Negotiation and Dispute Management Strategies

This training course will utilize learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes highly interactive tutor-led group discussions, syndicated exercises, case studies and role playing in a realistic dispute resolution scenario. A formal framework is built around the delegates’ current knowledge and they are encouraged to re-discover and share their knowledge and experiences. Delegates will be encouraged to develop both their negotiation and communication skills to increase the value for money provided to their employer.

CONTENT

Fundamentals of Negotiation

· Negotiation defined

· Disputes and the need for resolution

· Place of negotiation in the contractual resolution process

· Commercial impact of the breakdown of negotiations

· Best Alternative to a Negotiated Agreement (BATNA)

 The Negotiator’s Toolbox

· Preparation

· Information needs

· Drafting your proposal which will open the discussion

· The negotiation discussion phase

· Negotiating position setting

 Personal Fitness and Dealing with Difficult Negotiations

· Interests, positions and escalation

· Stakeholder power behind the interests in negotiation

· Negotiator as a Mediator

· Team negotiations

Putting it all into Practice

· Negotiation case study

· Team allocation and simulation exercise

· Analysis of performance

· Improving what we do – action planning

FOR WHOM:

Head of Legal, Administrators, Senior Managers, Secretaries, Sales and Marketing Managers, Lawyers and others who want to update their knowledge.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.