Negotiation and Conflict Management in Organizations

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.

Content:

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
• Understanding your own Negotiation style
• Negotiation as a mixed motive process

Practical Negotiation Strategies

• Strategies and tactical Negotiation approaches to Negotiation
• Value claiming distributive Negotiation strategies
• BATNA, Reserve point, Target point

Mediation skills – a powerful Negotiation tools

• Communication and questioning
• Active listening in Negotiation
• ADR processes- putting Negotiation in context
• Negotiation, mediation, Arbitration and Litigation
• Medication as a facilitated Negotiation
• Working in Negotiation team
• Mediation in practice- mediation exercise

International and cross-cultural Negotiation

• International and cross-cultural Negotiation
• Cultural Values and Negotiation Norms
• Advice for cross cultural negotiators
• Putting together a deal
• Applying learning to a range of organizational situations
• Summary session and questions

Negotiation Planning, Preparing

• Wants and needs- distinguishing between interest and positions
• A three-step model for Negotiation preparation
• Understanding the sources of negotiating power
• Altering the balance of power
• ·Understanding thoughts from body language
• Dealing with confrontational Negotiation

For Whom:

Human Resources Managers, Labour and Union Leaders, Team Leaders, Managers/Supervisors and others who perform related functions in the Public and Private Sectors.

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.