en

10 September 2018 - 14 September 2018

Negotiation skills for the world of work

10 September 2018 - 14 September 2018

Negotiation skills for the world of work

Negotiation skills for the world of work

Content

• Identifying typical mistakes made by negotiators
• The conflict dynamic
• How conflict develops into a dispute
• Different approaches to dispute resolution
• Outcomes in negotiation
• Different approaches to negotiation
• What positional negotiation looks like
• A problem solving model
• The anatomy of needs based negotiation
• Stages and needs-based negotiation
• The negotiators’ dilemma
• Costs and benefits of different styles of negotiating
• How to maximize joint value and achieve optimum outcomes
• The significance of alternatives to a negotiated agreement
• Reality testing
• How to open up a zone of possible agreement
• The mandating dynamic
• Preparation for negotiation
• Behaviours of effective negotiators
• Working with interests and needs
• Reframing
• Extracting needs
• Finding mutual gains outcomes
• The use of questions
• Generating options and brainstorming
• Managing your own emotion and responding effectively to the emotions of others
• Helping people save face
• Negotiating with difficult people

Contact us

spgt@itcilo.org

 

International Training Centre of the ILO

Viale Maestri del Lavoro, 10
10127 Turin - Italy

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