Negotiation and Conflict Management in Organisations

Developing a Critical Skill Capacity, Cornerstone of High Performance

Introduction

This LAKESHORE ISL Management & Leadership training seminar on Negotiation and Conflict Management in Organisations provides an insightful and revealing strategic analysis of the negotiation process, and then goes on to detail key highly effective practical tools and techniques that can be used in a range of negotiation and conflict scenarios. Delegates will leave this LAKESHORE ISL training course having significantly improved their ability to add value through the negotiation and conflict management processes and will have enhanced their capacities as managers and leaders.

Developing and enhancing our ability to negotiate more skilfully and manage conflict more effectively are amongst the most valuable skills we can acquire to improve our workplace performance and advance our careers and personal development. Not only does developing these skills enable us to negotiate better deals and commercial agreements, they also enable teams to be managed more efficiently, promote more constructive interactions with customers, clients and colleagues, and allow difficult interactions to be handled more successfully.

In this LAKESHORE ISL, training seminar delegates will:

• Develop valuable insight into their own natural negotiation and conflict management style
• Acquire a comprehensive understanding of negotiation and conflict management through a detailed analysis of the processes
• Gain the essential tools and knowledge to plan and manage negotiations in a range of contexts and scenarios
• Understand key practical highly effective negotiation strategies and how to apply them in a range of situations
• Enhance their ability to add value through the negotiation and conflict management processes
• Build on their existing experience and skill to become highly effective negotiators and conflict managers

Objectives

The aim of this LAKESHORE ISL training seminar is to provide delegates with a practical skill set that will allow them to:

• 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

Training Methodology

This LAKESHORE ISL Management & Leadership training seminar on Negotiation and Conflict Management in Organizations is designed to be highly interactive, using a mix of case studies, role-play exercises, self-assessment questionnaires, presentations and group discussions. It presents an opportunity for delegates to practice the skills taught using a variety of hands-on negotiation exercises that stress participation and that reinforce and build on the comprehensive course materials. This LAKESHORE ISL Training Methodology allows delegates to significantly improve their negotiation and conflict management skills and to have all their questions answered by the highly experienced negotiation specialist who leads the training course.

Organisational Impact

• Increased knowledge and confidence to tackle negotiations in a collaborative and constructive manner
• Better understanding of what constituted a good negotiation outcome through the meeting of core organisational interests
• Improved management and leadership skills through an understanding the value of protecting key relationships whilst maximising negotiated outcomes
• Enhanced ability to negotiate outcomes that meet or exceeding organisational goals
• Improved ability to negotiate and manage difficult situations effectively both internally within the organisation and externally with third parties

Personal Impact

By the end of this LAKESHORE ISL training seminar, delegates will:

• Develop a self-awareness of their natural negotiation and conflict management style
• Have the skill to think analytically and strategically about the negotiation process
• Have enhanced their own personal negotiation and conflict management skills
• Have developed a range of negotiation strategies and an understanding of when to use them to maximise outcomes in a range of different scenarios
• Be able to use a three strep model to prepare effectively for all negotiations
• Have enhanced vital leadership, management and personal skills that will impact on their performance across all aspects of their professional lives

Who Should Attend?

This LAKESHORE ISL Management & Leadership training seminar on Negotiation and Conflict Management in Organisations combines action learning, practical insights, and leading edge theoretical concepts.

This LAKESHORE ISL training course will highly benefit:

• Ambitious Professionals
• Management Teams
• Team Members
• Administrators and anyone who wish to enhance their negotiation skills, make negotiation a more rewarding, and effective part of their job

Seminar Outline

DAY 1

Negotiation and Conflict Management Analysis

• Negotiation – What is it and how is it defined?
• The Increasing Importance of Negotiation and Conflict Management
• Sources of Conflict in Organisations
• How and why conflict escalates and preventing Conflict Escalation
• Conflict Management Strategies
• Conflict meets Negotiation – understanding the two distinct negotiation behaviours
• Assessing your own Personal Negotiation Style
• Negotiation as a mixed motive process

DAY 2

Practical Negotiation Strategies

• Key Practical Strategies to Use in Negotiations
• 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 3

Preparing, Power and Body Language

• Identifying Underlying Interests
• Planning and Preparing to Negotiate
• Internal & External Preparation, Synthesis and Situation Assessment
• The Four Phases of Negotiation
• The Sources of Negotiating Power
• Communicating through Body Language
• Interpreting Body Language and Nonverbal Behaviour
• Dealing with Confrontational Negotiators

DAY 4

Mediation Techniques as a Powerful Negotiation Tool

• Packaging and Presenting Information to Exert Influence
• Active Listening and Negotiation
• Putting Negotiation in Context – The Major Dispute Resolution Processes
• Negotiation, Mediation, Arbitration and Litigation
• Mediation as a facilitated negotiation
• Techniques of the Mediator – practical mediation skills
• Working in Negotiation Teams
• Strategies for improving Negotiating Team Effectiveness

DAY 5

International, Cross Cultural and Deal Negotiations

• International and Cross Cultural Negotiations
• Cultural Value and Negotiation Norms
• Advice for Cross Cultural Negotiations
• Putting together a deal – the main considerations
• International Deal Building
• Applying Learning to a range of organisational situations
• Summary – building a better negotiating organisation