Negotiation and Conflict Management in Organizations

Negotiation and Conflict Management in Organizations

*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 organization

· Conflict escalation and steps to prevent it

*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 organization

· Conflict escalation and steps to prevent it

· Conflict management strategies

· Understanding your own Negotiation style

· Negotiation as a mixed motive process

*Practical Negotiation Strategies

· Strategies and tactical Negotiation approaches to Negotiation

· Value claiming distributive Negotiation strategies

· BATNA, Reserve point, Target point

*Mediation skills – a powerful Negotiation tools

· Communication and questioning

· Active listening in Negotiation

· ADR processes- putting Negotiation in context

· Negotiation, mediation, Arbitration and Litigation

· Medication as a facilitated Negotiation

· Working in Negotiation team

· Mediation in practice- mediation exercise

*International and cross cultural Negotiation

· International and cross cultural Negotiation

· Cultural Values and Negotiation Norms

· Advice for cross cultural negotiators

· Putting together a deal

· Applying learning to a range of organizational situations

· Summary session and questions

* Negotiation planning, Preparing

· Wants and needs- distinguishing between interest and positions

· A three step model for Negotiation preparation

· Understanding the sources of negotiating power

· Altering the balance of power

·Understanding thoughts from body language

· Dealing with confrontational Negotiation