Difficult Negotiations – Conflict Resolution
skydive training

Know how to handle difficult situations

Increase Revenue – Know How to Resolve Conflicts to Your Benefit

Course Title: Difficult Negotiations – Conflict Resolution

Course Objective:  To present the nature of the various types of conflicts that rise during a negotiation and how to effectively manage the conflicts using a variety of conflict styles.  This course also provides a methodology for conducting difficult confrontations with your negotiating counterpart in order address critical problems that cannot be ignored, without de-railing the negotiation, or damaging the relationship.

Intended Participants: Courses are intended for company representatives responsible for reaching economic agreements with foreign companies.

Minimum Requirements:  Fluency in written and spoken English, previous experience in business negotiations.

Course Duration: 4 hrs

Cost:  950,00 Euros

Skills Acquired: In depth understanding of the negotiating process and negotiating goals, as well as understanding the external factors that influence the dynamics of the negotiation.

Course Content:

1.  Conflict Types
1.1.  Over beliefs
1.2.  Opinions/preferences
1.3.  Roles/Relationships
1.4.  Resources
1.5.  Attribution
1.6.  Ethics and Morals
2.  Effective Conflict Management
2.1.  Ability
2.2.  Personal awareness
3.  Conflict Styles
3.1.  Assertiveness
3.2.  Empathy
3.3.  Competing
3.4.  Accommodating
3.5.  Avoiding
3.6.  Problem solving
4.  Conflict Styles – Tactical Approaches
5.  Crucial Confrontations
5.1.  Preparation
5.1.1.  Decide what confrontation to have
5.1.2.  Look at consequences
5.1.3.  When issues should be confronted
5.1.4.  Attribution error
5.1.5.  Silence or violence
5.1.6.  Establishing the mood
5.1.7.  Turning anger into curiosity
5.1.8.  Tell the rest of the story
5.1.9.  Six sources of influence
5.2.  Describe de Gap
5.2.1.  Start with safety
5.2.2.  Share your path
5.2.3.  Establish mutual purpose
5.2.4.  End with a question
5.3.  Motivate
5.3.1.  Explore natural consequences
5.3.2.  keeping commitments painless
5.3.3.  Stay focused and flexible
 

Course Summary: This course analyses the nature of the various types of conflicts that arise during the course of a negotiation and how to effectively manage these conflicts, using a variety of conflict styles.  This course also provides a methodology for conducting difficult confrontations with your negotiating counterpart in order address critical problems that cannot be ignored, without de-railing the negotiation, or damaging the relationship.  The methodology followed is based on the negotiations concepts originally presented by Roger Fisher and William Ury L. These concepts have been updated and revised in this course to include methodologies developed by leading educational institutions in the U.S. such as Harvard University and the University of Notre Dame. The basic principles covered in this course provide the basis for the development of company wide systematic negotiations procedures, and improving the value and durability of the agreements reached with business partners. The course includes the participation in a mock negotiation where the participant is able to put into practice the methodologies and concepts presented in the course, and to reinforce new negotiation habits such as planning, goal setting, establishing better personal ties with the opposing party, finding objective criteria, to identify the interests of each party, and to find creative solutions, among other skills..

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