In the rapidly changing and global context we live in, conflict is a feature of our current reality. Private and public sector organizations find that they must be more equipped to deal with different types of conflict. Personal conflicts, interpersonal conflicts and structural conflicts all point to the need for more effective tools for lasting problem-solving. Strategic negotiations and conflict management skills are critical skills for any manager to be effective in the workplace.
Conflict situations are common in the work situation. It is thus important for managers to become familiar with the principles, processes, and techniques of conflict management and negotiations.
Who Should Attend?
This course targets the following: Executives, sales people, human resource managers, professionals, mediators, trainers; anyone who runs into conflicts and wants to increase their skill at negotiating effective agreements.
- Acquire powerful skills to influence and persuade others toward shared goals
- Become more confident and creative at keeping the perceived level of conflict low enough to get win-win results through cooperation, negotiation, partnership.
- Demonstrate strategy and tactics of distributive bargaining and integrative negotiation planning
- Describe the importance of communication in negotiations.
- Discover new ways to manage interpersonal differences to prevent conflicts from becoming tiresome or emotionally draining.
- Discuss the function of power in negotiation processes.
- Distinguish the key planning elements required for successful negotiations.
- Explain the nature of the of negotiation process.
- Explore the attitudes, behavior, and strategies that help people manage conflict constructively
- Identify key elements in integrative negotiations.
- Illustrate the role of perception, cognition and emotion in the negotiation process.
- Provide tools to get beyond conflict and improve the quality of relationships.
Topics to Be Covered
Module 1: Conflict Management
- Attitudes towards Conflict Management
- Communication as a Contributor to Conflict
- Conflict Management Techniques
- Conflict Resolution Continuum
- Conflict Stages
- Dealing with Conflict
- Different Types of Conflict
- Functions of the Mediator
- Inter-group Conflict
- Key Questions to Assist Conflict Analysis
- Preconditions for Effective Mediation
- Promote the Orderly Resolution of Conflict
- Sources of Conflict in Organizations
- Strategies for Resolving Conflict
- The Main Sources of Conflict
- The role of procedures and policies in the prevention and resolution of disputes.
- The Mediation Process
- The Role of the Labor Relations Act in Preventing or Resolving Disputes
- Tools of Conflict Analysis
Module 2: Preparing for Negotiations
- Administrative Arrangements
- Ethics in Negotiation
- Identify and Inform Stakeholders
- Nature of Negotiation
- Negotiating Styles: A Comparison
- Negotiation Ranges
- Negotiation Strategies
- Negotiation Strategies and Processes
- Obtain Mandates
- Power and Negotiation
- Preparing the Negotiations Process
- Selecting a General Negotiation Approach
- Stages of Negotiation
- The Four Pillars of a Negotiation
- The Purpose of Negotiation
Module 3: Engaging in Negotiations
- Behavior and Conduct during Negotiations
- Closing the negotiations
- Communication Process
- Conduct Negotiations
- Conflict Resolution and Negotiation Steps
- Guideline: Steps for Constructive Feedback
- Negotiation Mistakes to Avoid
- The negotiated agreement
- Use Effective Communication and Interpersonal Skills