Introduction:

Organizational negotiation and conflict management represent essential disciplines for sustaining institutional effectiveness and stability. These processes influence decision-making, resource allocation, and the quality of professional relationships within and outside organizations. By understanding negotiation structures and conflict dynamics, leaders can ensure that organizational interests are safeguarded while maintaining long-term collaboration. This program provides a comprehensive framework of concepts, models, and strategies for effective negotiation and conflict management in organizational contexts.

Program Objectives:

By the end of this program, participants will be able to:

Analyze the principles and foundations of organizational negotiation.
Evaluate structured negotiation strategies for achieving sustainable outcomes.
Classify organizational conflicts and their impact on performance.
Assess communication and persuasion methods in negotiation environments.
Design strategic approaches for managing complex negotiation and conflict scenarios.

Target Audience:

Executives and senior managers.
Department heads and team supervisors.
Human resources specialists.
Public relations professionals.
Business development and procurement officers.

Program Outline:

Unit 1:

Foundations of Organizational Negotiation:

The role of negotiation in achieving institutional objectives.
Key elements and phases of the negotiation process.
Organizational-level versus individual negotiations.
Internal and external factors influencing negotiation outcomes.
Ethical and professional considerations in negotiation.

Unit 2:

Strategic Approaches to Negotiation:

Integrative and distributive negotiation frameworks.
Planning and establishing negotiation objectives.
Stakeholder mapping and interest analysis.
Developing a strong Best Alternative to a Negotiated Agreement (BATNA).
Criteria for measuring and evaluating negotiation effectiveness.

Unit 3:

Conflict Dynamics in Organizations:

Primary sources and triggers of workplace conflict.
Classifications of conflicts in organizational settings.
Consequences of unresolved conflicts on institutional performance.
Patterns of conflict escalation and de-escalation.
The leadership role in preventing and managing conflicts.

Unit 4:

Conflict Resolution and Organizational Stability:

Main conflict resolution styles and their applications.
Structured models for addressing workplace conflicts.
Facilitating dialogue between conflicting stakeholders.
Mediation and facilitation as organizational tools.
Sustaining performance during periods of conflict resolution.

Unit 5:

Communication and Persuasion in Negotiation Contexts:

Verbal and non-verbal communication techniques.
Persuasion strategies for influencing outcomes.
Active listening and analytical questioning methods.
Managing emotions and building trust in negotiations.
Structuring clear and impactful negotiation messages.

Organizational Negotiation and Conflict Management

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