/  Negotiating and Dispute Resolutions Training

Negotiating and Dispute Resolutions Training

BMC Training provides a training course in Negotiating and Dispute Resolutions in Project , Procurement and Contracts

Course Title
Venue
Start Date
End Date
  • Kuala Lumpur
    21 - 10 - 2018
    25 - 10 - 2018
  • Istanbul
    28 - 10 - 2018
    1 - 11 - 2018
  • Bali
    21 - 10 - 2018
    25 - 10 - 2018
  • London
    25 - 11 - 2018
    29 - 11 - 2018
  • Dubai
    4 - 11 - 2018
    8 - 11 - 2018
  • Kuala Lumpur
    25 - 11 - 2018
    29 - 11 - 2018
  • Kuala Lumpur
    9 - 12 - 2018
    13 - 12 - 2018
  • Istanbul
    16 - 12 - 2018
    20 - 12 - 2018
  • Bali
    9 - 12 - 2018
    13 - 12 - 2018
  • London
    20 - 1 - 2019
    24 - 1 - 2019
  • Dubai
    13 - 1 - 2019
    17 - 1 - 2019
  • Paris
    20 - 1 - 2019
    24 - 1 - 2019
  • Kuala Lumpur
    3 - 2 - 2019
    7 - 2 - 2019
  • Istanbul
    24 - 2 - 2019
    28 - 2 - 2019
  • Bali
    3 - 2 - 2019
    7 - 2 - 2019
  • London
    10 - 3 - 2019
    14 - 3 - 2019
  • Dubai
    3 - 3 - 2019
    7 - 3 - 2019
  • Paris
    10 - 3 - 2019
    14 - 3 - 2019
  • Kuala Lumpur
    28 - 4 - 2019
    2 - 5 - 2019
  • Istanbul
    21 - 4 - 2019
    25 - 4 - 2019
  • Bali
    28 - 4 - 2019
    2 - 5 - 2019
  • London
    5 - 5 - 2019
    9 - 5 - 2019
  • Dubai
    26 - 5 - 2019
    30 - 5 - 2019
  • Paris
    5 - 5 - 2019
    9 - 5 - 2019
  • Kuala Lumpur
    16 - 6 - 2019
    20 - 6 - 2019
  • Istanbul
    9 - 6 - 2019
    13 - 6 - 2019
  • Bali
    16 - 6 - 2019
    20 - 6 - 2019
  • London
    14 - 7 - 2019
    18 - 7 - 2019
  • Dubai
    21 - 7 - 2019
    25 - 7 - 2019
  • Paris
    14 - 7 - 2019
    18 - 7 - 2019
  • Kuala Lumpur
    25 - 8 - 2019
    29 - 8 - 2019
  • Istanbul
    4 - 8 - 2019
    8 - 8 - 2019
  • Bali
    25 - 8 - 2019
    29 - 8 - 2019
  • London
    1 - 9 - 2019
    5 - 9 - 2019
  • Dubai
    8 - 9 - 2019
    12 - 9 - 2019
  • Paris
    1 - 9 - 2019
    5 - 9 - 2019

Introduction

This course intends to enhance delegates ability to negotiate effectively - a critical competency in both work and life situations. It will equip them with a range of communication, interpersonal skills, and appreciation of the elements of planning and objective setting in negotiations. There will be an opportunity for delegates to carry out a self-assessment of their skills in key areas of negotiation including team negotiations.

This course covers the key stages of negotiation, considers how disputes arise, and provides delegates with the skills to follow a structured process. The delegates will be introduced to different negotiation styles, tactics and at the same time learn how to recognise and counter them.

The course will feature:

  • The key stages in the negotiation process
  • The terms associated with the strategy for negotiation
  • Tactics and ploys which may be used against you in negotiation
  • The importance of team dynamics when negotiating
  • Effective negotiation strategies during practical exercises

Objectives

  • Demonstrate their understanding of the significance of planning and objective setting
  • Describe how to achieve ‘win-win’ outcomes within the bargaining process
  • Identify the causes of disagreements & disputes
  • Understand the impact dispute may have on relationships over the long term
  • Describe the use of strategies to resolve the causes of disputes

Content

Day One

Fundamentals of Negotiation

  • Negotiation defined
  • Disputes and the need for resolution
  • Place of negotiation in the contractual resolution process
  • Commercial impact of the breakdown of negotiations
  • Best Alternative To a Negotiated Agreement (BATNA)
  • The four phase process of negotiation
Day Two

The Negotiator’s Toolbox

  • Preparation
  • Information needs
  • Drafting your proposal which will open the discussion
  • The negotiation discussion phase
  • Bargain and Close
  • Negotiating position setting
Day Three

Negotiating Styles, Tactics and Ploys

  • Cultural & international issues
  • Red, Purple & Blue negotiators
  • Non-verbal communication and the interpretation of body language
  • Make time your friend
  • Silence and ploys as tactics and how to respond effectively
Day Four

Personal Fitness and Dealing with Difficult Negotiations

  • Interests, positions and escalation
  • Stakeholder power behind the interests in negotiation
  • Negotiator as a Mediator
  • Team negotiations
  • Proposals and persuasion
Day Five

Putting it all into practice

  • Negotiation case study
  • Team allocation and simulation exercise
  • Analysis of performance
  • The Do’s and Don’ts of Negotiating
  • Improving what we do - action planning

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