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Management Course

Negotiating & Dispute Resolutions

The ability to be able to negotiate effectively is a critical competency in both work and life situations. An effective negotiator will draw upon a range of communication and interpersonal skills as well as focusing on issues of the process, planning and objective setting.

Typically, negotiations occur at both the individual and team level internally within peer groups and with employees as well as externally with suppliers and customers. Closely associated with the negotiation process is the possibility of disagreement and dispute conflict; so it is appropriate to consider how best to reduce the risk of disputes and how to resolve then if they do occur.

This course will cover they key stages of negotiation, consider how disputes arise and provide the delegates with an effective toolbox of skills to enable them to follow a structured process. The delegates will be introduced to different negotiation styles and tactics and learn how to recognise and counter them. There will be an opportunity for delegates to carry out a self assessment of their own skills over the whole range of the negotiation topic and they will consider the differences between negotiating individually or as part of a team.

The programme culminates in a realistic dispute resolution case study and the delegates are encouraged to reach an agreement before the forces of law intervene in the dispute.
On completion of the course, participants will be able to:

  • Understand the different phases of the negotiation process
  • Recognise the significance of planning and objective setting
  • Achieve ‘win-win’ outcomes within the bargaining process
  • Engage in negotiations with confidence
  • Identify the causes of disagreements & disputes
  • Understand the significance of disputes and the long term impact they can have on relationships
  • Identify and use strategies to resolve the causes of disputes, rather than deal with symptoms
  • Be sensitive to situations and issues likely to result in disputes
  • Have confidence in confronting and managing disputes
  • An overall objective is to create a supportive learning environment where participates are able to practice newly developed skills. The creation of an enjoyable learning environment will facilitate the realisation of the course objectives

WHO SHOULD ATTAND
This module will be best suited to those who have a fundamental ability in negotiating but want to increase their formal knowledge and enhance their practical skills. The course is aimed at staff at all levels and is applicable to staff from a wide range of business disciplines including engineering, design, project management, production, finance, sales & marketing, business development, purchasing, procurement, commercial and general management. Those who will benefit most will have a current or planned interface with internal “suppliers or customers” or external suppliers or customers through which contracts are negotiated.

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