Negotiation and Conflict Management in Organisations
Management & Leadership
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.