Management

Training Course: Negotiation and Conflict Management in Organizations


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MA1108

16 - 20 Feb 2025

Dubai (UAE)

Cost : 4150 € Euro

Introduction

The ability to negotiate effectively and manage conflict is one of the most valuable skill sets we can develop within our organization. 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 organization between colleagues, departments, and managers.

In this seminar delegates will:

  • Become aware of their 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 negotiators and conflict manager

Course Objectives of Negotiation and Conflict Management

This seminar aims to provide delegates with a practical skill base that will allow them to:

  • Gain self-awareness of their 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 analyze and prepare for a negotiation
  • Develop the ability to mediate their disputes and negotiations and to become a more skilled and effective negotiator

Course Methodology of Negotiation and Conflict Management

This seminar is designed to be highly interactive, using a mix of case studies, role-play exercises, self-assessment questionnaires, presentations, and group discussions 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.

Organizational Impact of Negotiation and Conflict Management

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

Personal Impact of Negotiation and Conflict Management

By the end of this seminar delegates will:

  • Develop 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 negotiation and conflict management skills
  • Have developed a range of negotiation strategies and an understanding of when to use them to maximize 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 their performance across all aspects of their professional lives

Course Outlines of Negotiation and Conflict Management

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 organization
  • Conflict escalation and steps to prevent it
  • Conflict management strategies
  • The two distinct approaches to negotiation
  • Understanding your 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, a 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 the context
  • Negotiation, Mediation, Arbitration, and Litigation
  • Mediation is 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 organizational situations
  • Summary session and questions

Management

Training Course: Negotiation and Conflict Management in Organizations


Register Now
Quick Inquiry
Discount Group Download Brochure (36)

MA1108

16 - 20 Feb 2025

Dubai (UAE) -

Cost: 4150 € Euro


  About Dubai

Dubai, located on the Persian Gulf, is one of the seven United Arab Emirates and one of the most popular tourist destinations in the world. The discovery of oil in the region has made Dubai extremely wealthy, allowing it to build the glittering skyscrapers that it is now famous for. That wealth is strongly in evidence in Dubai and visitors will see luxurious buildings and supercars aplenty. Perfect beaches and endless shopping opportunities are to key to Dubai's attractions. Flights to Dubai open up the city's cultural attractions to tourists, with beautiful mosques, museums and art galleries scattered throughout this ultra-modern metropolis.


  Things to do and places to visit in Dubai

Dubai's wealth has made it famous for building ever taller buildings and creating artificial islands off its shores. The city's hotels are luxurious and shoppers will love its extensive shopping malls which showcase all the world's top brands. Dubai's attractions don't end there. Dubai also caters to adventure lovers, who can jump in a 4x4 or on a board to speed over dunes outside the city. Local culture mustn't be forgotten either, and visitors have wonderful mosques to visit and old districts to explore. All that combined means that a flight to Dubai is sure to lead to an unforgettable holiday.

When visiting Dubai, be sure to:

  • Go to the observation deck of the Burj Khalifa, the tallest building in the world.
  • Admire the intricately beautiful Grand Mosque, which has the tallest minaret in the city.
  • Understand the local history and culture with a visit to the Dubai Museum.
  • Discover objects from the 6th century at Jumeirah Archaeological Site.
  • Go skiing – That's not a joke, the Mall of the Emirates houses a snowdome.
  • Go shopping at the Mall of the Emirates or the Dubai Mall.
  • Explore the desert surrounding the city – either by 4x4 or atop a camel.
  • Eat fantastic seafood at Dubai Marina.
  • Cool off at the Wild Wadi Waterpark.
  • Marvel at gorgeous Arabic calligraphy at Jumeirah Mosque, the biggest in the city.
  • Take a yacht tour around the artificial islands of Palm Jumeirah.
  • Haggle for souvenirs in one of the city's souks.
  • Wander around the traditional building in Bastakiya District.
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