| Location | Duration | Kenyan Cost | Non-Kenyan Cost | Upcoming Schedules |
|---|---|---|---|---|
| Nairobi, Kenya | 5 Days | KES 115,000 | USD 1,500 | Enroll |
| Kigali, Rwanda | 5 Days | USD 1,900 | USD 1,900 | Enroll |
| Kampala, Uganda | 5 Days | USD 1,900 | USD 1,900 | Enroll |
| Dar es Salaam, Tanzania | 5 Days | USD 2,000 | USD 2,000 | Enroll |
| Dubai, UAE | 5 Days | USD 3,900 | USD 3,900 | Enroll |
| Abuja, Nigeria | 5 Days | USD 4,000 | USD 4,000 | Enroll |
| Accra, Ghana | 5 Days | USD 4,000 | USD 4,000 | Enroll |
| Pretoria, South Africa | 5 Days | USD 3,900 | USD 3,900 | Enroll |
| Start & End Date | Duration | Kenyan Cost | Non-Kenyan Cost | Enroll | |
|---|---|---|---|---|---|
| Sep 14āSep 22, 2026 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Sep 28āOct 06, 2026 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Oct 12āOct 20, 2026 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Oct 26āNov 03, 2026 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Nov 09āNov 17, 2026 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Nov 23āDec 01, 2026 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Dec 07āDec 15, 2026 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Dec 21āDec 29, 2026 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Jan 04āJan 12, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Jan 18āJan 26, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Feb 01āFeb 09, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Feb 15āFeb 23, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Mar 01āMar 09, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Mar 15āMar 23, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Mar 29āApr 06, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Apr 12āApr 20, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Apr 26āMay 04, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| May 10āMay 18, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| May 24āJun 01, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Jun 07āJun 15, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Jun 21āJun 29, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Jul 05āJul 13, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Jul 19āJul 27, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
| Aug 02āAug 10, 2027 | 7 Days | KES 90,000 | USD 1,000 | Register | |
About the Course
Leaders negotiate constantly, with staff, suppliers, partners, funders and regulators, yet negotiation remains one of the least formally trained leadership skills, with most professionals relying on instinct rather than a structured methodology.
This programme builds structured negotiation capability using recognized frameworks including principled negotiation and interest-based bargaining, extended to virtual, cross-cultural and multi-party institutional negotiation contexts increasingly common in international organizations.
Participants leave with a personal negotiation playbook and practised experience across simulated bilateral and multi-party negotiations, ready to apply immediately to real organizational negotiations.
Target Participants
Senior and middle managers, Procurement and contracts professionals, Partnership and donor-relations staff, Sales and business-development leaders, and Diplomats and institutional representatives.
What You Will Learn
By the end of this course, participants will be able to:
- Apply principled and interest-based negotiation frameworks.
- Prepare systematically for high-stakes negotiations.
- Negotiate effectively across virtual and cross-cultural contexts.
- Manage multi-party and coalition negotiations.
- Recognize and counter manipulative negotiation tactics.
- Build a personal negotiation playbook.
Course Duration
- Classroom ā 5 Days
- Online ā 7 Days
Course Outline
Foundations of Negotiation
- Negotiation styles overview
- Positional vs interest-based bargaining
- BATNA and ZOPA concepts
- Negotiation self-assessment
- Case introduction
Principled Negotiation Framework
- Separating people from problem
- Focusing on interests not positions
- Generating options for mutual gain
- Objective-criteria use
- Framework-application exercise
Preparing for High-Stakes Negotiations
- Preparation methodology
- Stakeholder and interest mapping
- Anchoring and framing strategy
- Walk-away analysis
- Preparation-template use
Negotiation Tactics and Countertactics
- Common hardball tactics
- Countertactic techniques
- Recognizing manipulation
- Ethical-negotiation boundaries
- Tactics role-play
Cross-Cultural Negotiation
- Cultural-dimension frameworks
- Cross-cultural communication norms
- Adapting style by context
- Cultural-case exercise
- Cross-cultural role-play
Virtual and Remote Negotiation
- Virtual-negotiation dynamics
- Digital-tool use in negotiation
- Building rapport remotely
- Virtual-negotiation pitfalls
- Virtual role-play
Multi-Party and Coalition Negotiation
- Multi-party complexity management
- Coalition-building strategy
- Managing competing interests
- Facilitated multi-party process
- Multi-party simulation
Negotiating Under Power Imbalance
- Power-dynamic assessment
- Leverage-building strategies
- Negotiating from a weaker position
- Institutional negotiation contexts
- Power-imbalance case exercise
Closing and Implementation
- Closing techniques
- Agreement-drafting practice
- Implementation-risk management
- Relationship-preservation post-negotiation
- Closing role-play
Capstone: Negotiation Simulation
- Full negotiation simulation
- Playbook finalization
- Peer and facilitator feedback
- Reflection and lessons captured
- Post-training commitments
Practical Outputs
Participants will develop or work with the following tangible outputs during the programme:
- Personal negotiation playbook
- Negotiation-preparation template
- Practised multi-party simulation record
- BATNA/ZOPA analysis worksheet
Training Approach
The programme is simulation-intensive: participants prepare for and conduct a series of bilateral, cross-cultural and multi-party negotiation simulations with structured debriefs after each round, building a personal negotiation playbook that consolidates lessons from every simulation into a single applied reference.
Organizational Benefits
- Better negotiated outcomes across contracts, partnerships and internal agreements
- Reduced value left on the table in high-stakes negotiations
- Stronger cross-cultural and virtual negotiation capability
- Improved relationship preservation alongside better terms
- More confident representation in multi-party institutional negotiations
Certification
Participants who successfully complete this course will receive a Certificate of Course Completion from Devimpact Institute, recognizing the knowledge, practical skills and competencies developed through the programme.
Tailor-Made Course
This course can be customized and delivered as an in-house programme to address the specific policies, systems, sector context and capacity-development priorities of an organization. The course duration, modules, case studies and practical exercises may be adjusted following a training needs assessment.
