Negotiation and Conflict Management in Organizations

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 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, a 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