Negotiating and Dispute Resolutions
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Negotiating and Dispute Resolutions Course
Introduction:
Leaders engage in negotiations regularly, both within their organizations and with external parties. Externally, they interact with customers, suppliers, investors, and other stakeholders. Internally, they negotiate for resources, schedules, and support. Therefore, mastering the skill of negotiation and dispute resolution is essential for every leader.
Whether involved in internal budget negotiations or external supplier negotiations, the capacity to negotiate and handle conflicts proficiently stems from comprehending the structural and interpersonal dynamics of negotiations.
The Negotiating and Dispute Resolution training course is designed to enhance participants' effectiveness in negotiations, which is a critical competency for both internal and external business dealings. The course provides a comprehensive understanding of the negotiation process and equips delegates with the knowledge to plan strategies that lead to practical solutions and successful outcomes.
Course Objectives:
By attending Negotiating and Dispute Resolutions training course you will gain the knowledge and skills to:
- Understand the significance of planning and setting SMART objectives
- Demonstrate their understanding of the significance of planning and objective setting
- Understand how to use interpersonal skills effectively during a negotiation
- Describe how to achieve ‘win-win’ outcomes within the bargaining process
- Identify the causes of disagreements & disputes and prevent escalation
- Describe the use of strategies to resolve the causes of disputes
- Analyze the reasons for disagreements and disputes
- Understand the importance of active team members during negotiations
- Training on negotiation strategies during practical exercises
- Different kinds of tactics and plots used against you
- Understand the strategies for negotiation
Who Should Attend?
Negotiating and Dispute Resolutions training course is ideal for:
- Personnel from a wide range of ‘results based’ business disciplines
- Company representatives who are engaged in national and international negotiations
- Departmental heads with the responsibility to drive change through collaboration
- Those who have a current or planned negotiation with internal as well as external “suppliers or customers”
- Delegates with experience of negotiating but want to improve their results
Course Outlines:
Fundamentals of Negotiation
- Methodology of negotiation and understanding the dos and don’ts in negotiations
- Why/how disputes occur? And how to resolve them
- Negotiation break-down and its impact commercially
- Understanding the concept of (BATNA)- best alternative to a negotiated agreement
- 4 stages of negotiation – preparation, opening, bargaining and closure
Negotiation Tools
- Understanding the need for information
- Learning to draft a proposal for discussion
- Discussion phase or “How to start a discussion?”
- Learning “how to bargain?” and “how to close?”
Techniques of Negotiation and its Tactics/Plots
- Understanding the difference of cultural and international issues
- Concept of 3 types of negotiators – Red, purple and blue
- How to understand body language
- Importance of non-verbal communication
- “Time is Money”
- Analyzing the tactics/plots and thus responding effectively
How to Deal with Difficult Negotiations?
- Importance on active team negotiation
- Learning to propose and persuade
- Learning on how to act as a mediator in negotiation
- Understanding the concept of “Focusing on Interests rather than positions”
Practical Applications
- Case studies on effective negotiations
- Analyze your performance
- Practical training and action planning
- Allocation of team and training to negotiate
- Review of the course and “Question and Answer session”