Rationale
Leaders of all types of corporations and entities frequently lose value after “successful” negotiations because agreements are unclear, governance is weak, and escalation/exit terms are missing. This course builds executive capability to negotiate strategically and protect outcomes contractually, so partnerships, vendor engagements, staffing agreements, and cross-institution collaborations don’t collapse under pressure. It is intentionally focused on deal-making & contract protection, so focusing more on negotiating and drafting contracts/agreements/MOUs that protect the organization, covering deal structure, key legal clauses, and dispute prevention, rather than transformation management or operational performance frameworks.
Duration : 12 Hours ( 4 sessions of 3 hrs. each )
Main learning outcomes (participants will be able to…)
- Diagnose the real negotiation problem (interests vs positions, leverage, deal-breakers) and define a clear “win condition.”
- Build a negotiation plan using BATNA/ZOPA/WATNA/MLATNA/TRIPWIRE/RATNA logic, concession sequencing, red lines, and ethical influence.
- Lead multi-party negotiations (legal/finance/ops/HR or owners/parents/staff) without deadlock or relationship damage.
- Design contracts that prevent failure: SLAs, penalties, acceptance criteria, governance clauses, escalation ladders, and exit triggers.
- Reduce hidden risks through practical clause choices (scope control, change orders, data/IP ownership, confidentiality, dispute resolution).
- Close deals with enforceable commitments and a first 90-days “launch checklist” that prevents ambiguity.
- Handle conflict professionally when agreements strain, de-escalation, re-trading terms, and preserving reputation.