Corsi

The objective of this course is to learn how to negotiate in different contexts, being able to identify different negotiation settings and recognise which strategies are effective for particular situations.

It is a practice-oriented course in that participants will gain confidence as a negotiator and apply the theory through roleplay exercises.

Further, we will elaborate on different conflict management styles, understand the basics of mediation, and understand how to effectively manage conflict resolution processes inside an organisation.

🚩DAY 1:

• Understanding Negotiation Essentials
  - Identifying Negotiation Ranges, Targets and Reservation Points, First Offers, Concession Strategies, Claiming Value, Deal Makin
  - Issues and Interests, Creating Value, Logrolling, Problem Solving, Creative Thinking

🚩DAY 2

• Managing Conflict Constructively
  - Consequences of Conflict, Task and Relationship
  - Conflict, Conflict Management Styles, Dispute Resolution Spectrum
  - Workplace Mediation, Commercial Mediation, Conflict Management Skills, Managing Emotion