Um curso de formação intensivo de desenvolvimento profissional sobre
Conflict Management
and Negotiating Skills
Enhancing Capacity to Build Effective Agreements
We currently have no scheduled sessions for this course. If you are interested in running this course, please contact our Training Department at [email protected]
Porquê escolher este curso de formação?
Conflict is both natural and inevitable whenever people interact together in the commercial world. For good ideas and true innovation, you need human interaction, conflict, argument and debate. It has been said that "Conflict is inevitable, but combat is optional" - how we manage conflict is therefore what distinguishes highly effective managers, professionals and leaders from everyone else. This AZTech five-day training course will examine organisational and commercial conflict and explore in detail the effective negotiation and mediation techniques that can be used to manage it constructively. As Winston Churchill said, "Courage is what it takes to stand up and speak. Courage is also what it takes to sit down and listen."
Este curso de formação inclui
- A strategic analysis of the conflict process
- Self analysis of attitudes towards conflict and its management
- Key negotiations strategies and how to use them in practice
- Mediation techniques and how they can be effectively utilised
- The impact of cultural difference on conflict & negotiation
Quais são os objectivos?
By the end of this AZTech training course, participants will:
- Understand how conflict can be positive and how to handle different interests constructively
- Be able to manage opposing demands and positions to negotiate solutions that last
- Learn to comprehensively analyse the negotiation process and use highly successful negotiation strategies
- Know how to use a range of practical mediation strategies to effectively resolve disputes
- Enhance their ability to handle conflict and negotiate effective solutions
A quem se destina este curso de formação?
Este curso de formação AZTech é adequado a um vasto leque de profissionais, mas beneficiará muito:
- Professionals
- Gestores
- Líderes de equipa
- Administrators
- Anyone who wishes to enhance their skill set to make their conflict management and negotiation performance a more effective part of their competencies
Como é que este curso de formação será apresentado?
This AZTech training course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes using a mix of presentations, case studies, highly interactive role-play exercises, self-assessments and group discussions. The teaching methods used provide an opportunity for delegates to learn, develop and then practice the skills taught using a variety of hands-on exercises that stress participation and that reinforce and build on the comprehensive course materials provided.
O conteúdo do curso
Day One: A Strategic Analysis of the Conflict Process
- A conflict at the heart of every negotiation
- What causes conflict and how it escalates
- The Thomas-Kilmann model of conflict management
- Understanding conflict management style
- Building a behavioural analysis of negotiation
- Conflict management as a social dilemma
Day Two: Core Strategies – Bargaining to Claim Value
- Understanding the strategic landscape
- Calculating when to walk away
- Aiming high – the value of aspirations
- First offers – the science of anchoring
- Concession behaviour – giving things away
- The power of reasonableness & fairness
Day Three: Core Strategies – Problem Solving to Create Value
- Search for the Pareto efficient frontier
- Focus on interests and not positions
- The strategic importance of information exchange
- High value – low value trades
- Preparation and the anatomy of negotiation
- Power and leverage
Day Four: Effective Communication & Powerful Mediation Strategies
- The importance of non-verbal communication
- Communication through skillful listening
- Adapting your message – different communication styles
- Formal processes for resolving disputes
- Key features of the mediation process
- Facilitating agreement – overcoming stalemate
Day Five: Cultural Difference and Building Teams
- Dealing with difficult people in a dispute
- Negotiating across cultural difference
- Avoiding the pitfalls of cross cultural negotiations
- Building negotiation teams
- Creating organisational negotiating capacity
- Summary – key takeaway points
O certificado
- Certificado de conclusão AZTech para os delegados que frequentam e concluem o curso de formação
QUER SABERMAIS SOBRE ESTE CURSO?
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