Introduction:
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.
This course provides both a comprehensive strategic analysis of the negotiation process as well as the essential tools for planning and managing every negotiation. Delegates will learn to negotiate excellent outcomes both externally with suppliers, contractors, and customers but also internally within your organization between colleagues, departments, and managers.
Targeted Groups:
- Managers
- Supervisors
- Team leaders
- Also, this course is suitable for all the staff among all levels
Course Objectives:
At the end of this course the participants will be able to:
- Gain self-awareness of their 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 disputes and negotiations and to become a more skilled and effective negotiator
- Enhance their ability to add value through the negotiation process
- Build on their existing experience and skill to become a highly effective negotiator and conflict manager
- Improve the ability to negotiate and manage difficult situations effectively both internally within the organization and externally with third parties
- Increase knowledge and confidence to tackle negotiations in a collaborative and constructive manner
- Improve management and leadership skills through an understanding of the value of protecting key relationships whilst maximizing negotiated outcomes
- Enhance vital leadership, management and personal skills that will impact on their performance across all aspects of their professional lives
- Enhance the ability to negotiate outcomes that meet or exceed organizational goals.
Targeted Competencies:
- Leadership skills
- Negotiation skills
- Mediation skills
- Conflict Management
Course Content:
Unit 1: 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 organization
- Conflict escalation and steps to prevent it
- Conflict management strategies
- The two distinct approaches to negotiation
- Understanding your negotiation style
- Negotiation as a mixed-motive process
Unit 2: 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
Unit 3: 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
Unit 4: Mediation skills – a Powerful Negotiation Tool:
- Communication and questioning
- Active listening in negotiation
- ADR processes – putting negotiation in the 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
Unit 5: 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 organizational situations
