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1 - MLC - Management and Leadership

MLC 182 - Negotiation, Critical Thinking and Conflict Management in Organizations

Code Start Date Duration Venue
MLC 182 16 October 2023 5 Days Istanbul Registration Form Link
MLC 182 20 November 2023 5 Days Istanbul Registration Form Link
MLC 182 25 December 2023 5 Days Istanbul Registration Form Link
Please contact us for fees


Course Description

The ability to negotiate effectively and manage conflict is one of the most valuable skill sets we can develop within our organisation. Not only does developing these skills allow us to negotiate better deals by creating and then claiming value, but it also enables us to manage teams more expertly, interact more constructively with colleagues and manage conflict effectively. This course provides both a comprehensive strategic analysis of the negotiation process as well as the essential tools for planning and managing every negotiation. Participants will learn how to negotiate both externally with suppliers, contractors and customers; and internally within organisations between colleagues, departments and managers.

Course Objectives

  • Understanding the key analysis of the negotiation and conflict process
  • Gaining self-awareness of personal negotiation and conflict management style
  • Learning how to achieve collaborative value by negotiation
  • Expanding the range of negotiating skills and strategies

Who Should Attend?

  • Supervisors
  • Managers
  • Executives
  • Those who wish to improve their understanding of contemporary negotiation techniques

Course Details/Schedule

Day 1

  • Negotiation theory
  • Power and society
  • The sources of conflict in the organisation
  • Conflict escalation and steps to prevent it
  • Conflict management strategies
  • Understanding your own negotiation style

Day 2

  • Strategic and tactical negotiation
  • Opening offers and Concessions
  • Integrative negotiation strategies
  • Sharing information and diagnostic questions
  • Package deals, multiple offers and post-settlement settlements
  • Possible outcomes of a negotiation

Day 3

  • Wants and needs – distinguishing between interests and positions
  • Models for negotiation preparation
  • Your position, their position and the situation assessment
  • Understanding the sources of negotiating power
  • Altering the balance of power
  • The power of body language
  • Dealing with confrontational negotiators


Day 4

  • Communication and questioning
  • Active listening in negotiation
  • Negotiation, mediation, arbitration and litigation
  • Self-confidence and Critical Thinking 
  • Analytical thinking tools 
  • Thinking critically step-by-step 
  • The effect of critical thinking on negotiations 

Day 5

  • International and cross cultural negotiations
  • Cultural values and negotiation norms
  • Advice for cross cultural negotiators
  • Understanding people styles at work
  • Persuasion Techniques
  • Anchoring
  • Commitment & Consistency
  • Authority
  • Reciprocation