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← Sales and Negotiation Skills

Negotiation basics and the capstone

Module 05 / 5 · 65 min

Negotiate on interests rather than positions, know your BATNA and walk-away point, trade concessions, respect Ethiopian business norms and run the capstone role-plays.

In this module you will learn to

  • Distinguish positions from interests and find options that serve both sides
  • Work out each side's BATNA, reservation point and the zone of possible agreement
  • Plan and trade concessions within the bank's pricing authority and related party rules
  • Adapt negotiation style to Ethiopian business norms
  • Prepare and perform the capstone sales call and payroll negotiation against the rubric

Built on

  • Erudite Africa course specification: 1.j Sales and Negotiation Skills, Level 1 Beginner (October 2026)
  • Erudite Africa: Training Module, Ethiopian Context, programme overview and regulatory register (October 2026)
  • NBE directives as listed in the lessons: NBE/INT/13/2026, FXD/01/2024, FXD/04/2026, SBB/88/2024; financial consumer protection directive reported as FCP/01/2020
  • National Bank of Ethiopia Proclamation No. 1359/2025

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.