Conflicts occur between management and labour, buyer and seller, and frequently, between managers in the same organization. Managers compete for financial and human resources; they may be in conflict over the policies and goals of the organization; or over who has the authority to make decisions. While these conflicts can be disruptive, they lend themselves to resolution through negotiation. Negotiation resolves conflict through a process of communication, exchange, and commitment to a course of action. The intention is to reach an agreement that benefits both sides while recognizing that each side will protect its own self-interest. In this seminar, you will be introduced to the Creative Negotiating approach, and will have opportunities to examine and receive feedback on your own negotiating style and skills.
- Hard, soft and creative negotiating — what are the differences?
- When to negotiate; when not to
- Principles of creative negotiating
- Clarifying interests, issues, and positions
- Probing for the interests of the other person
- Planning the process
- Implementing the agreement
- Measuring the outcomes of the negotiation
- Dealing with hidden conflict
- Power in the negotiating relationship
- Your best and worst alternatives to negotiating
- Communications skills in negotiating
- Pure bargaining strategies (tactics)
Certificate for Emerging Leaders topic area: Personal Effectiveness