About the Course

The world of commerce and contracting is increasingly complex; therefore, mastering the ability to negotiate is more important than ever in a commercial, organisational and professional environment. We must negotiate to achieve results in almost everything we do, not only with customers, clients, suppliers and contractors but also with managers, fellow employees and colleagues within our organisation.

Where there is workplace interaction, there will inevitably be disagreement and dispute. As a manager or leader, you must understand how to deal with conflict and confidently facilitate constructive conversations. Recognising, understanding and responding appropriately is essential and bringing negotiations or disputes to a successful resolution.

This Contract Negotiation and Dispute Settlement training course will look at various approaches and negotiation principles. It will provide delegates with the skills, knowledge and competencies required to plan and negotiate effectively in multiple environments. It covers the key stages of negotiation, considers how disputes arise and provide delegates with the skills to follow structured processes. The delegates will be introduced to different negotiation styles and tactics and, at the same time, learn how to recognise and counter them. There will be an opportunity for delegates to self-assess their skills in key areas of negotiation, including team negotiations, and undertake negotiation role-playing in a safe environment.

Core Objectives

The delegates will achieve the following objectives:

• Understand the basic concepts of negotiation and how it adds value to the organisation
• Understand the types of dispute and the standard ways to reach a settlement
• Recognise the stages of negotiations and the skills required at each stage
• Make use of tried and tested negotiation planning tools
• Apply a range of negotiation tools and techniques to support the business in obtaining value for money, quality and fit-for-purpose outcomes
• Appreciate the importance of interpersonal skills in maximising the opportunities for reaching win/win agreements
• Recognise the importance of the organisation adopting a strategic approach to negotiation
• Explore how concepts such as Emotional Intelligence, Transactional Analysis and Conflict Resolution can be applied to negotiation and dispute settlement scenarios
• Identify the most common barriers to a successful negotiation outcome and develop strategies to overcome these
• Apply a range of persuading and influencing tools and techniques to support the business in obtaining value for money, quality and fit-for-purpose outcomes
• Appreciate the importance of verbal and non-verbal communication skills in maximising the opportunities for reaching win/win agreements

Training Approach

This training course is driven by a blended learning approach and draws on various adult learning techniques such as action learning, experiential exercises, group discussions, video case studies, role play and self-reflection activities. The resulting variety helps delegates stay engaged throughout the course, feel challenged and draw quick wins for their development. It also ensures delegates are exposed to ample opportunities to apply what they learn to the real-world challenges they face back in the workplace.

The Attendees

This training course is designed for managers and team members who are new to the negotiation process or would benefit from a more structured approach to negotiating with suppliers and internal stakeholders. It will benefit the delegates who participate in or support negotiations, manage contracts and are required to manage and settle disputes.

Likewise, it will be valuable to the professionals but not limited to the following:

• Finance
• Sales Managers
• Business Development Managers
• Technical Experts
• Project Managers
• Contract Managers
• Procurement Managers
• Internal Customers
• Experienced Negotiators who want to refresh their skills

Daily Discussion

DAY ONE: INTRODUCTION TO NEGOTIATION

• Overview
• Negotiation Defined
• Place of Negotiation in the Contractual Resolution Process
• Commercial Impact of the Breakdown of Negotiations
• Best Alternative to a Negotiated Agreement (BATNA)
• The Phases of Negotiation
• Disputes and the need for resolution
• Types of disagreement and standard ways to reach a settlement

DAY TWO: NEGOTIATION STRATEGY

• Preparation
• Information Needs
• Drafting proposal which will open the discussion
• The Negotiation Discussion Phase
• Bargain and Close
• Negotiating Position Setting
• Dealing with Conflict

DAY THREE: NEGOTIATION SKILLS & BEHAVIOURS

• Cultural & International Issues
• Red, Purple & Blue Negotiators
• Non-verbal Communication
• The interpretation of body language
• Make Time your Friend
• Silence and ploys as tactics and how to respond effectively
• Negotiation Teams and Team Roles

DAY FOUR: PERSONAL NEGOTIATION SKILLS

• Interests, Positions and Escalation
• Stakeholder power behind the interests in negotiation
• Negotiator as a Mediator
• Team Negotiations
• Proposals and Persuasion
• Behavioural Aspects of Negotiation: Psychology, perception and influencing in planning and carrying out negotiations
• Practical Planning and Objective Setting Role Play

DAY FIVE: PUTTING IT ALL TOGETHER

• Team Allocation and Simulation Exercises
• Analysis of Performance
• The Do’s and Don’ts of Negotiating
• Key Learning: Personal Development Action Planning