Strategic Negotiation, Conflict Management & Influencing Skills
This Negotiation and Conflict Management in Organisations training course 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.
Description
- Develop valuable insight into their own natural negotiation and conflict management style
- Acquire a comprehensive understanding of negotiation and conflict management through a detailed analysis of the processes
- Gain the essential tools and knowledge to plan and manage negotiations in a range of contexts and scenarios
- Understand key practical highly effective negotiation strategies and how to apply them in a range of situations
- Enhance their ability to add value through the negotiation and conflict management processes
- Build on their existing experience and skill to become highly effective negotiators and conflict managers
Course Objectives
- 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
Organisational Impact
- Increased knowledge and confidence to tackle negotiations in a collaborative and constructive manner
- Better understanding of what constituted a good negotiation outcome through the meeting of core organisational interests
- Improved management and leadership skills through an understanding the value of protecting key relationships whilst maximising negotiated outcomes
- Enhanced ability to negotiate outcomes that meet or exceeding organisational goals
- Improved ability to negotiate and manage difficult situations effectively both internally within the organisation and externally with third parties
Personal Impact
- Develop a self awareness of their natural negotiation and conflict management style
- Have the skill to think analytically and strategically about the negotiation process
- Have enhanced their own personal negotiation and conflict management skills
- Have developed a range of negotiation strategies and an understanding of when to use them to maximise outcomes in a range of different scenarios
- Be able to use a three step model to prepare effectively for all negotiations
- Have enhanced vital leadership, management and personal skills that will impact on their performance across all aspects of their professional lives
How will this Training Course be Presented?
This Management & Leadership training seminar on Negotiation and Conflict Management in Organizations is designed to be highly interactive, using a mix of case studies, role-play exercises, self-assessment questionnaires, presentations and group discussions. 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 training course.
Who is this Training Course for?
- 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
The Course Content
- 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
- 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
- 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
- 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
- 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