INTRODUCTION TO THE COURSE
Strong negotiation and dispute resolution skills are critical assets for professionals seeking to navigate today’s complex business environment. Whether managing client expectations, dealing with internal stakeholders, or resolving conflicts across departments, the ability to negotiate with confidence and resolve disputes constructively is indispensable.
The Negotiating & Dispute Resolutions training course is designed to empower participants with practical tools, strategic frameworks, and interpersonal techniques essential for successful negotiations. This highly interactive training course delves into the key stages of negotiation, explores the causes of disputes, and introduces proven methods to manage and resolve conflict while maintaining positive working relationships.
Delegates will also assess their current negotiation style, learn how to manage team dynamics, and practice techniques to reach mutually beneficial outcomes in both individual and team-based negotiations.
This Negotiating & Dispute Resolutions training course will highlight:
- Understanding the complete negotiation process and its key phases
- Developing clear objectives and strategic plans prior to negotiations
- Recognizing common negotiation tactics and how to respond effectively
- Managing team dynamics and communication in multi-party negotiations
- Identifying the root causes of disputes and applying structured resolution methods
COURSE DETAILS
Objectives
By the end of this Negotiating & Dispute Resolutions training course, participants will be able to:
- Apply effective planning and objective setting techniques for negotiation success
- Use negotiation frameworks to achieve win-win outcomes
- Identify triggers and causes of conflicts in professional settings
- Evaluate the long-term impact of unresolved disputes on relationships and performance
- Apply proven strategies to resolve disputes constructively and maintain collaboration
Training Methodology
This Negotiating & Dispute Resolutions training course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes highly interactive tutor-led group discussions, syndicated exercises, case studies and role playing in a realistic dispute resolution scenario. A formal framework is built around the delegates' current knowledge and they are encouraged to re-discover and share their knowledge and experiences. Delegates will be encouraged to develop both their negotiation and communication skills to increase the value for money provided to their employer.
Who should Attend?
This KC Academy Negotiating & Dispute Resolutions training course is suitable to a wide range of professionals but will greatly benefit:
- Personnel from a wide range of business disciplines
- Departmental heads with the responsibility to drive change through collaboration
- Those who have a current or planned negotiation with internal as well as external suppliers or customers
- Delegates with experience in negotiating but want to improve their knowledge and skills
DAILY AGENDA
Day 1: Fundamentals of Negotiation
- Negotiation defined
- Disputes and the need for resolution
- Place of negotiation in the contractual resolution process
- Commercial impact of the breakdown of negotiations
- Best Alternative To a Negotiated Agreement (BATNA)
- The four phase process of negotiation
Day 2: The Negotiator’s Toolbox
- Preparation
- Information needs
- Drafting your proposal which will open the discussion
- The negotiation discussion phase
- Bargain and Close
- Negotiating position setting
Day 3: Negotiating Styles, Tactics and Ploys
- Cultural & international issues
- Red, Purple & Blue negotiators
- Non-verbal communication and the interpretation of body language
- Make time your friend
- Silence and ploys as tactics and how to respond effectively
Day 4: Personal Fitness and Dealing with Difficult Negotiations
- Interests, positions and escalation
- Stakeholder power behind the interests in negotiation
- Negotiator as a Mediator
- Team negotiations
- Proposals and persuasion
Day 5: Putting it all into Practice
- Team allocation and simulation exercise
- Analysis of performance
- The Do’s and Dont's of Negotiating
- Improving what we do - Action planning
Certificate
- On successful completion of this training course, KC Academy Certificate will be awarded to the delegates.