# Negotiation and Conflict Management in Organisations

> Negotiate better outcomes and resolve conflict with colleagues, unions, suppliers and partners using proven approaches.

- **Provider:** Afriskora Training Solutions
- **Category:** Leadership & Management
- **Duration:** 5 days
- **Formats:** classroom (cities across Africa), live virtual (Zoom/Teams), in-house for teams
- **Certificate:** Afriskora Certificate of Completion, verifiable online
- **Booking:** request dates and a quote; invoice and EFT payment
- **Web page:** https://afriskora.co.za/courses/leadership-management/negotiation-and-conflict-management-in-organisations
- **Request dates:** https://afriskora.co.za/request-training?course=negotiation-and-conflict-management-in-organisations

## Overview

Managers negotiate every day, over budgets, deadlines, contracts and disputes, yet few have been trained to do it well. This course combines principled negotiation with practical conflict-resolution techniques. Participants learn to prepare thoroughly, create and claim value, handle hard bargainers and mediate disputes, with simulations that include a union wage negotiation and a supplier dispute.

## Who should attend

- Managers and team leaders
- Procurement and contract managers
- HR and employee relations practitioners
- Sales and business development professionals

## Learning outcomes

- Prepare for negotiations using interests, options and BATNA
- Create value and reach durable agreements
- Handle difficult tactics and power imbalances
- Diagnose conflict and choose the right resolution approach
- Mediate disputes between colleagues or teams

## Course outline

### Day 1: Negotiation foundations

- Positions versus interests
- BATNA, reservation points and ZOPA
- Negotiation styles
- Preparation planner

### Day 2: Negotiation in practice

- Opening, anchoring and concessions
- Creating value with trade-offs
- Hard tactics and how to respond
- Simulation: supplier contract

### Day 3: Understanding conflict

- Sources and stages of conflict
- Conflict styles
- Cultural dimensions
- Cost of unresolved conflict

### Day 4: Resolving conflict

- Facilitating difficult conversations
- Mediation process
- Grievance procedures
- Simulation: union negotiation

### Day 5: Complex negotiations

- Multi-party negotiations
- Negotiating across cultures
- Ethics in negotiation
- Personal action plan