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
Day1 – EMOTIONAL INTELLIGENCE FOR SUCCESS
- 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
Day2 – MANAGING STRESS FOR SUCCESS
- 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
Day3 – CONFLICT MANAGEMENT AND RESOLUTION
- 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
Day4 – THE ART OF NEGOTIATION
- 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
Day5 – SUCCESSFUL LEADERSHIP SKILLS
- 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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