Duration 1 day – 7 hrs
Overview
This 1-day intensive training program is designed to equip department heads, officers, and team leaders with the essential skills to effectively negotiate contracts and handle challenging conversations. Tailored for personnel involved in branch expansion operations—such as lease renewals and lessor engagements—the course addresses observed skill gaps in communication, negotiation, and presentation. Through interactive sessions, participants will learn how to assert themselves confidently during negotiations and deliver critical information to management with clarity and impact.
Objectives
- Understand the fundamentals of effective contract negotiation.
- Develop strategies to manage difficult conversations and resolve conflicts diplomatically.
- Assertively represent their organization’s interests during meetings with lessors or other stakeholders.
- Structure and deliver presentations that communicate key information for upper management decision-making.
- Apply communication frameworks to ensure clarity, professionalism, and persuasiveness in both verbal and written exchanges.
Audience
- Department Heads
- Officers
- Team Leaders
- Especially those involved in branch operations, expansion, site acquisition, and contract management.
Pre- requisites
- No prior negotiation training required.
- Participants should be currently involved in operations, administration, facilities, or site expansion-related roles.
Course Content
Module 1: Introduction to Contract Negotiation
- What is negotiation and why it matters
- Types of negotiation approaches (win-win vs. win-lose)
- Understanding roles and expectations in contract meetings
Module 2: Preparing for a Contract Meeting
- Reviewing lease contracts and identifying key terms
- Gathering facts, data, and supporting documentation
- Setting objectives and defining boundaries before negotiation
Module 3: Negotiation Skills and Techniques
- Active listening and reading between the lines
- Assertive vs. aggressive communication
- Managing power dynamics with landlords or lessors
- Negotiation role-plays and case exercises
Module 4: Handling Difficult Conversations
- Responding to pressure, objections, and unreasonable demands
- Staying calm and professional in tense situations
- Techniques for realigning conversations toward shared goals
Module 5: Communicating with Management
- Reporting key negotiation outcomes and concerns
- Presenting material information for decision-making
- Structuring presentations with clarity, logic, and executive impact
Module 6: Final Simulation and Feedback
- Participants simulate a negotiation meeting
- Group feedback and coaching on style, substance, and delivery
- Tips for continuous improvement
