Negotiation & Conflict Management In Organisations. Prague Nov Dubai 30 Jul - 03 Aug Budapest Oct 2017

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1 Dubai 30 Jul - 03 Aug 2017 Budapest Oct 2017 Prague Nov 2017 Kuala Lumpur Jul 2018 London Dec Mar May Jun 2018

2 Introduction This GLOMACS Management & Leadership training seminar provides an insightful and revealing strategic analysis of the negotiation process, and then goes on to detail key highly effective practical tools and techniques that can be used in a range of negotiation and conflict scenarios. Delegates will leave this course having significantly improved their ability to add value through the negotiation and conflict management processes and will have enhanced their capacities as managers and leaders. Developing and enhancing our ability to negotiate more skillfully and manage conflict more effectively are amongst the most valuable skills we can acquire to improve our workplace performance and advance our careers and personal development. Not only does developing these skills enable us to negotiate better deals and commercial agreements, they also enable teams to be managed more efficiently, promote more constructive interactions with customers, clients and colleagues, and allow difficult interactions to be handled more successfully. In this training seminar delegates will: Develop valuable insight into their own natural negotiation and conflict management style Acquire a comprehensive understanding of negotiation and conflict management through a detailed analysis of the processes Gain the essential tools and knowledge to plan and manage negotiations in a range of contexts and scenarios Understand key practical highly effective negotiation strategies and how to apply them in a range of situations Enhance their ability to add value through the negotiation and conflict management processes Build on their existing experience and skill to become highly effective negotiators and conflict managers Objectives The aim of this training seminar is to provide delegates with a practical skill set that will allow them to: Gain self-awareness of their personal negotiation and conflict management style Understand the key analysis of the negotiation and conflict process Learn how to achieve collaborative value adding negotiation results Expand their range of negotiating skills and strategies Be able to use a three-step planning guide to analyse and prepare for a negotiation Develop the ability to mediate their own disputes and negotiations and to become a more skilled and effective negotiator Who Should Attend? This training course combines action learning, practical insights, and leading edge theoretical concepts This training course will highly benefit: Ambitious Professionals Management Teams Team Members Administrators and anyone who wish to enhance their negotiation skills and make negotiation a more rewarding and effective part of their job REP ID: 2759 Project Management Institute (PMI) has reviewed and approved GLOMACS as a Global Provider of project management training. This is a PMI Approved/Registered seminar and hence attendance to this seminar will enable those credentialed with PMI to receive applicable PDUs upon updating their status with PMI. (REP logo, PMI & PMP are registered trademarks of Project Management Institute, Inc.) GLOMACS Training and Consultancy

3 Training Methodology Personal Impact This Negotiation and Conflict Management training seminar is designed to be highly interactive, using a mix of case studies, role-play exercises, self-assessment questionnaires, presentations and group discussions. It presents an opportunity for delegates to practice the skills taught using a variety of hands-on negotiation exercises that stress participation and that reinforce and build on the comprehensive course materials. This training methodology allows delegates to significantly improve their negotiation and conflict management skills and to have all their questions answered by the highly experienced negotiation specialist who leads the training course. Organisational Impact By the end of this seminar, delegates will: Develop a self awareness of their natural negotiation and conflict management style Have the skill to think analytically and strategically about the negotiation process Have enhanced their own personal negotiation and conflict management skills Have developed a range of negotiation strategies and an understanding of when to use them to maximise outcomes in a range of different scenarios Be able to use a three strep model to prepare effectively for all negotiations Have enhanced vital leadership, management and personal skills that will impact on their performance across all aspects of their professional lives Increased knowledge and confidence to tackle negotiations in a collaborative and constructive manner Better understanding of what constituted a good negotiation outcome through the meeting of core organisational interests Improved management and leadership skills through an understanding the value of protecting key relationships whilst maximising negotiated outcomes Enhanced ability to negotiate outcomes that meet or exceeding organisational goals. Improved ability to negotiate and manage difficult situations effectively both internally within the organisation and externally with third parties GLOMACS Training and Consultancy

