NEG – Managing conflict through negotiation
Training course introduction
Interpersonal/departmental conflict is a critical point that quite commonly affects personal and professional life. Organization conflict also represent a waste of resources we are not aware of, hidden costs that may substantially affect company results. This training course will help participants develop negotiation competency, reduce organization conflict, improve company results and the quality of interpersonal relationships.
Aims
To help participants develop negotiation skills/competency, cooperate to identify solutions shared by different people/departments and reducing the risk of generating conflict.
Target
Managers, supervisor and professionals responsible for managing resources and/or participating in complex processes.
Training languages
English, Italian
Contents
Conflict, negotiation and related concepts
- Organizational conflict as an expression of non-converging interests
- Identifying the negotiation structure, interests and goals of the counterparties
- Defining tactics and negotiation strategies
The importance of perception
- Interpreting the negotiation context
- Different perception of negotiation context by counterparties
Positional bargaining
- I win, you lose: the zero-sum game
- Using positional bargaining: when, how and why
- Soft or inflexible: peculiarities of two negotiation styles
Giving new structure to the negotiation process
- Restructuring the negotiation context
- Discovering cooperation as a competitive tool
- Dividing the process into phases and managing them individually
- The development of negotiable options
- The paradox as a tool for restructuring the negotiation context
Training method
- Learning by experience
- The trainer helps participants to “discover” the various topics and to face situations that are technically similar to those they are used to deal with or they are expected to
Duration
Two days or more, according to the Client’s needs
Trainer