Course Description

INTRODUCTION

This Negotiating & Dispute Resolutions training course intends to enhance delegates' ability to negotiate effectively - a critical competency in both work and life situations. It will equip them with a range of communication, interpersonal skills, and appreciation of the elements of planning and objective setting in negotiations. There will be an opportunity for delegates to carry out a self-assessment of their skills in key areas of negotiation including team negotiations

This Negotiating & Dispute Resolutions training course covers the key stages of negotiation, considers how disputes arise, and provides delegates with the skills to follow a structured process. The delegates will be introduced to different negotiation styles, tactics and at the same time learn how to recognise and counter them.

Objectives

By the end of this Negotiating & Dispute Resolutions training course, participants will be able to:

Demonstrate their understanding of the significance of planning and objective setting

Describe how to achieve ‘win-win’ outcomes within the bargaining process

Identify the causes of disagreements & disputes

Understand the impact dispute may have on relationships over the long term

Describe the use of strategies to resolve the causes of disputes

Course Outline

DAY 1

Fundamentals of Negotiation

Negotiation defined

Disputes and the need for resolution

Place of negotiation in the contractual resolution process

Commercial impact of the breakdown of negotiations

The four phase process of negotiation

DAY 2

The Negotiator’s Toolbox

Preparation

Information needs

Drafting your proposal which will open the discussion

The negotiation discussion phase

Bargain and Close

Negotiating position setting

DAY 3

Negotiating Styles, Tactics and Ploys

Cultural & international issues

Red, Purple & Blue negotiators

Non-verbal communication and the interpretation of body language

Make time your friend

Silence and ploys as tactics and how to respond effectively

DAY 4

Personal Fitness and Dealing with Difficult Negotiations

Interests, positions and escalation

Stakeholder power behind the interests in negotiation

Negotiator as a Mediator

Team negotiations

Proposals and persuasion

DAY 5

Putting it all into Practice

Team allocation and simulation exercise

Analysis of performance

The Do’s and Dont's of Negotiating

Improving what we do - Action planning