NDRNegotiating & Dispute Resolution
Course Overview
Negotiating & Dispute Resolution is a five-day programme with supporting content aligned to the University of Michigan’s Successful Negotiation: Essential Strategies and Skills, designed for managers and commercial, legal, and procurement professionals. Over five days it builds capability across Preparation & Negotiation Strategy; The Negotiation: Tactics & Psychology; Creating Value &
Key Takeaways
Course Outline
→ Why negotiation matters: a structured approach
→ Distributive versus integrative (win-win) negotiation
→ Interests, positions, and BATNA
→ Setting targets, reservation points, and the ZOPA
→ Building your negotiation plan
→ Practical Exercise: Participants prepare a full plan for a realistic negotiation.
→ Opening, anchoring, and managing concessions
→ Psychological tools and cognitive biases in negotiation
→ Building trust, rapport, and persuasion
→ Power, leverage, and information management
→ Common tactics and how to counter them
→ Practical Exercise: Participants run a distributive negotiation role-play
→ Expanding the pie: trades, packages, and creative options
→ Multi-issue and multi-party negotiations
→ Cross-cultural and virtual negotiation
→ Ethics and fairness in negotiation
→ Managing difficult counterparts and impasses
→ Practical Exercise: Participants run an integrative, multi-issue negotiation.
→ From handshake to binding agreement
→ Contract law essentials for negotiators
→ Drafting clear terms and avoiding ambiguity
→ Performance, breach, and remedies
→ Embedding dispute-resolution clauses
→ Practical Exercise: Participants convert a negotiated deal into key contract terms
→ Sources of disputes and early resolution
→ Negotiation and direct settlement of disputes
→ Mediation and conciliation
→ Arbitration and adjudication
→ Litigation, costs, and choosing the right route
→ Capstone Exercise: Participants design a dispute-resolution strategy for a live conflict
Who Should Attend?
→ Contract & Procurement Managers handling supplier disputes
→ Legal & Compliance Officers involved in conflict resolution
→ Project Managers navigating stakeholder disagreements
→ HR Business Partners managing workplace disputes
→ Senior Managers & Directors leading cross functional negotiations
→ Government & Public Sector Officials in regulatory negotiations
→ Construction & Engineering Executives managing claims and disputes
→ Commercial & Business Development Managers
→ Consultants advising on mediation and arbitration processes
→ Any professional seeking to strengthen negotiation and influencing skills