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Why Choose this Training Course?
Why Choose this Course?
This training course intends to enhance delegates' ability to negotiate effectively - a critical competency in both work and life situations. It will equip them with a range of communication, interpersonal skills, and appreciation of the elements of planning and objective setting in negotiations. There will be an opportunity for delegates to carry out a self-assessment of their skills in key areas of negotiation including team negotiations.
This training course covers the key stages of negotiation, considers how disputes arise, and provides delegates with the skills to follow a structured process. The delegates will be introduced to different negotiation styles, tactics and at the same time learn how to recognise and counter them.
The Negotiating & Dispute Resolutions training course will feature:
The key stages in the negotiation process
The terms associated with the strategy for negotiation
Tactics and ploys which may be used against you in negotiation
The importance of team dynamics when negotiating
Effective negotiation strategies during practical exercises
What are the Goals?
What are the Goals?
By the end of this Negotiating & Dispute Resolutions training course, participants will be able to:
Demonstrate their understanding of the significance of planning and objective setting
Describe how to achieve ‘win-win’ outcomes within the bargaining process
Identify the causes of disagreements & disputes
Understand the impact dispute may have on relationships over the long term
Describe the use of strategies to resolve the causes of disputes
Who is this Training Course for?
Who is this Course for?
This 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
How will this Training Course be Presented?
How will this be Presented?
This 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.
Day One: Fundamentals of Negotiation
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 Two: The Negotiator’s Toolbox
Drafting your proposal which will open the discussion
The negotiation discussion phase
Bargain and Close
Negotiating position setting
Day Three: 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 Four: Personal Fitness and Dealing with Difficult Negotiations
Interests, positions and escalation
Stakeholder power behind the interests in negotiation
Negotiator as a Mediator
Proposals and persuasion
Day Five: Putting it all into Practice
Negotiation case study
Team allocation and simulation exercise
Analysis of performance
The Do’s and Don’ts of Negotiating
Improving what we do - action planning
On successful completion of this training course, a PetroKnowledge Certificate will be
awarded to the delegates
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