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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
Deadline for application: 10 August 2018
English
A9011108
Turin Centre
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Course Information

10 September 2018 - 14 September 2018

English

Turin Centre

Code: A9011108

Deadline: 10 August 2018

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This course aims to develop participants' knowledge and understanding of consensus-building approaches to conflict management and dispute resolution. Emphasis is placed on how to move from a traditional style of adversarial negotiation to a negotiation style that allows mutual gains and strengthened relationships among parties and therefore also contributes to better compliance with standards at enterprise or sectoral level.

Description

Description

This course aims to develop participants' knowledge and understanding of consensus-building approaches to conflict management and dispute resolution. Emphasis is placed on how to move from a traditional style of adversarial negotiation to a negotiation style that allows mutual gains and strengthened relationships among parties and therefore also contributes to better compliance with standards at enterprise or sectoral level.

Target audience

Target audience

The course's target groups are those currently involved or who are expected to be involved, directly or indirectly, in negotiations, whether at enterprise, sectoral/branch or national level.

Objectives

Objectives

The ITCILO courses on negotiation aim to develop participants’ knowledge and understanding of consensus-building approaches to conflict management and dispute resolution. Emphasis is placed on how to move from a traditional style of adversarial negotiating to a negotiation style that allows mutual gains and strengthened relationships among parties.

Content

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

Language requirements

Language requirements

The workshop will be conducted in English and participants are therefore expected to have a good command of the English language.

Contact us

spgt@itcilo.org

Costs

Tuition cost: 1600

Subsistence cost: 615

Total cost: 2215

 

International Training Centre of the ILO

Viale Maestri del Lavoro, 10
10127 Turin - Italy

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