Negotiation and Conflict Management in Organisations
Dates 9 - 13 April 2007
27 - 31 August 2007
Location Kuala Lumpur
Fees US$ 3,850
CPE Credits 30

Introduction

Everyone today is involved in negotiation. But often it seems that the conflict means that one party has to lose and the relationship suffers. This seminar develops your skills so that you reach win:win agreements and enhance your relationship with the other party. This seminar will provide you with the tools for strategically planning to manage conflict situations and developing the skills to negotiate win:win solutions.

Who Should Attend?

All Professionals and Team Members who rely on others to achieve results, especially if they need to get things from people over whom they have little or no authority.

Seminar Objectives - Participants attending the Seminar will:

  • Understand the importance of negotiating in today’s business climate
  • Identify the sources of conflict in the professional environment
  • Explore how to handle conflict situations
  • Gain self-awareness of own style in approaching conflict
  • Practice and develop key skills in handling conflict
  • Learn how to achieve win:win results
  • Recognise their current negotiating skills
  • Expand their range of negotiating skills
  • Be able to use a three-step planning guide to analyse and prepare for a negotiation
  • Choose an appropriate negotiating approach based on the desired result
  • Recognise negotiation tactics, how to use them and how to respond to them

    Training Methodology

    This seminar is designed to be active, using a mix of case studies, self assessment questionnaires, models, practical exercises, presentations and group discussion to develop the themes around participants’ own experiences and needs.

    Seminar Summary

    This practical seminar will assess participants own approaches to negotiating and managing conflict situations, explore ways of achieving win:win solutions in a range of situations through effective planning and using a strategic approach. Participants will learn the skills to allow them to better analyse and respond to different scenarios with an appropriate choice of style. They will also learn the power of exchange and collaboration in achieving results and building relationships. An application exercise using participants’ own situations will end the Seminar in order to embed the learning in current reality.

    Seminar Outline

    Day 1 – Negotiation and Conflict Management in Organisations

    • Identifying difficult situations where negotiation is a preferred strategy
    • The sources of conflict in organisations
    • How and why does conflict escalate?
    • Personal style and preference in approaching conflict
    • Handling conflict effectively

    Day 2 – Influencing and Negotiating

    • Assessing personal strengths in influencing and negotiation skills
    • The four styles of effective communication
    • Developing style flexibility
    • The core skills of questioning and listening
    • Exploring the use of different styles in different situations

    Day 3 – Planning and Preparing for an Effective Negotiation

    • The four possible outcomes and results of a negotiation
    • The OPEC model for managing the process of a negotiation
    • Personal strengths in managing process and communication style
    • Using a three step planning guide
    • Negotiating from value not cost
    • Wants and needs – the importance of identifying need

    Day 4 – Negotiating for Win:Win

    • Strategic and tactical negotiation approaches
    • Identifying power balance and building up your power base
    • Deciding your opening position
    • Exploring options for successful exchanges
    • Using negotiating tactics effectively
    • Putting together a deal

    Day 5 – Negotiating in Difficult Situations

    • International and cross cultural negotiations
    • Negotiating by telephone
    • Working in negotiation teams
    • Building resistance and dealing with tactics and ‘tricks’
    • Applying learning to a range of organisation situations


    Oxford Management Centre
    John Eccles House
    Robert Robinson Ave
    Oxford Science Park
    Oxford
    OX4 4GP
    United Kingdom

    Tel: +44 1865 338088

    Fax: +44 1865 338100

    email info@oxford-management.com

    		•