An Interactive 5-Day Training Course
Negotiating & Dispute Resolutions
Learn to Recognise Different Negotiation Styles & Counter Tactics
Classroom Sessions:
INTRODUCTION
This Negotiating & Dispute Resolutions training course intends to enhance delegates' ability to negotiate effectively - a critical competency in both work and life situations. It will equip them with a range of communication, interpersonal skills, and appreciation of the elements of planning and objective setting in negotiations. There will be an opportunity for delegates to carry out a self-assessment of their skills in key areas of negotiation including team negotiations.
This Negotiating & Dispute Resolutions training course covers the key stages of negotiation, considers how disputes arise, and provides delegates with the skills to follow a structured process. The delegates will be introduced to different negotiation styles, tactics and at the same time learn how to recognise and counter them.
The GLOMACS Negotiating & Dispute Resolutions training course will feature:
- The key stages in the negotiation process
- The terms associated with the strategy for negotiation
- Tactics and ploys which may be used against you in negotiation
- The importance of team dynamics when negotiating
- Effective negotiation strategies during practical exercises
Objectives
By the end of this Negotiating & Dispute Resolutions training course, participants will be able to:
- Demonstrate their understanding of the significance of planning and objective setting
- Describe how to achieve ‘win-win’ outcomes within the bargaining process
- Identify the causes of disagreements & disputes
- Understand the impact dispute may have on relationships over the long term
- Describe the use of strategies to resolve the causes of disputes
Training Methodology
This Negotiating & Dispute Resolutions training course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes highly interactive tutor-led group discussions, syndicated exercises, case studies and role playing in a realistic dispute resolution scenario. A formal framework is built around the delegates' current knowledge and they are encouraged to re-discover and share their knowledge and experiences. Delegates will be encouraged to develop both their negotiation and communication skills to increase the value for money provided to their employer.
WHO SHOULD ATTEND?
This Negotiating & Dispute Resolutions training course is suitable to a wide range of professionals but will greatly benefit:
- Personnel from a wide range of business disciplines
- 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 in negotiating but want to improve their knowledge and skills
DAY 1
Fundamentals of Negotiation
- Negotiation defined
- Disputes and the need for resolution
- Place of negotiation in the contractual resolution process
- Commercial impact of the breakdown of negotiations
- Best Alternative To a Negotiated Agreement (BATNA)
- The four phase process of negotiation
DAY 2
The Negotiator’s Toolbox
- Preparation
- Information needs
- Drafting your proposal which will open the discussion
- The negotiation discussion phase
- Bargain and Close
- Negotiating position setting
DAY 3
Negotiating Styles, Tactics and Ploys
- Cultural & international issues
- Red, Purple & Blue negotiators
- Non-verbal communication and the interpretation of body language
- Make time your friend
- Silence and ploys as tactics and how to respond effectively
DAY 4
Personal Fitness and Dealing with Difficult Negotiations
- Interests, positions and escalation
- Stakeholder power behind the interests in negotiation
- Negotiator as a Mediator
- Team negotiations
- Proposals and persuasion
DAY 5
Putting it all into Practice
- Team allocation and simulation exercise
- Analysis of performance
- The Do’s and Dont's of Negotiating
- Improving what we do - Action planning
- On successful completion of this training course, GLOMACS Certificate will be awarded to the delegates
- Continuing Professional Education credits (CPE) : In accordance with the standards of the National Registry of CPE Sponsor, one CPE credit is granted per 50 minutes of attendance
Endorsed Education Provider
GLOMACS is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.NASBARegistry.org
In Association With
PetroKnowledge
Our collaboration with Petroknowledge aims to provide the best training services and benefits for our valued clients
Oxford Management Centre
A GLOMACS - Oxford Management Centre collaboration aimed at providing the best training services and benefits to our valued clients.
The Energy Training Centre
Our collaboration with Energy Training Centre aims to provide the best training services and benefits for our valued clients
KC Academy
Our collaboration with KC Academy aims to provide the best training services and benefits for our valued clients
Dubai - UAE
P. O. Box
74653
Tel: +971 (04) 425 0700
Fax: +971 (04) 425 0701
Tax Registration Number: 100270246000003
GLOMACS Training & Consultancy
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