ANZCHAM Advancing your Negotiation Skills

Advancing your Negotiation Skills - 3rd-17th February 2021 Course Description This course builds on your understanding of negotiation and on your implicit skillset. It provides a deeper and more formal understanding of negotiation and the opportunity for structured skill development with feedback from peers and the course instructor. Learning Outcomes • Interpret self-assessment data and develop insights into behavioural strengths and weaknesses as they relate to negotiation and conflict resolution. • Bridge the gap between knowing and doing when it comes to negotiation and conflict resolution skills. • Apply the psychological concept of 'maximising' and 'satisficing' behaviour as they relate to negotiation situations and identify tendencies around the paradox of choice before during and after negotiations. • Diagnose problems and propose changes to ineffective negotiation processes and communication ‘patterns’ to regain momentum and restore trust. • Analyse how differing dynamics and behavioural rules across nations and cultures can create problems and learn how to adjust styles to account for cultural differences. • Diagnose cross-cultural negotiation problems through the lens of cross-cultural frameworks and propose alternative approaches that lead to better outcomes. Key Topics • Knowing to Doing - Sharpening your Skills • Managing the three Negotiations: Content, Process and Relationship • When Content Matters: Negotiating across a Cultural Divide Activities • Readings, videos, self-assessments • Formulate an action plan that targets specific competencies • Prepare a negotiation plan that takes account of three negotiations - content, relationship and process. • Transfer knowledge of key skills into behaviours that can be accessed when needed. Volume of Learning 4.5 hrs self directed learning 6 hrs virtual learning