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Negotiating for Value


Dates: March 2021

Duration: 6 half days

Schedule: 9am – 12.30 pm

Format: Live interactive online lectures and workshops

Tuition Fees: €1,850

Who is this programme designed for?

The course is focused on participants that are involved in managing and leading organizations. This includes; Chief Executives, Senior and Middle Managers, Sales Executives, Buyers and Independent Businessmen seeking to access capital or enter local and international markets, Entrepreneurs and Legal practitioners.

What does the programme Negotiating for Value offer to participants?

The programme affords them numerous opportunities to work, plan and negotiate together to successfully create bi-lateral and multi- lateral agreements.


This programme is designed to empower candidates to employ tried and tested negotiation strategies to create value through mutually beneficial deals. A well-designed negotiation strategy informs how value maximising agreements should be approached. This course isdesigned to meet the requirement of modern businesses where it is accepted that identifiable determinants lead to successful negotiation.

Developed for those in leadership and management positions, this course covers the corner posts of principled, integrative and value maximising negotiation. Special attention is given to strategic, cultural and behavioural variables for mutually beneficial, non-manipulative and sustainable deal making.


David Venter

The programme leader, Professor David Venter, is a world-renowned expert in creating business value through negotiations and helped lead the reconciliation process in South Africa under President Mandela.

"There are very few courses where you get more than what you expected in terms of learning and exposure. This course is definitely one of them. It is simply an essential skill that all involved in any form of negotiation should possess.” Shahied Daniels, Chief Executive of SA Institute of Professional Accountants.