Description:

This one-day course covers an important general topic which can have a significant contribution to the success of the business.

Conflict can be negative or positive. Negative conflict can exhaust the parties and leads to low performance and disgruntled people. Positive conflict can be exhilarating and can inspire people. Negotiation can change one to the other and provide a reasoned environment for development. The fact is that conflict and negotiation go hand in hand in business and an understanding of both is important in maintaining a productive workplace internally or externally.

The course will consider the concept of Thomas-Kilmann in the management of conflict.

The negotiation process will be described in detail. The course will show how the process addresses the issues and how it has been developed based upon them. The clear and methodical desk top research of the possible outcome of a negotiation will determine the course to be taken. We have to understand there may not be a willing partner and so a strategy will need to be aimed at persuading them that negotiation is in their best interest. This may take time even before the negotiation proper starts.

Negotiation invariably is complex; after all simple issues are most likely solved as they are escalated. Complexity requires special management to avoid it becoming overwhelming and so the careful and detailed breakdown and understanding of an issue is vital. An ability to think clearly and to understand how complexity can be broken down and managed is crucial.

Being principled is a power tool of negotiation strategy. A principaled negotiator who eventually becomes trusted by both sides is in that important position of determining a fair outcome. A large degree of uncertainty which exists within business is now more certain and the business is more likely to be successful.

Conflict and negotiation are important business skills for all the business team and the success of a business will often depend on their effective use.

An Attendance Certificate will be provided at the end of this skill course.

Vital Benefits:

Understanding the negotiation skills beyond simple techniques and knowing how to apply them in projects is extremely compelling. It immediately places the negotiator in a position of strength, making the prospects of a successful project that much more certain. Project management is largely about success and negotiation is another tool which will allow you to achieve it. The course provides the following vital benefits:

• A clear understanding of the negotiation process.
• A clear understanding of conflict, both positive and negative
• An understanding of the need to create an environment of willingness to negotiate
• A clear statement of the consequences of unsuccessful negotiation – the BATNA
• An understanding of the management of complexity
• An understanding of the vital importance to be seen as fair and even handed
• Knowledge to become a principled negotiator

Objectives:

Negotiation is an important skill on any project if the project is to be successful for all the parties involved. In order to compete in the usual day to day business of the project, it is necessary to be able to constantly negotiate a fair position on all aspects. In this course, it is our objectives to:

• Provide you all the knowledge to become a principled negotiator over time
• Provide realistic and practical case studies for individual and group exercises to practise the skills
• Analyse the benefit of possessing strong negotiating skills and the consequences of not
• Understand the importance of communication, especially body language in the process of negotiation

Topics:

The course covers the following topics:

• Overview of negotiation and conflict
• Thomas-Kilmann conflict resolution
• Stages of preparation and the face-to-face situation
• How to know when to pull out
• Agreements and follow Up
• The principled negotiator
• Body language
• The importance of persuasion in developing a willing partner

Who to Attend:

The course is recommended for those who work within a business environment and who need to understand how to effectively and efficiently manage negotiations in and around their business. We would recommend the course to the following business people:

• Business leaders
• Business executives
• Business managers
• Marketing and sales managers
• Operations managers
• Line managers
• Those who make important decisions for the business
• Those who face the clients or customers
• Those who want to develop their business skills