As businesses emerge from a period of turmoil caused by conflict and pandemic throughout the world, we, as business leaders, need to negotiate confidently. Sometimes we are faced with undo pressure to achieve results at speed. Often, we are faced with risk due to the fact that all the information is not reliable or forthcoming in the way that we previously expected. Uncertainty and crisis often have a paralysing effect on our ability to think clearly and make decisions. This Crisis Negotiation training course will assist attendees to act decisively with clarity and pace, in order to approach negotiations with confidence and skill.
This training course will feature:
Understanding the pressures crisis will put up on the negotiation
Determining how teams need to function under pressure
Building persuasive proposals for better negotiated outcomes
Understanding how a crisis may affect ethics and behaviours in negotiation
Examining the role of emotional intelligence during negotiated settlements
What are the goals?
By the end of this training course participants will be able to:
Determine sources of pressure which come from crisis driven situations
Identify the critical issues in negotiation that are affected when crisis arises
Understand how to build personal strategies for coping in times of crisis
Design proposals which will persuade the other party to reach agreements
Apply techniques to bring about workable solutions through negotiated agreements
Who is this training course for?
A wide range of professionals will benefit from attending this course due to the nature of negotiating in a business world which is experiencing disruptive influences on a global scale.
This training course is suitable to a wide range of professionals but will greatly benefit:
Managing Directors, Departmental Heads, Senior and Mid Managers
Delegates wishing to develop negotiation skills especially under pressure from crises
Delegates who regularly work with external suppliers or customers
Departmental Heads working on interdepartmental alliances to achieve results
Personnel involved in critical negotiations affected by crisis pressures
How will this training course be presented?
This training course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes professional learning techniques combined with presentations, interactive practical exercises, group activities and case studies will help delegates to build a formal framework around their current knowledge and skills.
Delegates will be encouraged to develop both their thinking, negotiation and persuasion skills, applying these to the crisis negotiations and maintenance of negotiated alliances to increase the value for money provided to their employer.
Course Outline
Day One: Crisis What Crisis? Causes of Pressure on the Negotiation Process
Where does crisis pressure come from?
Understanding the negotiation framework
How Interests rights and power may be affected in a crisis
Personal capacity for handling crisis pressure
Using paradigm shift to facilitate negotiation during crisis
Day Two: Understanding Strategic Approaches to Negotiation During Crisis
Distributive and integrative negotiation strategies
Planning for best alternatives and zone of agreement
The quest for win-win when negotiating under pressure
Prioritisation of issues and assessment of value in the bargaining mix
How negotiators’ power may be affected during crisis
Day Three: The Psychological Factors in Crisis Negotiation
The psychology of negotiation understanding negotiation driving forces
The power of persuasive proposals to secure commitment
Adapting your wants and needs in times of crisis
Using emotional intelligence to drive a crisis negotiation
Body language and non-verbal communication in negotiation
Day Four: The Effect of Crisis on Risk, Ethics and Commitment
If the message is believable, is it truthful?
Examining the power of deception
Risk aversion in negotiation when faced with a crisis
Contextual pressure on unethical behaviour
Gaining commitment during crisis
Day Five: Multi-party Negotiation, Coalition and Reaching Agreement
Formation and development of coalitions
Leverage in crisis negotiations
Preparing your negotiating team for negotiation during crisis
Moving towards agreement: timing pace and control
Crisis negotiation summary, questions and answer session
The certificate
Coventry Academy e-Certificate of Attendance will be provided to delegates who attend and complete the online course