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:

1. Recognize and explain to a less skilled negotiator dynamics of conflict and negotiation.
2. Recognize and explain to a less skilled negotiator factors that facilitate and those that hinder effective negotiation.
3. Recognize and explain to a less skilled negotiator ways to structure a negotiation or mediation.
4. Recognize and explain to less skilled negotiator ethical and cross-cultural issues.
5. Recognize and explain to a less skilled negotiator when a 3rd party might be useful.
6. Prepare for negotiation or mediation.
7. Set negotiation goals, understand and evaluate strategic options.
8. Work with an agent, a negotiation team, or a coalition.
9. Know his preferred approaches to negotiation and conflict, his strengths and weakness.
10. Expand his awareness and repertoire.

Course Outlines:

1. Cross-Cultural Negotiation
2. Legal/Ethical Framework for Negotiation
3. Decision Traps That Limit Negotiation Effectiveness.
4. The Manager’s Role in Dispute Resolution
5. Special Type of Internal and External Negotiation.
6. Mediation, Arbitration and Litigation
7. Dispute Resolution Processes That Involve Neutral Parties
8. The Design of Dispute Resolution Systems.

Who Can Benefit?

Managers and consultants who are involved in preventing, as well as resolving, disputes.