Advanced Negotiation and Mediation
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Advanced Negotiation and Mediation Course
Introduction:
This course provides participants with a comprehensive understanding of the complexities surrounding disputes and introduces them to advanced models of negotiation and mediation that facilitate their resolution. The course also explores adjudicative forms of dispute resolution, such as litigation and arbitration, and examines their relationship with mediation and negotiation.
A significant aspect of this course is its focus on bridging theory and practice. It aims to equip students with the ability to apply theories of dispute resolution to analyze and address current debates on the appropriate use of various methods for settling claims in different contexts.
Topics covered in the course include the dynamics of disputes, available forms of dispute resolution such as litigation, arbitration, negotiated settlements, and mediation, as well as techniques for determining the most suitable resolution system for a client.
Course Objectives:
If you complete the module successfully, you should be able to:
- judge and select methods of negotiation and alternative dispute resolution.
- define and critically evaluate the different types of strategies employed to become effective negotiators.
- describe and assess substantive and affective conflict as well as interpersonal conflict.
- demonstrate an understanding of how to manage conflicts in a way and manner that leads to constructive outcomes.
- construct a coherent approach and evidence-backed argument for persuading another.
- identify genitive biases that stand as barriers to effective negotiation and conflict management and the deception and biases that could limit one’s own negotiation and conflict management skills.
- demonstrate communication skills (particularly, skills of persuading others).
- apply skills to be more effective in their roles within an organisation by negotiating and managing conflict.
- manage conflict actively through reduction, elimination or avoidance.
Who Should Attend?
Advanced Negotiation and Meditation training Course is ideal for:
- Personnel from a wide range of ‘results based’ business disciplines
- Company representatives who are engaged in national and international negotiations
- 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 of negotiating but want to improve their result
Course Outlines:
- The basis of a negotiated settlement
- Disputes and the need for resolution
- The place of negotiation in the contractual resolution process
- Distributive and integrative approach to negotiations
- Emotion, understanding and perceptions
- Ethics and the impact on the negotiation process
- Preparation and goal setting to maintain focus
- The key stages in planning a negotiation
- Information needs and sources of negotiation power
- Taking positions during the negotiation process
- Drafting your proposal which will open the discussion
- The discussion and importance of timing when closing deals
- Non-verbal communication and the interpretation of body language
- Communication skill models used in negotiation
- Proposals, influence and persuasion
- Establishing commitment
- Building the negotiating team
- Managing multi-party negotiations
- Mediation: form, anatomy, and critique
- Litigation, the trial, and shifts towards negotiated settlement and mediation
- Negotiating risk: How to determine the best choice of resolution system for your client
- Arbitration and its relationship with court litigation
- Case studies on dispute resolution