Negotiation and Conflict Management in Organizations

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