Course description
Leaders negotiate all the time, both inside and outside their organizations. Externally, they deal with customers, suppliers, investors and other stakeholders. Internally they negotiate for resources, schedules and support. Thus, the ability to negotiate and to resolve disputes is a fundamental skill that every leader needs to master.
Whether you are involved in internal budget negotiations or external supplier negotiations, the ability to negotiate and manage conflict effectively comes from understanding the structural and interpersonal aspects of negotiations
Negotiating and Dispute Resolutions training course will enhance delegates’ ability to negotiate effectively - a critical competency for internal and external business negotiations. It will equip them with a detailed understanding of the negotiation process and an appreciation of the elements of planning a strategy to achieve workable solutions and success.
The course covers the key stages of negotiation, considers how disputes arise, and provides delegates with the skills to follow a structured process to achieve results. The delegates will be introduced to different negotiation styles, tactics and at the same time learn how to recognise and counter them effectively.
Upcoming start dates
Upcoming start dates
Suitability - Who should attend?
Negotiating and Dispute Resolutions training course is ideal for :
- 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 results
Outcome / Qualification etc.
By attendingNegotiating and Dispute Resolutions training course you will gain the knowledge and skills to:
- Understand the significance of planning and setting SMART objectives
- Demonstrate their understanding of the significance of planning and objective setting
- Understand how to use interpersonal skills effectively during a negotiation
- Describe how to achieve ‘win-win’ outcomes within the bargaining process
- Identify the causes of disagreements & disputes and prevent escalation
- Describe the use of strategies to resolve the causes of disputes
- Analyse the reasons for disagreements and disputes
- Understand the importance of active team members during negotiations
- Training on negotiation strategies during practical exercises
- Different kinds of tactics and plots used against you
- Understand the strategies for negotiation
Training Course Content
Day 1
Fundamentals of Negotiation
- Methodology of negotiation and understanding the do’s and don’ts in negotiations
- Why/how disputes occur? And how to resolve them
- Negotiation break-down and its impact commercially
- Understanding the concept of (BATNA)- best alternative to a negotiated agreement
- 4 stages of negotiation – preparation, opening, bargaining and closure
Day 2
Negotiation Tools
- Understanding the need for information
- Learning to draft a proposal for discussion
- Discussion phase or “How to start a discussion?”
- Learning “how to bargain?” and “how to close?”
Day 3
Techniques of Negotiation and its Tactics/Plots
- Understanding the difference of cultural and international issues
- Concept of 3 types of negotiators – Red, purple and blue
- How to understand body language
- Importance of non-verbal communication
- “Time is Money”
- Analysing the tactics/plots and thus responding effectively
Day 4
How to Deal with Difficult Negotiations?
- Importance on active team negotiation
- Learning to propose and persuade
- Learning on how to act as a mediator in negotiation
- Understanding the concept of “Focusing on Interests rather than positions”
Day 5
Practical Applications
- Case studies on effective negotiations
- Analyse your performance
- Practical training and action planning
- Allocation of team and training to negotiate
- Review of the course and “Question and Answer session”
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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,...