An Intensive 5-day Training Course
Institutional Negotiation and Conflict Management
Developing a Critical Skill Capacity, Cornerstone of High Performance
CLASSROOM DATES
INTRODUCTION
Successful negotiation is more than reaching an agreement. It is the ability to understand interests, manage relationships, influence outcomes and create sustainable value—even when discussions become challenging.
The Institutional Negotiation and Conflict Management training course provides participants with a practical and strategic framework for handling negotiations and workplace conflict with greater confidence and control. Through proven negotiation principles, practical techniques and realistic organisational scenarios, delegates will learn how to prepare effectively, communicate persuasively, manage difficult behaviours and achieve stronger outcomes.
The course combines strategic thinking with hands-on application, helping participants transfer their learning directly into their professional environment. Whether negotiating commercial agreements, resolving internal disputes, managing stakeholders or dealing with challenging individuals, delegates will develop the skills required to navigate complex situations successfully.
In this training course, you will:
- Discover your personal negotiation and conflict-management style
- Understand the psychology and structure behind successful negotiations
- Develop practical strategies for both competitive and collaborative negotiations
- Learn how to prepare systematically for important negotiations
- Improve your ability to manage difficult, confrontational and aggressive behaviour
- Develop stronger communication, listening and influencing skills
- Apply mediation techniques to resolve workplace disputes
- Strengthen your ability to achieve sustainable, value-adding outcomes
TRAINING OBJECTIVES
By the end of this training course, participants will be able to:
- Assess their own negotiation strengths, weaknesses and behavioural tendencies
- Structure and control negotiations more effectively
- Identify sources of negotiating power and use them appropriately
- Establish BATNA, reservation points and target outcomes
- Develop effective strategies for claiming and creating value
- Use questioning and active listening to uncover underlying interests
- Prepare confidently for complex negotiations using structured planning tools
- Manage conflict before it escalates into damaging disputes
- Deal constructively with difficult and confrontational negotiators
- Apply mediation techniques to facilitate mutually acceptable solutions
- Adapt negotiation strategies to different cultures and business environments
WHO SHOULD ATTEND?
This course is designed for professionals who regularly negotiate, influence others, manage relationships or deal with conflict as part of their role.
It is particularly valuable for:
- Senior Managers and Executives
- Department Heads
- Project Managers
- Team Leaders and Supervisors
- Procurement and Contract Professionals
- Sales and Business Development Professionals
- HR and People Professionals
- Legal and Commercial Professionals
- Administrators and Coordinators
- Professionals responsible for stakeholder management
- Anyone seeking to strengthen their negotiation and conflict-management capabilities
TRAINING METHODOLOGY
This highly interactive course combines practical learning with strategic insight. Participants will engage in realistic negotiation and conflict-management scenarios designed to reinforce the concepts covered throughout the programme.
The methodology includes:
- Interactive presentations
- Individual self-assessments
- Negotiation simulations
- Role-play exercises
- Organisational case studies
- Group problem-solving activities
- Facilitated discussions
- Practical mediation exercises
- Peer feedback and reflection
The emphasis is on learning by doing, allowing participants to experiment with different approaches, receive feedback and develop techniques that can immediately be applied in the workplace.
