Negotiation & Conflict Management Skills
Public Workshops
Negotiation & Conflict Management Skills

Overview

The negotiation process is not difficult, but requires a certain amount of skill and training. Negotiations, whether between individuals, businesses or even nation-states are nothing more than a process in which concerned parties come to an agreement that serves everyone's best interests. Instead of one dominating or imposing power over the other, the parties attempt to reach a consensus in which everyone is satisfied. Business negotiation skills are valuable tools in this process. Negotiation, if successful, can decrease the problems associated with overt conflicts in the organizations. Negotiations are used not only by management and sales/ purchasing representatives, but by virtually everyone involved in the day-to-day operation of the company. Negotiation is a better way to motivate others to cooperate rather than using pressure and domination strategies that may work in the short term, but ultimately causes distrust and resentment - and ultimately, profits.

Key Module

  • Negotiation – the nuts and bolts
    -Negotiation as an alternative to conflict and escalation
  • Negotiation – the facts and figures
    -We negotiate all the time
    -The odds of success of negotiation
    -How much did we win?
  • Essential Negotiation processes
    -Pre- negotiation- Prepare, prepare, prepare
    -Negotiation: the roadmap of debate and bargain
    -Post- negotiation: Contracting and documenting
  • Principled Negotiation for win/win
    -Why Positional and interest based negotiators often lead to deadlocks?
    -Non- positional and non- confrontational negotiation
    -Separate the people from the problem
    -Getting to YES- Together
  • Negotiation types and media
    -Negotiation in disguise
  • Approaches to negotiation and conflict management
    -Find out your preferred negotiation/ conflict style (through TKI)
    -The negotiation styles and approaches
    -Negotiation styles and skills needed for each style
    -Which approach to use in each situation?
    -The strengths and weaknesses of each negotiation approach
    -Flexing your preferred style to select the right approach
  • Attitude and approaches in negotiations
    -Negotiation is not haggling over the price
    -Value estimation and finding your BATNA/ WATNA
    -From ZOPA to ZOMA
    -Win/ win is not 50:50
  • Behavioral skills in Conflict Management
    -Power is in mind not the muscle
    -Mental toughness and business acumen
    -Change behavior- change results
    -Self- awareness of your behavioral cues when negotiating
  • Negotiations – personal and communication styles
    -The poker face communication is not the norm
    -Maximize on your communication style
    -Being nice is not being weak
    -Listening is the loudest voice
    -Using the sound of silence- in high volume
  • Negotiations in practice
    -The Do’s and Don’ts of negotiation
    -Common tricks and ploys
  • Negotiating across cultures
    -The East and West in negotiation
    -Capitalizing on the cultural diversity not differences
    -People are still negotiating with people
  • What to do next if the Negotiation fails?
  • Developing Own Action Plans

Learning Outcome

  • Ensure success in every negotiation
  • Use greater adaptability to different situations
  • Shift the balance of power during negotiations
  • Be better prepared against the tactics and ploys of other parties
  • Understand when to stand firm and when to make concessions
  • Manage conflicts in the workplace

Dates
10 to 14 Dec - 17  /  Doha registation

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