Course Details
Course Outline
5 days course
- The basis of a negotiated settlement
- Disputes and the need for resolution
- The place of negotiation in the contractual resolution process
- Distributive and integrative approach to negotiations
- Emotion, understanding and perceptions
- Ethics and the impact on the negotiation process
- Preparation and goal setting to maintain focus
- The key stages in planning a negotiation
- Information needs and sources of negotiation power
- Taking positions during the negotiation process
- Drafting your proposal which will open the discussion
- The discussion and importance of timing when closing deals
- Non-verbal communication and the interpretation of body language
- Communication skill models used in negotiation
- Proposals, influence and persuasion
- Establishing commitment
- Building the negotiating team
- Managing multi-party negotiations
- Mediation: form, anatomy, and critique
- Litigation, the trial, and shifts towards negotiated settlement and mediation
- Negotiating risk: How to determine the best choice of resolution system for your client
- Arbitration and its relationship with court litigation
- Case studies on dispute resolution
