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Home » Seminars » Management & Leadership » Negotiation and Conflict Management in Organisations

Negotiation and Conflict Management
in Organisations

Negotiation and Conflict Management in Organisations

Code Date Venue Fees
MG020 30 Jul - 03 Aug 2017 Dubai - UAE $5,500 Register
MG020 16 - 20 Oct 2017 Budapest - Hungary $5,500 Register
MG020 13 - 17 Nov 2017 Prague - Czech Republic $5,500 Register
MG020 11 - 15 Dec 2017 London - United Kingdom $5,500 Register
MG020 05 - 09 Mar 2018 London - United Kingdom $5,500 Register

Project Management Institute (PMI)® has reviewed and approved GLOMACS as a Global Provider of project management training. This is a PMI Approved/Registered seminar and hence attendance to this seminar will enable those credentialed with PMI to receive applicable PDUs upon updating their status with PMI.

Introduction

The ability to negotiate effectively and manage conflict is one of the most valuable skill sets we can develop within our organisation. Not only does developing these skills allow us to negotiate better deals by creating and then claiming value, but it also enables us to manage teams more expertly, interact more constructively with colleagues and manage conflict effectively.

This seminar provides both a comprehensive strategic analysis of the negotiation process as well as the essential tools for planning and managing every negotiation. Delegates will learn to negotiate excellent outcomes both externally with suppliers, contractors and customers but also internally within your organisation between colleagues, departments and managers.

In this seminar, delegates will:

  • Become aware of their own natural negotiation and conflict management style
  • Develop a detailed understanding of negotiation through a detailed analysis of the process
  • Gain the essential tools and knowledge to plan and manage every negotiation
  • Understand key negotiation strategies and how to apply them in a range of situations
  • Enhance your ability to add value through the negotiation process
  • Build on their existing experience and skill to become a highly effective negotiator and conflict manager 

Objectives

The aim of this seminar is to provide delegates with a practical skill base 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 seminar is designed to be highly interactive, using a mix of case studies, role play exercises, self assessment questionnaires, presentations and group discussion to develop the themes around participants’ own experiences and needs. 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 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 practitioner who leads the course.

Organisational Impact

  • Improved ability to negotiate and manage difficult situations effectively both internally within the organisation and externally with third parties
  • 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

Personal Impact

By the end of this 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 course combines action learning, practical insights, and leading edge theoretical concepts.

This course is targeted at:

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

SEMINAR OUTLINE

DAY 1

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 2

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 3

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 4

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 5

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

Accreditation

  • Quality Logo
  • Quality Logo

(The PMI Registered Education Provider logo and PMI are registered marks of the Project Management Institute, Inc.)



Negotiation and Conflict Management
in Organisations


Upcoming Dates

Code Date Venue Fees
MG020 30 Jul - 03 Aug 2017 Dubai - UAE $5,500
MG020 16 - 20 Oct 2017 Budapest - Hungary $5,500
MG020 13 - 17 Nov 2017 Prague - Czech Republic $5,500
MG020 11 - 15 Dec 2017 London - United Kingdom $5,500
MG020 05 - 09 Mar 2018 London - United Kingdom $5,500

Project Management Institute (PMI)® has reviewed and approved GLOMACS as a Global Provider of project management training. This is a PMI Approved/Registered seminar and hence attendance to this seminar will enable those credentialed with PMI to receive applicable PDUs upon updating their status with PMI.

Introduction

The ability to negotiate effectively and manage conflict is one of the most valuable skill sets we can develop within our organisation. Not only does developing these skills allow us to negotiate better deals by creating and then claiming value, but it also enables us to manage teams more expertly, interact more constructively with colleagues and manage conflict effectively.

This seminar provides both a comprehensive strategic analysis of the negotiation process as well as the essential tools for planning and managing every negotiation. Delegates will learn to negotiate excellent outcomes both externally with suppliers, contractors and customers but also internally within your organisation between colleagues, departments and managers.

In this seminar, delegates will:

  • Become aware of their own natural negotiation and conflict management style
  • Develop a detailed understanding of negotiation through a detailed analysis of the process
  • Gain the essential tools and knowledge to plan and manage every negotiation
  • Understand key negotiation strategies and how to apply them in a range of situations
  • Enhance your ability to add value through the negotiation process
  • Build on their existing experience and skill to become a highly effective negotiator and conflict manager 

Objectives

The aim of this seminar is to provide delegates with a practical skill base 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 seminar is designed to be highly interactive, using a mix of case studies, role play exercises, self assessment questionnaires, presentations and group discussion to develop the themes around participants’ own experiences and needs. 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 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 practitioner who leads the course.

Organisational Impact

  • Improved ability to negotiate and manage difficult situations effectively both internally within the organisation and externally with third parties
  • 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

Personal Impact

By the end of this 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 course combines action learning, practical insights, and leading edge theoretical concepts.

This course is targeted at:

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

SEMINAR OUTLINE

DAY 1

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 2

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 3

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 4

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 5

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

Quality Logo

GLOMACS is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.

 

All Training Seminars delivered by GLOMACS by default are eligible for CPE Credit.

Quality Logo

GLOMACS is proud to be an approved Registered Education Provider (R.E.P.) with PMI. As an R.E.P. GLOMACS is qualified to issue applicable Professional Development Units (PDUs) to participants of any of its PMI registered/approved seminars where one (1) PDU is equivalent to one (1) contact hour of training.

(The PMI Registered Education Provider logo and PMI are registered marks of the Project Management Institute, Inc.)



© 2017. Material published by GLOMACS shown here is copyrighted.
All rights reserved. Any unauthorized copying, distribution, use, dissemination, downloading, storing (in any medium), transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.

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