Principles, Methods & Tactics to Manage and Settle Disputes
The world of commerce and contracting is increasingly complex; therefore, mastering the ability to negotiate is more important than ever in a commercial, organisational and professional environment. We must negotiate to achieve results in almost everything we do, not only with customers, clients, suppliers and contractors but also with managers, fellow employees and colleagues within our organisation.
Where there is workplace interaction, there will inevitably be disagreement and dispute. As a manager or leader, you must understand how to deal with conflict and confidently facilitate constructive conversations. Recognising, understanding and responding appropriately is essential and bringing negotiations or disputes to a successful resolution.
This Contract Negotiation and Dispute Settlement training course will look at various approaches and negotiation principles. It will provide delegates with the skills, knowledge and competencies required to plan and negotiate effectively in multiple environments. It covers the key stages of negotiation, considers how disputes arise and provide delegates with the skills to follow structured processes. The delegates will be introduced to different negotiation styles and tactics and, at the same time, learn how to recognise and counter them. There will be an opportunity for delegates to self-assess their skills in key areas of negotiation, including team negotiations, and undertake negotiation role-playing in a safe environment.
Day One: Introduction To Negotiation
Overview
Negotiation Defined
Place of Negotiation in the Contractual Resolution Process
Commercial Impact of the Breakdown of Negotiations
Best Alternative to a Negotiated Agreement (BATNA)
The Phases of Negotiation
Disputes and the need for resolution
Types of disagreement and standard ways to reach a settlement
Day Two: Negotiation Strategy
Preparation
Information Needs
Drafting proposal which will open the discussion
The Negotiation Discussion Phase
Bargain and Close
Negotiating Position Setting
Dealing with Conflict
Day Three: Negotiation Skills & Behaviours
Cultural & International Issues
Red, Purple & Blue Negotiators
Non-verbal Communication
The interpretation of body language
Make Time your Friend
Silence and ploys as tactics and how to respond effectively
Negotiation Teams and Team Roles
Day Four: Personal Negotiation Skills
Interests, Positions and Escalation
Stakeholder power behind the interests in negotiation
Negotiator as a Mediator
Team Negotiations
Proposals and Persuasion
Behavioural Aspects of Negotiation: Psychology, perception and influencing in planning and carrying out negotiations
Practical Planning and Objective Setting Role Play
Day Five: Putting It All Together
Team Allocation and Simulation Exercises
Analysis of Performance
The Do’s and Don’ts of Negotiating
Key Learning: Personal Development Action Planning
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