Negotiation and Conflict Management in Organizations

Negotiation and Conflict Management in Organizations


Date: (19-23/Mar) (24-28/Sep)

Location: Jakarta – Kuala Lumpur

Register Now

Course Overview


This course provides both a comprehensive strategic analysis of the negotiation process as well as the essential tools for planning and managing every negotiation. Delegates will learn to negotiate excellent outcomes both externally with suppliers, contractors and customers but also internally within your organization between colleagues, departments and managers.


Program Objectives:

  • Gain self-awareness of their personal negotiation and conflict management style
  • Understand the key analysis of the negotiation and conflict process
  • Learn how to achieve collaborative value adding negotiation results
  • Expand their range of negotiating skills and strategies
  • Be able to use a three-step planning guide to analyse and prepare for a negotiation
  • Develop the ability to mediate their own disputes and negotiations and to become a more skilled and effective negotiator


Who Should Attend?

This course will mainly benefit to purchasing managers, senior buyers, project managers, civil engineers, construction managers, contractors, sub-contractors, site engineers, senior management, and government agencies, architects, construction professionals, and anyone responsible for purchasing at a senior level who seeks to enhance their skills further.



Program Outline:


  • What is Emotional Intelligence (EQ)?
  • Reframing self-talk for success
  • Assess your personal profile
  • Identify your strengths and areas for development
  • Establish healthy relationships with others
  • Life giving food for success
  • How to handle stressful situations
  • Building a climate for creativity



  • Understand what is stress
  • Difference between positive and negative stress
  • Symptoms of stress
  • The effects of chronic stress
  • Identify top time-wasters
  • Remain professional under pressure
  • Relaxation techniques
  • Building resilience to stress



  • What is conflict
  • Reasons for workplace conflict
  • Ineffective approaches to conflict resolution
  • Conflict management strategies
  • Techniques for resolving conflicts successfully
  • How to handle different conflict areas
  • Active listening for conflict resolution
  • Communication skills to resolve conflict



  • What is negotiation?
  • Styles in negotiation
  • Win-win negotiation
  • Rational bargaining
  • Principled negotiation
  • How to separate the people from the problem
  • How to invent options for mutual gain
  • Personality styles of negotiators



  • Characteristics of successful leaders
  • Openness and vision for a successful future
  • Innovative thinking for problem solving
  • Harnessing creativity in subordinates through aligned leadership
  • Building trust with others
  • Helping your team prepare for change
  • Motivating yourself and others under pressure
  • Develop a personal action plan



Negotiation and Conflict Management

  • Negotiation theory and practice – negotiation defined
  • Power and society – the rise of negotiation and conflict management
  • The sources of conflict in the organisation
  • Conflict escalation and steps to prevent it
  • Conflict management strategies
  • The two distinct approaches to negotiation
  • Understanding your own negotiation style
  • Negotiation as a mixed motive process


Practical Negotiation Strategies

  • Strategic and tactical negotiation approaches to negotiation
  • Value claiming distributive negotiation strategies
  • BATNA, Reserve point, Target point
  • Opening offers, Anchors, Concessions
  • Value creating Integrative negotiation strategies
  • Sharing information, diagnostic questions & unbundling issues
  • Package deals, multiple offers and post-settlement settlements
  • The four possible outcomes of a negotiation


Negotiation Planning, Preparing and Power

  • Wants and needs – distinguishing between interests and positions
  • A three step model for negotiation preparation
  • Your position, their position and the situation assessment
  • Understanding the sources of negotiating power
  • Altering the balance of power
  • The power of body language
  • Understanding thoughts from body language
  • Dealing with confrontational negotiators


Mediation Skills – A Powerful Negotiation Tool

  • Communication and questioning
  • Active listening in negotiation
  • ADR processes – putting negotiation in context
  • Negotiation, Mediation, Arbitration and Litigation
  • Mediation as a facilitated negotiation
  • Techniques of the mediator – practical mediation skills to help resolve disputes
  • Working in negotiation teams
  • Mediation in practice – mediation exercise

DAY 10

International and Cross Cultural Negotiations

  • International and cross cultural negotiations
  • Cultural Values and Negotiation Norms
  • Advice for cross cultural negotiators
  • Putting together a deal
  • Team international negotiation exercise
  • Applying learning to a range of organisational situations
  • Summary session and questions