Negotiation and Conflict Management in Organizations

Course Code: MN17

Course Objective

  • 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


Target Audience

This course will mainly benefit to purchasing managers, senior buyers, project managers, civil engineers, construction managers, contractors, sub-contractors, site engineers, senior management, and government agencies, architects, construction professionals, and anyone responsible for purchasing at a senior level who seeks to enhance their skills further.


Course Outline


  • What is Emotional Intelligence (EQ)?
  • Reframing self-talk for success
  • Assess your personal profile
  • Identify your strengths and areas for development
  • Establish healthy relationships with others
  • Life giving food for success
  • How to handle stressful situations
  • Building a climate for creativity


  • Understand what is stress
  • Difference between positive and negative stress
  • Symptoms of stress
  • The effects of chronic stress
  • Identify top time-wasters
  • Remain professional under pressure
  • Relaxation techniques
  • Building resilience to stress


  • What is conflict
  • Reasons for workplace conflict
  • Ineffective approaches to conflict resolution
  • Conflict management strategies
  • Techniques for resolving conflicts successfully
  • How to handle different conflict areas
  • Active listening for conflict resolution
  • Communication skills to resolve conflict


  • What is negotiation?
  • Styles in negotiation
  • Win-win negotiation
  • Rational bargaining
  • Principled negotiation
  • How to separate the people from the problem
  • How to invent options for mutual gain
  • Personality styles of negotiators


  • Characteristics of successful leaders
  • Openness and vision for a successful future
  • Innovative thinking for problem solving
  • Harnessing creativity in subordinates through aligned leadership
  • Building trust with others
  • Helping your team prepare for change
  • Motivating yourself and others under pressure
  • Develop a personal action plan

DAY 6 – 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 organisation
  • Conflict escalation and steps to prevent it
  • Conflict management strategies
  • The two distinct approaches to negotiation
  • Understanding your own negotiation style
  • Negotiation as a mixed motive process

DAY 7– 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

DAY 8– 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

DAY 9– Mediation Skills – A Powerful Negotiation Tool

  • Communication and questioning
  • Active listening in negotiation
  • ADR processes – putting negotiation in 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

DAY 10– International and Cross Cultural Negotiations

  • International and cross cultural negotiations
  • Cultural Values and Negotiation Norms
  • Advice for cross cultural negotiators
  • Putting together a deal
  • Team international negotiation exercise
  • Applying learning to a range of organisational situations
  • Summary session and questions

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Date & Location

Date : 17 March 2019

Duration : 5 days

Place : Morocco(Casablanca)

Join This Course Now

Date : 17 November 2019

Duration : 5 days

Place : Kuala Lumpur

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