TRAINING OUTLINE
Day 1: Understanding Negotiation & Organisational Conflict
- The Nature and Purpose of Negotiation
- Essential Conditions for Successful Negotiation
- The Evolution of Negotiation Theory
- Power, Influence and Dependency
- Understanding the Sources of Organisational Conflict
- Recognising the Stages of Conflict Escalation
- Preventing Conflict from Becoming Destructive
- Five Core Approaches to Conflict Management
- Competition versus Collaboration
- Understanding Your Personal Negotiation Style
- Negotiation as a Mixed-Motive Process
Day 2: Strategies for Creating & Claiming Value
- Developing Effective Negotiation Strategies
- Competitive Negotiation and Value Claiming
- Understanding the Negotiation “Pie”
- BATNA, Reservation Point and Target Point
- Opening Positions and Strategic Anchoring
- Managing Offers and Concessions
- Identifying Interests Behind Positions
- Diagnostic Questions and Information Gathering
- Unbundling Complex Issues
- Collaborative Value Creation
- Package Deals and Multiple Offers
- Post-Settlement Settlements
- Evaluating Negotiation Outcomes
Day 3: Preparation, Power & Mediation
- The Importance of Strategic Negotiation Preparation
- Using a Negotiation Planning Template
- Internal and External Preparation
- Situation Analysis and Strategic Assessment
- Identifying Sources of Negotiating Power
- Leveraging Power Responsibly
- Negotiation, Mediation, Arbitration and Litigation
- Understanding Mediation as Facilitated Negotiation
- Practical Mediation Techniques
- Managing Disputes Constructively
- Dealing with Confrontational Negotiators
- Turning Difficult Conversations into Productive Dialogue
Day 4: Communication, Influence & Negotiation Performance
- Communication Strategies for Negotiators
- Presenting Information for Maximum Influence
- Advanced Active Listening
- Asking Powerful and Diagnostic Questions
- Non-Verbal Communication and Body Language
- Reading Non-Verbal Signals
- Managing Communication within Negotiation Teams
- Building High-Performance Negotiation Teams
- Improving Team Coordination and Decision-Making
- Ethical Considerations in Negotiation
- Maintaining Trust While Protecting Organisational Interests
Day 5: International Negotiation & Practical Application
- Understanding Culture and Negotiation Behaviour
- How Culture Influences Business Negotiations
- Hofstede’s Cultural Dimensions
- Adapting to Cross-Cultural Negotiating Styles
- Managing International Negotiation Challenges
- Key Features of International Agreements
- Building Sustainable and Mutually Beneficial Deals
- Avoiding Common Negotiation Mistakes
- Applying Negotiation Skills to Organisational Scenarios
- Integrated Negotiation Simulation
- Key Lessons and Personal Action Planning
- Building a Stronger Negotiating Organisation
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FAQ
EuroMaTech provides a range of ISO certification and compliance training courses, including:
- ISO 9001 – Quality Management Systems Training
- ISO 45001 – Occupational Health & Safety Management Training
- ISO 14001 – Environmental Management Systems Training
These courses help organizations adopt internationally recognized standards and improve their overall performance.
To register for a training course, you can:
- Visit the EuroMaTech website, browse the available courses, and follow the online registration process.
- Contact EuroMaTech’s support team for assistance with course selection or inquiries about corporate training solutions.
EuroMaTech stands out as a leader in training and professional development due to:
- 30+ years of experience delivering high-impact training courses across industries.
- Accreditations from leading institutions, ensuring top-tier course quality and recognition.
- A portfolio of thousands of training courses, serving professionals at every level.
- A focus on innovation and future-ready learning models, including blended and digital training.
- Long-term partnerships with organizations globally, ensuring sustained success through talent development.
EuroMaTech has successfully delivered thousands of training courses, with thousands of professionals from over 50 countries attending annually.
We are happy to share the profiles of our expert instructors. To learn more about their qualifications and experience, please contact us info@euromatech.com
We provide two flexible training formats to suit your preferences:
- Classroom Training: Experience in-person learning with expert instructors. Engage in interactive discussions, hands-on activities, and benefit from face-to-face networking.
- Online Training: Join live online sessions from anywhere, offering flexibility for those with busy schedules or who prefer remote learning.
- In-House Training: We can bring our training directly to your organization, allowing for tailored sessions that address your specific needs and objectives.
Yes, we provide tailored training solutions designed to meet the specific needs of your organization. Customized courses can be delivered either in-person or online, and you can select the dates and duration that best fit your schedule. For more details, please contact us at inhouse@euromatech.com
Yes, we can assist you with the following:
- Corporate Discount: If available, we can extend our corporate discount for your stay at selected hotels.
- Hotel Suggestions: We can provide recommendations for nearby hotels based on your preferences and budget.
Feel free to explore online booking platforms for the most cost-effective options.
