Objectives

The aim of this training seminar is to provide delegates with a practical skill set that will allow them to:

• Gain self-awareness of their personal negotiation and conflict management style
• Understand the key analysis of the negotiation and conflict process
• Learn how to achieve collaborative value adding negotiation results
• Expand their range of negotiating skills and strategies
• Be able to use a three-step planning guide to analyse and prepare for a negotiation
• Develop the ability to mediate their own disputes and negotiations and to become a more skilled and effective negotiator

Who Should Attend?

This training course combines action learning, practical insights, and leading edge theoretical concepts

This training course will highly benefit:

• Ambitious Professionals
• Management Teams
• Team Members
• Administrators and anyone who wish to enhance their negotiation skills and make negotiation a more rewarding and effective part of their job

Outline

Negotiation and Conflict Management

• Negotiation theory and practice – negotiation defined
• Power and society – the rise of negotiation and conflict management
• The sources of conflict in the organisation
• Conflict escalation and steps to prevent it
• Conflict management strategies
• The two distinct approaches to negotiation
• Understanding your own negotiation style
• Negotiation as a mixed motive process

Practical Negotiation Strategies

• Strategic and tactical negotiation approaches to negotiation
• 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

Negotiation Planning, Preparing and Power

• Wants and needs – distinguishing between interests and positions
• A three step model for negotiation preparation
• Your position, their position and the situation assessment
• Understanding the sources of negotiating power
• Altering the balance of power
• The power of body language
• Understanding thoughts from body language
• Dealing with confrontational negotiators

Mediation Skills – A Powerful Negotiation Tool

• Communication and questioning
• Active listening in negotiation
• ADR processes – putting negotiation in context
• Negotiation, Mediation, Arbitration and Litigation
• Mediation as a facilitated negotiation
• Techniques of the mediator - practical mediation skills to help resolve disputes
• Working in negotiation teams
• Mediation in practice – mediation exercise

International and Cross Cultural Negotiations

• International and cross cultural negotiations
• Cultural Values and Negotiation Norms
• Advice for cross cultural negotiators
• Putting together a deal
• Team international negotiation exercise
• Applying learning to a range of organisational situations
• Summary session and questions

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: