Advanced Negotiation and Mediation
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Advanced Negotiation and Mediation Course
Introduction:
This course introduces participants to a range of issues surrounding the dynamics of disputes and to the advanced models of negotiation and mediation designed to aid in their resolution. The course also considers adjudicative forms of dispute resolution (litigation and arbitration) and discusses how these relate to mediation and negotiation.
An important feature of the course is how it examines the interface between theory and practice. The course aims to assist students in using theories of dispute resolution to understand and address contemporary debates as to how various methods should be used to settle claims in different contexts.
The course will cover the dynamics of disputes, the forms of dispute resolution available - litigation, arbitration, negotiated settlement, and mediation - and how to determine the best choice of resolution system for your 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 organization 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 in 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 toward 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
