Course Objectives:
Welcome to the exciting world of conflict management. In the rapidly changing and global context we live in, conflict is a feature of our current reality. Private and public sector organizations, find that they have to be more equipped to deal with different types of conflict. Personal conflicts, inter-personal conflicts and structural conflicts all point to the need for more effective tools for lasting problem solving. Conflict management and negotiation skills are critical skills for any manager to be effective in the workplace.
Conflict situations are common in the work situation. It is thus important for managers to become familiar with the principles, processes, and techniques of conflict management and negotiations.
Learning Methodologies
· Story Telling
· Example sharing
· Team Discussion
· Role Play
· Analogies
· Video & PPT Presentation
· Individual & Team Exercise
· Case Study
Who Should Attend?
Professionals from many disciplines that include but are not limited to supervisors, managers, business owners, project managers, team leaders, and other professionals in the areas of general business, HR, sales, purchasing/contract management, and law.
Training Contents
Conflict Management
• Understanding Conflict and Co-operation
• Causes of conflict at the workplace
• Managing Conflict in work environment - Interpersonal Dynamics
• Conflict Management Styles inventory - Psychometric Analysis based on Thomas Kilman conflict styles.
• Current strategies for handling conflict in the workplace
• Managing the conflict process - Crosby's conflict process
• The wheel of influencing - Nonverbal elements of influencing
• Applying Conflict Analysis - The Ugly Orange Role Play
Negotiation
• The qualities of successful and unsuccessful negotiators.
• Identifying a negotiation situation
Personality types
• The benefits of knowing personality styles.
• The behaviors as well as the strengths/weaknesses of each personality style.
• Identify one’s own personality style – Questionnaire.
• Identify how to work more effectively with each personality style while negotiating.
Personality types
• Choosing a negotiation strategy based on relationship and results.
• Define positional bargaining.
• Identifying the differences between “Soft" and “Hard" negotiating.
• Define principled negotiation.
• The four steps in the negotiation process.
• Influencing and assertiveness styles questionnaire.
Preparing for negotiation
• Active Listening and watching.
• Identify fears and “hot buttons “as well as strategies to overcome them.
• Identify areas to research on your side and on your opponent's side.
• Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement).
• Skill practice: Prepare for your personal negotiation situation.
Opening a negotiation
• How to create a positive first impression.
• The importance of "small talk" and finding common ground in negotiation.
• How setting ground rules can influence a negotiation.
• Identify important negotiation ground rules.
Exchange of information
• How to initially exchange information.
• Identify contingency plans for unfavorable situations.
• Bargaining techniques.
• Strategies for inventing options for mutual gain.
Handling objections
• Explain strategies to bring your opponent from NO to YES.
• Identify strategies to deal with negative emotions and stress.
Negotiation Close
• How to move from bargaining to closing.
• The closing process.
• Role Plays.
Shubbrato Dutta
Transformational Motivational Speaker, Training Facilitator & Success Coach
Shubbrato Dutta, is a known name as a Motivational Speaker, Corporate Skill Facilitator, Consultant in the Education, Retail, FMCG, Consumer Durables, Service Industry and the Banking/Insurance fraternity. He specializes in Sales, Leadership and various people skills.
A veteran, with over 24 years of rich corporate experience tasting the flavors of various MNC’s in the domain of Sales, Marketing and Training, he has been with Loreal, Kotak, HDFC Bank etc. in the East of India, and has served P&G - Wella as Regional Sales Manager in the West of India. With Future Group he had initiated the Learning and Development division in the North of India and headed two group companies of Future Group namely Convergem Retail India Ltd and Footmart Retail India Ltd in the same domain.
He takes special interest and does amazing Outbound programs on Leadership, Team Building, Assertiveness and Decision Making. Some of his programs include Mind Over Matter Workshops like Walking on Fire, Walking on Broken Glass, Breaking the Arrow etc.
He has trained extensively all over India and countries including Bahrain, SAARC countries like Bangladesh, Nepal and Afghanistan
Date April 11 & 12, 2019
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Time 09:30 am - 05:30 pm |
Duration 2 Days
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Reg. Before April 7, 2019 |
Vanue To Be Confirmed
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N/A