Negotiation and Conflict Management in Organizations

The aim of this training programme is to provide participants 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 analyze and prepare for a negotiation
• Develop the ability to mediate their own disputes and negotiations and to become a more skilled and effective negotiator

CONTENT:

Negotiation and Conflict Management Analysis

• Negotiation – What is it and how is it defined?
• The Increasing Importance of Negotiation and Conflict Management
• Sources of Conflict in Organizations
• Conflict Management Strategies
• Conflict meets Negotiation – understanding the two distinct negotiation behaviours
• Assessing your own Personal Negotiation Style
• Negotiation as a mixed motive process

Practical Negotiation Strategies

• Key Practical Strategies to Use in Negotiations
• Value Claiming Distributive Negotiation Strategies
• Value creating Integrative Negotiation Strategies
• The Four Possible Outcomes of a Negotiation

Preparing, Power and Body Language

• Identifying Underlying Interests
• Planning and Preparing to Negotiate
• The Four Phases of Negotiation
• The Sources of Negotiating Power
• Communicating through Body Language
• Interpreting Body Language and Nonverbal Behaviour
• Dealing with Confrontational Negotiators

Mediation Techniques as a Powerful Negotiation Tool

• Active Listening and Negotiation
• Putting Negotiation in Context
• Negotiation, Mediation, Arbitration and Litigation
• Mediation as a facilitated negotiation
• Techniques of the Mediator
• Working in Negotiation Teams
• Strategies for improving Negotiating Team Effectiveness

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

FOR WHOM:

Legal Officers and others who perform related functions

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.