Course Description

INTRODUCTION

One thing that makes highly effective individuals different from everyone else is their ability to think, plan and act strategically when they negotiate and manage conflict. Indeed, strategic management and leadership best practice consistently identifies highly effective negotiation and conflict management skills as crucial for both personal and organisational high performance and success.

This hands-on training course on Negotiation & Conflict Management in Organisations provides an insightful and illuminating strategic analysis of negotiation and then details highly effective practical negotiation and conflict management strategies and tactics that drive successful outcomes. Delegates will leave this training course with a richer and deeper understanding of the way they negotiate and manage conflict and will have significantly improved their practical ability to control and add value through the negotiation and conflict management processes across a range of scenarios and contexts.

Not only do these skills potentially lead to significantly better deals and commercial agreements, they also enable teams to be managed better, allow more constructive interactions with customers, clients and colleagues, and help manage dealings with others even when they are difficult or aggressive negotiators.

Objectives

The aim of this training course is to develop and enhance your practical skills that will allow you to:

Adapt your negotiation and conflict management skills building on your own personal strengths and weaknesses

Control the negotiation process more effectively by developing an in-depth understand of the key elements of the process

Improve your confidence to better deal with difficult negotiators and achieve collaborative value adding results

Expand your range of available negotiating strategies and tactics and your ability to use them effectively

Plan easily and effectively for every negotiation using a highly effective strategic preparation template

Mediate your own disputes and negotiations and become a more skilled and effective negotiator and conflict manager.

Course Outline

Day 1

Breaking Down the Negotiation Process

The Fundamental Requirements of Negotiation

Power Dispersal and the Development of Negotiation Theory

Causes of Organisational Conflict

Conflict Escalation and Steps to Prevent It

Managing Conflict – The Five Primary Strategies

The Dichotomy of Negotiation – Competing and Cooperating

Gaining Personal Insight - Negotiation Style Assessment

Negotiation as a Mixed Motive Process

Day 2

Implementing Practical Negotiation Strategies

Effective Practical Negotiation Strategies

Competitive Value Claiming Negotiation Strategies – Cutting the Pie

BATNA, Reserve Point, Target Point

Opening Offers, Anchors, Concessions

Cooperative Value Creating Negotiation Strategies – Baking a Bigger Pie

Identify Interests, Information, Diagnostic Questions & Unbundling Issues

Package Deals, Multiple Offers and Post-settlement Settlements

Categorising Negotiation Outcomes

Day 3

Preparation Templates, Sources of Power & Key Mediation Techniques

Preparation Template - Planning to Negotiate

Internal & External Preparation, Synthesis and Situation Assessment

Identifying and Leveraging Negotiating Power

Mediation in Context – Negotiation, Mediation, Arbitration and Litigation

Mediation as a Facilitated Negotiation

Practical Mediation Techniques to Resolve Disputes

Dealing with Confrontational Negotiators

Day 4

Communicating to Maximise Negotiation Effectiveness

Communication Style – Packaging Information for Maximum Influence

Active Listening Skills in Negotiation

Communicating through Body Language

Interpreting Body Language and Nonverbal Behaviour

Communicating within Negotiation Teams

Improving Negotiation Team Performance

Ethics and Negotiation

Day 5

International and Cross Cultural Complexities

What is culture and how does it affect negotiating norms?

Advice for Cross Cultural Negotiations

Unique Features of International Agreements

Building a Deal – What to Remember?

Applying Learning to a Range of Organisational Situations

Summary – Building a Better Negotiating Organisation.