Course Description:
The ability to negotiate effectively is critical to the success of managers and the organizations they represent. This 5-day course is designed to improve participant’s effectiveness in negotiating, mediating, and resolving conflicts. It covers negotiation in two settings: (1) negotiation with external parties (that is, deal making) and (2) negotiation within organizations (for instance, with a partner in an entrepreneurial venture or with a manager from another functional area). Primary emphasis is placed on negotiation strategies that enable managers to create and claim value in a manner that enhances long-term business relationships.
Course Goal:
To enhance the participant’s knowledge, skills, and abilities necessary to improve participant’s effectiveness in negotiating, mediating, and resolving conflicts
Course Objectives:
By the end of this course the participant will be able to:
- Recognize and explain to a less skilled negotiator dynamics of conflict and negotiation.
- Recognize and explain to a less skilled negotiator factors that facilitate and those that hinder effective negotiation.
- Recognize and explain to a less skilled negotiator ways to structure a negotiation or mediation.
- Recognize and explain to less skilled negotiator ethical and cross-cultural issues.
- Recognize and explain to a less skilled negotiator when a 3rd party might be useful.
- Prepare for negotiation or mediation.
- Set negotiation goals, understand and evaluate strategic options.
- Work with an agent, a negotiation team, or a coalition.
- Know his preferred approaches to negotiation and conflict, his strengths and weakness.
- Expand his awareness and repertoire.
Course Outlines:
- Cross-Cultural Negotiation
- Legal/Ethical Framework for Negotiation
- Decision Traps That Limit Negotiation Effectiveness.
- The Manager’s Role in Dispute Resolution
- Special Type of Internal and External Negotiation.
- Mediation, Arbitration and Litigation
- Dispute Resolution Processes That Involve Neutral Parties
- The Design of Dispute Resolution Systems.
Who Can Benefit?
Managers and consultants who are involved in preventing, as well as resolving, disputes.