Negotiation and Conflict Management in Organizations

INTRODUCTION

This OXFORD MANAGEMENT training seminar provides an insightful and revealing strategic analysis of the negotiation process, and then goes on to detail key highly effective practical tools and techniques that can be used in a range of negotiation and conflict scenarios. Delegates will leave this course having significantly improved their ability to add value through the negotiation and conflict management processes and will have enhanced their capacities as managers and leaders.

Developing and enhancing our ability to negotiate more skilfully and manage conflict more effectively are amongst the most valuable skills we can acquire to improve our workplace performance and advance our careers and personal development. Not only does developing these skills enable us to negotiate better deals and commercial agreements, they also enable teams to be managed more efficiently, promote more constructive interactions with customers, clients and colleagues, and allow difficult interactions to be handled more successfully.

Objectives

The ability to negotiate effectively and manage conflict is one of the most valuable skill sets we can develop within our organization.  Not only does developing these skills allow us to negotiate better deals by creating and then claiming value, but it also enables us to manage teams more expertly, interact more constructively with colleagues and manage conflict effectively.

Who should attend this course

  • Human Resources Managers
  •  Labour and Union Leaders,
  • Team Leaders

Managers/Supervisors and others who perform related functions in the Public and Private Sectors

TRAINING METHODOLOGY

This Negotiation and Conflict Management training seminar is designed to be highly interactive, using a mix of case studies, role-play exercises, self-assessment questionnaires, presentations and group discussion. It presents an opportunity for delegates to practice the skills taught using a variety of hands-on negotiation exercises that stress participation and that reinforce and build on the comprehensive course materials. This training methodology allows delegates to significantly improve their negotiation and conflict management skills and to have all their questions answered by the highly experienced negotiation specialist who leads the course

This interactive training course includes the following training methodologies as a percentage of the total tuition hours:

  • 30% Lectures, Concepts, Role Play
  • 30% Workshops & Work Presentations, Techniques
  • 20% Based on Case Studies & Practical Exercises
  • 20% Videos, Software & General Discussions
  • Pre and Post Test

 

 

Outline

Day1 - Negotiation and Conflict Management

  • Negotiation – what is it and how is it defined?
  • The increasing importance of negotiation and conflict management
  • Sources of conflict in organisations
  • How and why conflict escalates and preventing conflict escalation
  • Conflict management strategies
  • Conflict meets negotiation – understanding the two distinct negotiation behaviours
  • Assessing your own personal negotiation style
  • Negotiation as a mixed motive process

 

 

Day2 - Practical Negotiation Strategies

  • Key practical strategies to use in negotiations
  • Value claiming distributive negotiation strategies
  • BATNA, Reserve Point, Target Point
  • Opening Offers, Anchors, Concessions
  • Value creating integrative negotiation strategies
  • Sharing information, diagnostic questions & unbundling issues
  • Package deals, multiple offers and post-settlement settlements
  • The four possible outcomes of a negotiation
 

Day3 - Preparing, Power and Body Language

  • Identifying underlying interests
  • Planning and preparing to negotiate
  • Internal & external preparation, synthesis and situation assessment
  • The four phases of negotiation
  • The sources of negotiating power
  • Communicating through body language
  • Interpreting body language and nonverbal behaviour
  • Dealing with confrontational negotiators
 

Day4 - Mediation Techniques as a Powerful Negotiation Tool

  • Packaging and presenting information to exert influence
  • Active listening and negotiation
  • Putting negotiation in context – the major dispute resolution processes
  • Negotiation, Mediation, Arbitration and Litigation
  • Mediation as a facilitated negotiation
  • Techniques of the mediator – practical mediation skills
  • Working in negotiation teams
  • Strategies for improving negotiating team effectiveness
 

Day5 - International, Cross Cultural and Deal Negotiations

  • International and cross cultural negotiations
  • Cultural value and negotiation norms
  • Advice for cross cultural negotiations
  • Putting together a deal – the main considerations
  • International deal building
  • Applying learning to a range of organisational situations
  • Summary – building a better negotiating organisation

Certificates

A Certificate of Completion will be issued to those who attend & successfully complete the programme.

Schedule

  08:30 – 10:15 First Session

 10:15 – 10:30 Coffee Break

10:30 – 12:15 Second Session

 12:15 – 12:30 Coffee Break

12:30 – 14:00 Third Session

 14:00 – 15:00 Lunch

 Fees

 The Fee for the seminar, including instruction materials, documentation, lunch, coffee/tea breaks & snack is: