16 - 20 Mar 2025
Istanbul (Turkey)
Hotel : DoubleTree by Hilton Istanbul Esentepe
Cost : 5775 € Euro
Effective negotiation and conflict management are essential for creating value, fostering collaboration, and achieving optimal outcomes. This seminar provides a strategic analysis of negotiation processes and equips participants with tools to handle negotiations both externally and internally. Attendees will enhance their skills in planning, managing, and executing negotiations, develop strategies to add value, and build confidence as expert negotiators and conflict managers. Unlock your potential to lead with impact in every negotiation scenario.
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 analyze and prepare for a negotiation
Develop the ability to mediate their own disputes and negotiations and to become a more skilled and effective negotiator
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 conference.
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.
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 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 on their performance across all aspects of their professional lives
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 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 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