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04 March 2019 - 08 March 2019

Negotiation skills for the world of work

04 March 2019 - 08 March 2019

Negotiation skills for the world of work

Negotiation skills for the world of work

Course Information

04 March 2019 - 08 March 2019

English

Turin Centre

Code: A9011921

English

Enrolment deadline: 18 January 2019

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Description

Description

The course provides first-hand knowledge and practice of negotiation skills and techniques. It aims to develop participants' capacities to improve their negotiation skills and therefore to reach satisfactory outcomes for their organizations. 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.

Target audience

Target audience

The course is aimed primarily at those currently involved or who are expected to be involved, directly or indirectly, in negotiations, whether at enterprise, sectoral/branch, local or national level. The ILO promotes equality of opportunities and strongly encourages women's applications.

Objectives

Objectives

At the end of the course participants will be able to: 

  • actively use negotiation theory
  • choose when to apply interest-based negotiation as opposed to positional-based bargaining
  • apply newly-acquired negotiation techniques                                                                                                                     
  • demonstrate improved negotiation skills that allow mutual gains.

Contents

Contents

  • 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 in 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

Methodology

Methodology

The methodology used will be highly participatory. The course will combine experts’ presentations, exercises and group work. It will draw upon consolidated training materials designed by the ILO and the ITC/ILO and that have been used in various countries.  

Language

Language

Participants are expected to have a good command of English.

Fees and Applications

Fees and Applications

Participation cost (2,250 Euros) should be paid in advance by the participant or his/her sponsoring organization. Participants will be provided with single-room accommodation with private facilities and three meals at the ITC/ILO Campus, routine medical care and medical/health insurance including during international travel to Turin.

In order to apply, please fill in the online application form by clicking here

You will be required to attach a sponsorship letter from the Institution that will cover your participation cost and air ticket, Alternatively you can send it later. 

Deadline for applications: 19 January 2019

For information regarding payment, cancellation and refunds, please click here.
For any further information, please contact:

Social Protection, Governance and Tripartism Programme
International Training Centre of the International Labour Organization
Viale Maestri del Lavoro 10 Turin 10127, Italy
Tel : + 390116936312
Email: f.fonseca@itcilo.org

next edition

09/Sep/2019

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Tuition cost: 1615

Subsistence cost: 635

Total cost: 2250

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spgt@itcilo.org

 

International Training Centre of the ILO

Viale Maestri del Lavoro, 10
10127 Turin - Italy

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