boutique Hotel, Umhlanga Rocks Drive

Time: 8.30 to 16.15

Fee: R3600 excluding VAT per delegate.

Discount: 5% for registering 2 or more delegates.

Tel: 031 7003151 Eleanor or Kim

Fax: 031 7003190

Email: owenadeninfo@mweb.co.za

Much has been written by the experts predicting what will happen in 2010.

Economists in particular have been some what guarded in their predictions given how wrong they were in predicting the Global Financial Crisis.

We thought it might help if we gave you our views on the areas in which we specialize.

1) What we know.

We know the following:

• The World Cup will take place in June 2010
• The inflation rate in South Africa has stabilized
• The rate at which our economy has slowed is not as severe as 2009
• Whilst many of the larger infrastructural construction projects will end in 2010 building houses for those of our people living in informal settlements will continue.
• We have political stability and a stable rand.
• Our macro-economic fundamentals are sound
• +- 500 000 lost their jobs in 2009.

What we don’t know is how this will affect South Africa:

We predict the following:

2) Wage and salary increases.

• This year’s wage negotiations at our 37 Bargaining Councils and our many plant level negotiations will be very difficult. The present difficulties between ABI and FAWU and Southern Sun and SACCAWU is a fore runner of what to expect in 2010.
• Wage settlements will range between 9 and 12%.
• Salaries will increase by between 7% and 9%.

3) Strikes

We will experience more strikes than 2009, particularly during the first 6 months of 2010. Employers are being squeezed between the economic slowdown and rising expectations of Trade Union members.

4) Employment Equity

The Department of Labour will put pressure on employers to deliver on their Employment Equity Plans. The employers standard response of “the skilled people are not available” will not be accepted by the Department of Labour. The question employers will be asked is “What have you done to help South African citizens to obtain those skills?”

5) Black Economic Empowerment

The state will come to the conclusion that only a small percentage of employers are involved in ownership transactions. The majority of employers in South Africa employ fewer than 50 employees and have an annual turnover of less than R35 million. This makes it unnecessary to involve themself in ownership transactions.

We believe there will be more changes to the Broad Based Black Economic Empowerment Act. The changes will put pressure on smaller employers to become involved in ownership transactions.

6) Training

One of the consequences of the economic slowdown has been the retrenchment of employees. Employers now have fewer employees. We do not see employment levels increasing rapidly in 2010. We believe employers will train their existing employees in order to make them more efficient and effective. This means that those organizations involved in training will do well

7) Conclusion

We wish all our readers the very best for 2010 – and enjoy the World Cup