Course description
This course introduces participants to a range of issues surrounding the dynamics of disputes and to the advanced models of negotiation and mediation designed to aid in their resolution. The course also considers adjudicative forms of dispute resolution (litigation and arbitration), and discusses how these relate to mediation and negotiation.
An important feature of the course is the way in which it examines the interface between theory and practice. The course aims to assist students in using theories of dispute resolution to understand and address contemporary debates as to how various methods should be used to settle claims in different contexts.
The course will cover the dynamics of disputes, the forms of dispute resolution available - litigation, arbitration, negotiated settlement, and mediation - and how to determine the best choice of resolution system for your client.
Upcoming start dates
Upcoming start dates
Suitability - Who should attend?
- 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 result
Outcome / Qualification etc.
If you complete the module successfully, you should be able to:
- judge and select methods of negotiation and alternative dispute resolution.
- define and critically evaluate the different types of strategies employed to become effective negotiators.
- describe and assess substantive and affective conflict as well as interpersonal conflict.
- demonstrate an understanding of how to manage conflicts in a way and manner that leads to constructive outcomes.
- construct a coherent approach and evidence-backed argument for persuading another.
- identify gnitive biases that stand as barriers to effective negotiation and conflict management and the deception and biases that could limit one’s own negotiation and conflict management skills.
- demonstrate communication skills (particularly, skills of persuading others).
- apply skills to be more effective in their roles within an organisation by negotiating and managing conflict.
- manage conflict actively through reduction, elimination or avoidance.
Training Course Content
Day 1
- The basis of a negotiated settlement
- Disputes and the need for resolution
- The place of negotiation in the contractual resolution process
- Distributive and integrative approach to negotiations
- Emotion, understanding and perceptions
- Ethics and the impact on the negotiation process
Day 2
- Preparation and goal setting to maintain focus
- The key stages in planning a negotiation
- Information needs and sources of negotiation power
- Taking positions during the negotiation process
- Drafting your proposal which will open the discussion
- The discussion and importance of timing when closing deals
Day 3
- Non-verbal communication and the interpretation of body language
- Communication skill models used in negotiation
- Proposals, influence and persuasion
- Establishing commitment
- Building the negotiating team
- Managing multi-party negotiations
Day 4
- Mediation: form, anatomy, and critique
- Litigation, the trial, and shifts towards negotiated settlement and mediation
- Negotiating risk: How to determine the best choice of resolution system for your client
Day 5
- Arbitration and its relationship with court litigation
- Case studies on dispute resolution
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London Premier Centre
London Premier Centre is a UK leading training provider based in London and specialises in international short courses. Our inspiring, comprehensive portfolio of more than 400 professional development courses and seminars covers a wide range of professions from Administration, Leadership,...