Negotiating and Dispute Resolutions

Change Management Strategies and Conflict Resolution

Monday 08 Nov 2021

  • Duration: One Week
  • City: Madrid
  • Fees: Classroom: 4200 GBP / Online: 1900 GBP



Negotiations are critically components for work and real life situations. This course will provide the learner a range of skills like communication, interpersonal skills that is required for negotiations. Learners will be able to conduct self-evaluation of their skills in conducting negotiations.

This course will teach the key steps of effective negotiations and learn different negotiation techniques and also identify them and counter-act them

Course Objectives:

  • Understand the significance of planning and setting SMART objectives
  • Understand the bargaining procedure
  • Analyse the reasons for disagreements and disputes
  • Understand the importance of active team members during negotiations
  • Training on negotiation strategies during practical exercises
  • Different kinds of tactics and plots used against you
  • Understand the strategies for negotiation
  • Understanding how to resolve disputes

Course Outlines:

Day 1

Fundamentals of Negotiation

  • Methodology of negotiation and understanding the do’s and don’ts in negotiations
  • Why/how disputes occur? And how to resolve them
  • Negotiation break-down and its impact commercially
  • Understanding the concept of (BATNA)- best alternative to a negotiated agreement
  • 4 stages of negotiation – preparation, opening, bargaining and closure

Day 2

Negotiation Tools

  • Understanding the need for information
  • Learning to draft a proposal for discussion
  • Discussion phase or “How to start a discussion?”
  • Learning “how to bargain?” and “how to close?”

Day 3

Techniques of Negotiation and its Tactics/Plots

  • Understanding the difference of cultural and international issues
  • Concept of 3 types of negotiators – Red, purple and blue
  • How to understand body language
  • Importance of non-verbal communication
  • “Time is Money”
  • Analysing the tactics/plots and thus responding effectively

Day 4

How to Deal with Difficult Negotiations?

  • Importance on active team negotiation
  • Learning to propose and persuade
  • Learning on how to act as a mediator in negotiation
  • Understanding the concept of “Focusing on Interests rather than positions”

Day 5

Practical Applications

  • Case studies on effective negotiations
  • Analyse your performance
  • Practical training and action planning
  • Allocation of team and training to negotiate
  • Review of the course and “Question and Answer session”
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