Negotiating & Dispute Resolutions

Negotiating & Dispute Resolutions

Objectives:

By the end of this training course, participants will be able to:

• Demonstrate their understanding of the significance of planning and objective setting
• Understand how to use interpersonal skills effectively during a negotiation
• Describe how to achieve ‘win-win’ outcomes within the bargaining process
• Identify the causes of disagreements & disputes and prevent escalation
• Describe the use of strategies to resolve the causes of disputes

Who Should Attend?

• Personnel from a wide range of ‘results based’ business disciplines
• Company representatives who are engaged in national and international negotiations
• Departmental heads with the responsibility to drive change through collaboration
• Those who have a current or planned negotiation with internal as well as external “suppliers or customers”
• Delegates with experience of negotiating but want to improve their results

Course Outline

Day One: Finding a Collaborative Position When Aiming for Agreement

• The basis of a negotiated settlement
• Disputes and the need for resolution
• The place of negotiation in the contractual resolution process
• Distributive and integrative approach to negotiations
• Emotion, understanding and perceptions
• Ethics and the impact on the negotiation process

Day Two: Strategic Approaches to Negotiating Required Outcomes

• Preparation and goal setting to maintain focus
• The key stages in planning a negotiation
• Information needs and sources of negotiation power
• Taking positions during the negotiation process
• Drafting your proposal which will open the discussion
• The discussion and importance of timing when closing deals

Day Three: Negotiation Relationships and Team Dynamics

• Non-verbal communication and the interpretation of body language
• Communication skill models used in negotiation
• Proposals, influence and persuasion
• Establishing commitment
• Building the negotiating team
• Managing multi-party negotiations

Day Four: The Impact of Culture on the Negotiation Process

• Interests, positions and escalation
• Why are international negotiations different?
• The influence of cultural on negotiation
• Stakeholder power behind the interests in negotiation
• Ploys and tactics and how to respond effectively
• Negotiation best practice

Day Five: Resolving Differences and Difficult Situations

• The negotiator as a mediator in the process
• Handling difficult negotiators
• Negotiation case study
• Team allocation and simulation exercise
• The Do’s and Don’ts of Negotiating
• Improving what we do – action planning