4 Seminar Outline DAY 1 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 organisation Conflict escalation and steps to prevent it Conflict management strategies The two distinct approaches to negotiation Understanding your own negotiation style Negotiation as a mixed motive process DAY 2 Practical Negotiation Strategies Strategic and tactical negotiation approaches to negotiation Value claiming distributive negotiation strategies BATNA, Reserve point, Target point Opening offers, Anchors, Concessions Value creating Integrative negotiation strategies Sharing information, diagnostic questions & unbundling issues Package deals, multiple offers and post-settlement settlements The four possible outcomes of a negotiation DAY 4 Mediation Skills A Powerful Negotiation Tool Communication and questioning Active listening in negotiation ADR processes putting negotiation in context Negotiation, Mediation, Arbitration and Litigation Mediation as a facilitated negotiation Techniques of the mediator - practical mediation skills to help resolve disputes Working in negotiation teams Mediation in practice mediation exercise DAY 5 International and Cross Cultural Negotiations International and cross cultural negotiations Cultural Values and Negotiation Norms Advice for cross cultural negotiators Putting together a deal Team international negotiation exercise Applying learning to a range of organisational situations Summary session and questions DAY 3 Negotiation Planning, Preparing and Power Wants and needs distinguishing between interests and positions A three step model for negotiation preparation Your position, their position and the situation assessment Understanding the sources of negotiating power Altering the balance of power The power of body language Understanding thoughts from body language Dealing with confrontational negotiators Approved Centre REP logo, PMI & PMP are registered trademarks of Project Management Institute, Inc. Negotiation and Conflict Management in Organisations

5 Code Date Venue Fees MG Jul - 03 Aug 2017 Dubai $5,500 MG Oct 2017 Budapest $5,500 MG Nov 2017 Prague $5,500 MG Dec 2017 London $5,500 MG Mar 2018 London $5,500 MG May 2018 London $5,500 MG Jun 2018 London $5,500 MG Jul 2018 Kuala Lumpur $5,500 REGISTRATION DETAILS LAST NAME: FIRST NAME: DESIGNATION: COMPANY: ADDRESS: CITY: COUNTRY: TELEPHONE: MOBILE: FAX: AUTHORISATION DETAILS AUTHORISED BY: DESIGNATION: COMPANY: ADDRESS: CITY: COUNTRY: TELEPHONE: MOBILE: FAX: PAYMENT DETAILS q Please invoice my company q Cheque payable to GLOMACS q Please invoice me CERTIFICATION Successful participants will receive GLOMACS Certificate of Completion 4 WAYS TO REGISTER Tel: +971 (04) Fax: +971 (04) info@glomacs.ae Website: TERMS AND CONDITIONS Fees Each fee is inclusive of Documentation, Lunch and refreshments served during the entire seminar. Mode of Payment The delegate has the option to pay the course fee directly or request to send an invoice to his/her company/ sponsor. Credit card and cheque payments are both acceptable. Cancellation / Substitution Request for seminar cancellation must be made in writing & received three (3) weeks prior to the seminar date. A US$ processing fee will be charged per delegate for each cancellation. Thereafter, we regret that we are unable to refund any fees due, although in such cases we would be happy to welcome a colleague who would substitute for you. Hotel Accommodation is not included in the course fee. A reduced corporate rate and a limited number of rooms may be available for attendees wishing to stay at the hotel venue. Requests for hotel reservations should be made at least three (3) weeks prior to the commencement of the seminar. All hotel accommodation is strictly subject to availability and terms and conditions imposed by the hotel will apply. Attendance Certificate a certificate of attendance will only be awarded to those delegates who successfully completed/ attended the entire seminar including the awarding of applicable Continuing Professional Education Units/Hours. Force Majeure any circumstances beyond the control of the Company may necessitate postponement, change of seminar venue or substitution of assigned Instructor. The Company reserves the right to exercise this clause and implement such amendments. Fair Access / Equal Opportunities In the provision of its services as a world-class Training Provider, the Company is committed to provide fair access / equal opportunities throughout the delivery of its courses and assessment leading to the completion of training seminars, or 3rd party qualifications/certifications. Connect with Us On LinkedIn P.O. Box Dubai, U.A.E. T: +971 (04) F: +971 (04) E: info@glomacs.ae W: Scan the QR Code* to visit and connect to our LinkedIn profile. *Requires QR code reader/scanner application to be installed on your smartphone.