Afriex Training

NEGOTIATION AND CONFLICT MANAGEMENT IN ORGANISATIONS

INTRODUCTION

This hands-on training course on Negotiation & Conflict Management in Organisations provides an insightful and illuminating strategic analysis of negotiation and then details highly effective practical negotiation and conflict management strategies and tactics that drive successful outcomes. Delegates will leave this training course with a richer and deeper understanding of the way they negotiate and manage conflict and will have significantly improved their practical ability to control and add value through the negotiation and conflict management processes across a range of scenarios and contexts.

DURATION

v 5 Days

TARGET AUDIENCE

v  Management Teams

v  Team Members

v  Administrators

OBJECTIVES

v  Adapt your negotiation and conflict management skills building on your own personal strengths and weaknesses

v  Control the negotiation process more effectively by developing an in-depth understand of the key elements of the process

v  Improve your confidence to better deal with difficult negotiators and achieve collaborative value adding results

v  Expand your range of available negotiating strategies and tactics and your ability to use them effectively

v  Plan easily and effectively for every negotiation using a highly effective strategic preparation template

v  Mediate your own disputes and negotiations and become a more skilled and effective negotiator and conflict manager

COURSE OUTLINE

DAY 1

v  Breaking Down the Negotiation Process

v  The Fundamental Requirements of Negotiation

v  Power Dispersal and the Development of Negotiation Theory

v  Causes of Organizational Conflict

v  Conflict Escalation and Steps to Prevent It

v  Managing Conflict – The Five Primary Strategies

v  The Dichotomy of Negotiation – Competing and Cooperating

v  Gaining Personal Insight - Negotiation Style Assessment

v  Negotiation as a Mixed Motive Process

DAY 2

v  Implementing Practical Negotiation Strategies

v  Effective Practical Negotiation Strategies

v  Competitive Value Claiming Negotiation Strategies – Cutting the Pie

v  BATNA, Reserve Point, Target Point

v  Opening Offers, Anchors, Concessions

v  Cooperative Value Creating Negotiation Strategies – Baking a Bigger Pie

v  Identify Interests, Information, Diagnostic Questions & Unbundling Issues

v  Package Deals, Multiple Offers and Post-settlement Settlements

v  Categorizing Negotiation Outcomes

DAY 3

v  Preparation Templates, Sources of Power & Key Mediation Techniques

v  Preparation Template - Planning to Negotiate

v  Internal & External Preparation, Synthesis and Situation Assessment

v  Identifying and Leveraging Negotiating Power

v  Mediation in Context – Negotiation, Mediation, Arbitration and Litigation

v  Mediation as a Facilitated Negotiation

v  Practical Mediation Techniques to Resolve Disputes

v  Dealing with Confrontational Negotiators

DAY 4

v  Communicating to Maximise Negotiation Effectiveness

v  Communication Style – Packaging Information for Maximum Influence

v  Active Listening Skills in Negotiation

v  Communicating through Body Language

v  Interpreting Body Language and Nonverbal Behaviour

v  Communicating within Negotiation Teams

v  Improving Negotiation Team Performance

v  Ethics and Negotiation

DAY 5

v  International and Cross Cultural Complexities

v  What is culture and how does it affect negotiating norms?

v  Hofstede’s Cultural Dimensions

v  Advice for Cross Cultural Negotiations

v  Unique Features of International Agreements

v  Building a Deal – What to Remember?

v  Applying Learning to a Range of organizational Situations

v  Summary – Building a Better Negotiating Organisation

REQUIREMENTS

Participants should be reasonably proficient in English. Applicants must live up to Afriex Training Ltd admission criteria.

METHODOLOGY

This course will utilize a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented

TRAINING VENUE, LOGISTICS AND PAYMENT

v  Training is residential and will be held at Afriex Training Centre.

v  The course fee covers the course tuition, training materials, two break refreshments, lunch, and study visits.

v  Accommodation and airport transfer are arranged upon request by the participant.

v  This training can also be tailor made for your institution upon request. You can have it delivered in our training Centre or at a convenient location.

v  For further inquiries, please contact us on training@afriextraining.org

v  Payment should be made to Afriex Training Limited bank account before the start of the training and receipts sent to training@afriextraining.org

v  Upon successful completion of this training, participants will be issued with an Afriex Training Ltd certificate.