Negotiation and Conflict Resolution in Organizations

Introduction

Mastering negotiation and conflict management is essential for organizational success. Effective skills in these areas enhance our ability to secure favorable deals, lead teams efficiently, engage constructively with colleagues, and implement successful conflict resolution strategies.

The Negotiation and Conflict Management in Organizations course provides a comprehensive overview of negotiation processes and essential tools for strategic planning and execution. Participants will acquire the expertise needed to achieve optimal negotiation outcomes with external parties such as suppliers, contractors, and customers, as well as resolve internal disputes among colleagues, departments, and managers.

Objectives

Upon completion of the course, participants will:

• Develop self-awareness regarding personal negotiation and conflict management styles.
• Gain a comprehensive understanding of organizational behavior in the context of conflict and negotiations.
• Achieve collaborative, value-based negotiation outcomes.
• Expand their range of negotiation and conflict management skills.
• Utilize a three-step planning guide for effective negotiation preparation.
• Improve mediation skills for more effective negotiation.
• Cultivate value through the negotiation process.
• Enhance dispute management skills based on previous experiences.
• Solve internal and external organizational problems.
• Foster collaborative negotiations through knowledge sharing.
• Improve relationships and achieve better outcomes without compromising bargaining power.
• Enhance leadership skills and overall professional performance.
• Build capacity to broker deals that meet or exceed organizational goals.

Training Methodology

• Case studies
• Role-playing exercises
• Simulation exercises
• Group discussions
• Self-assessment tools
• Interactive workshops
• Scenario-based learning
• Peer feedback sessions
• Mediation practice
• Strategic planning sessions

Course Outline

Unit 1: Negotiation and Conflict Management

• Theory and practice of negotiation
• Power dynamics and the origins of negotiation and conflict management
• Sources of conflict within organizations
• Strategies for avoiding conflict escalation
• Approaches to conflict management
• Dual perspectives in negotiation
• Personal negotiation approaches
• Mixed-motive negotiation processes

Unit 2: Practical Negotiation Strategies

• Negotiation tactics and strategy
• Distributive strategies for value claiming
• Key terms: BATNA, Reserve point, Target point
• Opening offers, anchors, and concessions
• Integrative strategies for value creation
• Sharing information, diagnostic questions, and unbundling issues
• Constructing package deals and exploring negotiation outcomes

Unit 3: Negotiation Planning, Preparing, Power

• Distinguishing wants from needs
• Three-step model for negotiation preparation
• Analysis of position, situation, and power
• Changing the balance of power
• Body language in negotiation
• Effective handling of confrontational negotiators

Unit 4: Mediation Skills – A Powerful Negotiation Tool

• Mastering communication through questioning and persuasion
• Active listening techniques
• Alternative dispute resolution processes: Mediation, arbitration, litigation
• Mediation as facilitated principled bargaining
• Practical mediation skills for dispute settlement
• Collaboration in negotiating teams
• Practical exercises in mediation

Unit 5: International and Cross-Cultural Negotiations

• Engaging in international and cross-cultural negotiations
• Understanding cultural values and negotiation norms
• Tips for negotiating across cultures
• Completing international deals
• Team exercises on international negotiations
• Application of new knowledge in various organizational settings