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Erudite AfricaCenter of Excellence
← Negotiation and Deal Structuring

Negotiation strategy in the Ethiopian deal context

Module 01 / 5 · 60 min · Free preview

Prepare a deal negotiation from interests, BATNA, reservation price and ZOPA, use anchors and concessions with discipline, and adapt to family owners, state counterparts and the role of trust in Ethiopia.

In this module you will learn to

  • Separate interests from positions and map them for every party to a deal
  • Estimate each side's BATNA and reservation price and compute the ZOPA
  • Plan anchors, concessions and package offers, and respond to an extreme anchor
  • Adapt the process to Ethiopian family owners, state counterparts, hierarchy and intermediaries
  • Write a negotiation plan and run a practice negotiation against a rubric

Built on

  • Erudite Africa course specification: 3.h Negotiation and Deal Structuring, Levels 1 and 2 (October 2026), extended to Advanced depth
  • Erudite Africa: Training Module, Ethiopian Context, programme overview and regulatory register (October 2026)
  • Investment Proclamation No. 1180/2020, Investment Regulation No. 474/2020 and Investment Board Directive No. 1082/2025
  • NBE directives as listed in the lessons: FXD/01/2024, FXD/04/2026, SBB/87/2024, SBB/92/2024
  • Income Tax Proclamation No. 979/2016 as amended by No. 1395/2025, and Transfer Pricing Directive No. 981/2024
  • Commercial Code Proclamation No. 1243/2021, Arbitration and Conciliation Working Procedure Proclamation No. 1237/2021, Capital Market Proclamation No. 1248/2021 and the ESX Rulebook (December 2024), as cited in the specification

Examples and companies are fictional. Bank practices are shown as typical Ethiopian practice, not as any one bank's policy. Always apply your own institution's approved policy and the current NBE directives.