Code Date Venue Fees
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
MG020 07 - 11 May 2018 London - United Kingdom $5,500 Register
MG020 18 - 22 Jun 2018 London - United Kingdom $5,500 Register
MG020 02 - 06 Jul 2018 Kuala Lumpur - Malaysia $5,500 Register
MG020 05 - 09 Aug 2018 Dubai - UAE $5,500 Register
MG020 15 - 19 Oct 2018 Budapest - Hungary $5,500 Register
MG020 12 - 16 Nov 2018 Prague - Czech Republic $5,500 Register
MG020 10 - 14 Dec 2018 London - United Kingdom $5,500 Register
Home » Seminars » Management & Leadership » Negotiation and Conflict Management in Organisations

Introduction

This GLOMACS Management & Leadership training seminar 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 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 skillfully 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 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 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 Negotiation and Conflict Management training seminar 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 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 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 training course combines action learning, practical insights, and leading edge theoretical concepts

This training course will highly benefit:

  • Ambitious Professionals
  • Management Teams
  • Team Members
  • Administrators and 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

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In Association With

Oxford Management Centre

Oxford Management Centre

A GLOMACS - Oxford Management Centre collaboration aimed at providing the best training services and benefits to our valued clients

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What Previous Delegates Say...


This training seminar is a must for every manager and professional. I benefited immensely from it.

Abdullahi A. Kallamu
22 - 26 May 2017, The Majestic Hotel, Kuala Lumpur


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

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Negotiation and Conflict Management
in Organisations


Upcoming Dates

Code Date Venue Fees
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
MG020 07 - 11 May 2018 London - United Kingdom $5,500
MG020 18 - 22 Jun 2018 London - United Kingdom $5,500
MG020 02 - 06 Jul 2018 Kuala Lumpur - Malaysia $5,500
MG020 05 - 09 Aug 2018 Dubai - UAE $5,500
MG020 15 - 19 Oct 2018 Budapest - Hungary $5,500
MG020 12 - 16 Nov 2018 Prague - Czech Republic $5,500
MG020 10 - 14 Dec 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 training seminar and hence attendance to this training course will enable those credentialed with PMI® to receive applicable PDUs upon updating their status with PMI®.

REP logo, PMI & PMP are registered trademarks of Project Management Institute, Inc.

Introduction

This GLOMACS Management & Leadership training seminar 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 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 skillfully 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 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 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 Negotiation and Conflict Management training seminar 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 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 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 training course combines action learning, practical insights, and leading edge theoretical concepts

This training course will highly benefit:

  • Ambitious Professionals
  • Management Teams
  • Team Members
  • Administrators and 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.

REP logo, PMI & PMP are registered trademarks of 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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Tel : +971 - 04 - 425 0700, Fax : +971 (04) 425 0701, Email : info@glomacs.ae

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