The Strategic Leader: Strategic Planning, Negotiation and Conflict Management
This seminar brings together the key strategic leadership skills of strategic planning, negotiation and conflict management required to succeed in today’s complex and challenging business environment.
“Strategy” is as it says in the classic text “the art of war”, complex yet when understood very simple, those who have a successful strategy are in control of the upcoming events.
‘Negotiation is not litigation nor is it war. Negotiation is not about obtaining total victory. Total victory by one party tends to be short lived’. Negotiation and conflict management are key strategic management and leadership skills and are probably the single most used skills in business today.
This seminar will challenge your preconceptions about strategic planning, negotiation and conflict management. Strategy is a frequently misunderstood concept which needs to be unravelled, demystified and translated into everyday language. Strategy is about planning success and getting real value out of the process. This seminar will give you the tools to deliver these results. You will also analyses the much misunderstood concept of win:win negotiation and be provided with the essential tools and practical skills for the planning and management of the negotiation and conflict process and develop the ability to negotiate value creating solutions.
- Understand the concepts of “strategy” and “strategic plans”, and to demystify the strategic process
- Learn the key stages in the entire process, providing a takeaway toolkit for each key stage and each delegates
- Apply to Management issues, learn option generation, opportunity cost, choice and implementation phases of strategy
- To understand the process of change, planning, organisational strategy and change
- Get confidence in your ability and you develop a strategic process for a changing organisation
- Understand the importance of negotiating in today’s business climate
- Identify the sources of conflict in the professional environment
- Gain awareness of your own style in approaching conflict and negotiation
- Practice and develop key skills in handling conflict including mediation
- Learn how to achieve true win:win results & expand your range of negotiating skills
- Be able to use a three-step planning guide to analyse and prepare for a negotiation
The training process is based on a carefully planned mix of succinct tutor input with the practical illustration of tools and concepts, group work on case studies (some are video based), role play exercises with feedback, self assessment questionnaires and group discussion to develop the themes around participants’ own experiences and needs. Team involvement and working enable a strategy to be created from start to finish.
Training is part based on the 4 mat system to enable complete learning and you will receive an electronic toolkit within the material for subsequent everyday use. We aim for this to be an enjoyable as well as a valuable learning experience and the mix of style and learning techniques prove valuable to those that attend.
- Improved planning, implementation, results and strategic leadership
- Better utilization of core competencies and recognition of next competences needed
- Integration of strategy, finance, and operations
- Greater understanding and willingness to change
- Stronger commitment to goals and objectives
- Much better decision-taking and time and resource allocation - leading to better organisational and individual performance
- Use of a well proven planning process & more effective implementation
- Become a strategic thinker for your organisation
- Learn to develop the range of skills and competencies required to manage conflict and negotiate effectively.
- Learn to effectively mediate and resolve internal and external disputes
- Protect key relationships whilst at the same time negotiating outcomes that meet or exceeding organisational goals.
- Gain the knowledge and confidence to tackle negotiations in a collaborative and constructive manner that produces added value outcomes.
- Develop new skills and thinking processes for you and the organisation
- Increasing behavioural flexibility and career flexibility (vertically and horizontally)
- Accelerated thinking speed and problem resolution for all difficult dilemmas
- Far greater motivation and proactively
- Wider and deeper levels of thinking and engagement
- Provide an deep understanding of personal conflict resolution style
- Develop confidence through an understanding of how to deal with difficult situations and tough negotiations
This seminar is designed for professionals from any industry. You may find it hard to take a “bigger picture” view of business issues - both within and outside of the strategic planning process. Typically you will have some experience of planning but present and future job challenges imply that you need to step up to a new level of competence in this area, or simply in strategic thinking generally.
You will also recognise that involvement in conflict management and negotiation is an increasing part of every professional’s day to day life and a vital skill to master as you progress through your career. You will already have some experience in this area but would now wish to build on this with some formal training.
Day 1: Strategic Thinking and Business Analysis
- What are strategy and strategic planning?
- Why are strategy and strategic planning important?
- What are the main conceptual frameworks?
- External analysis - understanding and analyzing business attractiveness - macroenvironmental factors, growth drivers, competitive forces, market dynamics
- Benchmarking your own strategic position/competitor analysis
- Analyzing customers
- “Thinking backwards from the customer”
- Mini-case on importance of external analysis
Day 2: Internal analysis and fusion of analyses into strategic options
- The interface of external and internal analysis
- Internal analysis: financial
- Internal analysis; non-financial
- The concept and practicalities of the “balanced scorecard”
- Diagnosing strategic problems and opportunities
- Fusion of analyses into strategic choices - SWOT and the strategy matrix
- Case examples of strategic choice
- Mini-case on importance of internal analysis
Day 3: Strategic plans and the relevance of alliances and joint ventures
- Review of the tools used so far
- The content of a strategy: avoiding “paralysis by analysis”
- Putting a strategic plan together – the 5-page framework
- A real-life example of a business strategy/strategic plan
- Strategies for alliances and joint ventures
- Example of best practice in alliances and joint ventures
- Introduction and briefing for the main case study
- First-phase group work on the main case study
Day 4: Global strategy, teambuilding and the management of internal communication
- The essence of globalization and global strategy
- Globalization – the strategic dimension
- Globalization – the organizational dimension
- Globalization – the human dimension
- How to build and manage a strategic planning team
- Communicating strategy through the organization
- Gaining your team’s commitment and buy-in to the strategy
- Second-phase work on the main case study
Day 5: Strategic implementation and getting the value out of strategy
- Final-phase work on the main case study
- Group presentations of the main case study
- Effective execution - converting strategic analysis and planning into action
- Linking strategy with operational objectives
- Implementation – getting practical things done
- Strategic planning of your own career
- Creating tomorrow’s organization out of today’s organization
- Conclusion - the corporate and individual value of strategic thinking
Day 6: Negotiation and Conflict Management
- Negotiation theory and practice – negotiation defined
- Power and society – the rise of negotiation and conflict management
- The sources of conflict in the organisation
- Conflict escalation and steps to prevent it
- Conflict management strategies
- The two distinct approaches to negotiation
- Understanding your own negotiation style
- Negotiation as a mixed motive process
Day 7: Practical Negotiation Strategies
- Strategic and tactical negotiation approaches to negotiation
- Value claiming distributive negotiation strategies
- BATNA, Reserve point, Target point
- Opening offers, Anchors, Concessions
- Value creating Integrative negotiation strategies
- Sharing information, diagnostic questions & unbundling issues
- Package deals, multiple offers and post-settlement settlements
- The four possible outcomes of a negotiation
Day 8: Negotiation Planning, Preparing and Power
- Wants and needs – distinguishing between interests and positions
- A three step model for negotiation preparation
- Your position, their position and the situation assessment
- Understanding the sources of negotiating power
- Altering the balance of power
- The power of body language
- Understanding thoughts from body language
- Dealing with confrontational negotiators
Day 9: Mediation skills – a powerful negotiation tool
- Communication and questioning
- Active listening in negotiation
- ADR processes – putting negotiation in context
- Negotiation, Mediation, Arbitration and Litigation
- Mediation as a facilitated negotiation
- Techniques of the mediator - practical mediation skills to help resolve disputes
- Working in negotiation teams
- Mediation in practice – mediation exercise
Day 10: International and Cross Cultural Negotiations
- International and cross cultural negotiations
- Cultural Values and Negotiation Norms
- Advice for cross cultural negotiators
- Putting together a deal
- Team international negotiation exercise
- Applying learning to a range of organisational situations
- Summary session and questions
|
