NEGOTIATING & DISPUTE RESOLUTIONS

Objective:

• Understand the importance of planning and setting clear negotiation objectives
• Apply proven negotiation techniques to achieve mutually beneficial (win-win) outcomes
• Identify the root causes of disagreements, conflicts, and disputes
• Recognize the long-term impact of unresolved disputes on business relationships
• Use practical strategies to manage, resolve, and prevent conflicts effectively

Content:

Fundamentals of Negotiation

• Understanding the principles and purpose of negotiation
• Recognizing disputes and the importance of effective resolution
• The role of negotiation in contract resolution
• Commercial impact of unsuccessful negotiations
• Introduction to Best Alternative to a Negotiated Agreement (BATNA)
• The four phases of the negotiation process

The Negotiator’s Toolbox

• Preparing effectively through planning and information gathering
• Developing clear negotiation proposals
• Managing discussion and bargaining stages
• Establishing negotiation positions and objectives

Negotiation Styles, Tactics and Techniques

• Cultural and international considerations in negotiation
• Understanding Red, Purple, and Blue negotiation styles
• Interpreting body language and non-verbal communication
• Using time and silence strategically during negotiations

Managing Challenging Negotiations

• Distinguishing between interests and positions
• Managing power dynamics and stakeholder interests
• The negotiator’s role as a mediator and facilitator
• Team-based negotiation strategies and persuasive communication techniques

Practical Negotiation Application

• Team assignments and negotiation simulation exercises
• Performance review and feedback
• Negotiation best practices: dos and don’ts
• Developing a personal action plan for continuous improvement

Who Should Attend?

• Professionals across a wide range of business sectors
• Departmental Heads responsible for leading change through collaboration
• Professionals who negotiate with internal or external suppliers, customers, or stakeholders
• Contract, Procurement, Sales, and Business Development Professionals
• Project Managers, Team Leaders, and Supervisors