Advanced Dispute Resolution & Negotiation Techniques
Course Info
Code PM2-116
Duration 5 Days
Format Classroom
Course Summary
Dealing with negotiations both inside and outside your business is essential for growth and progression. Your relationships with your employees, suppliers, and your partners will determine your future project plans and may help to shape your business. It’s important to understand the basics of negotiation to create a mutually beneficial relationship with all parties. Sometimes, this requires you to make a compromise to achieve your long-term goals.
On occasion, you and your partners or suppliers may not agree with the direction that your company should take, which can lead to awkwardness and arguments if not managed carefully.
It’s essential to understand the motivations of each party and determine a middle ground that works for everyone. The ability to resolve disputes calmly and productively will create a better relationship with external parties and will give you a good reputation when agreeing on other contracts in the future.
The ability to negotiate effectively and resolve disputes to benefit all parties will require careful consideration of the needs of each person involved and their motivations for development. Effective communication skills, body language, and the ability to paint a picture of your intentions will help both parties to understand each other and achieve a positive resolution.
- To understand how SMART objectives can aid negotiations.
- To develop your communication skills to build rapport and understanding between suppliers and partners.
- To create a clear project map to understand your goals.
- To highlight areas where compromise is required to achieve the best outcome.
- To handle disputes and confrontation professionally to gain a positive outcome.
- To explain your action plan in detail to be wholly transparent.
- To provide insight into the benefits that each company has in supporting the goals of others.
- To demonstrate strength and professionalism in a negotiation scenario.
- To analyse the reasons that disputes may occur.
- To understand tactics for effective negotiation.
- To develop long-term, mutually beneficial outcomes to support business growth.
This course is designed for anyone within an organisation tasked with negotiating budgets and project plans for future development. It would be most beneficial for:
- Business Owners
- Departmental Leads
- Account Managers
- Financial Managers
- Project Planners
- Supply Chain Managers
- Operations Managers
- Bid Writers
- Executives
- Directors
This course uses a variety of adult learning techniques to aid full understanding and comprehension. Participants will review real-life negotiation meetings and assess the research and background information that helped to overcome differences and barriers.
They will work in groups to discuss their own business and the types of negotiations that may be required and gain insight into areas that may cause disputes. They will then conduct role-playing activities and scenarios using the practices and negotiation tools provided in order to come to a mutually beneficial resolution utilising their learned communication tactics to avoid disputes.
Course Content & Outline
- Understanding the dos and don’ts of effective negotiation.
- How disputes occur and how to recognise the signs.
- The impacts of disputes on your business.
- BATNA - the best alternative to a negotiated agreement.
- Using SMART objectives to help display your aims.
- The 4 stages of negotiation - preparing, opening, bargaining, and closure.
- Information gathering and data analysis.
- Supporting your points with evidence.
- Developing a draft proposal.
- Preempting disputes and creating a viable alternative.
- Creating an effective discussion.
- Where are you willing to negotiate?
- Leaving room for change.
- How does your proposal benefit the other parties involved?
- Negotiating around a difference of opinion.
- The 3 versions of a negotiator - red, blue, and purple.
- Understanding body language.
- Non-verbal communication and how to negotiate change.
- Tactics to achieve your end goal.
- Team negotiations and working with group discussions.
- Mediation techniques and ensuring a positive outcome.
- Meeting in the middle and developing a beneficial outcome for all.
- Interest focus vs. position focus.
- Proposal and persuasion.
- Effective negotiation examples.
- Your performance analysis and fact sharing.
- Review your negotiations and make continuous improvements.
- Action planning and role-playing.
- Innovative solutions to disputes.
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