Advanced Negotiation & Dispute Resolution: An In-Depth Training Course

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Advanced Negotiation & Dispute Resolution: An In-Depth Training Course

Course Category : Governance

This advanced programme offers an in-depth, practice-oriented journey into negotiation and dispute resolution, equipping participants with structured models, powerful tactics, and interpersonal skills to manage conflicts, build sustainable agreements, and achieve win–win outcomes in complex professional environments.
Duration: 10 Training Days
Level: Advanced

Introduction

In today’s interconnected and fast-paced work environment, negotiation is not just a useful skill; it is a strategic capability that underpins leadership, collaboration, and sustainable business relationships. At the same time, disputes and conflicts are an inevitable consequence of diverse interests, tight deadlines, and high-stakes decision-making, making it essential to understand how to manage and resolve them effectively.
This advanced negotiation and dispute resolution programme provides a structured, in-depth exploration of the full negotiation cycle—from preparation and discussion through proposal, bargaining, and closure—alongside modern approaches to conflict analysis, alternative dispute resolution (ADR), and conflict management strategies. Participants will examine their own negotiation style, learn to recognise the tactics of others, and build the confidence to handle challenging conversations and high-pressure situations.
Through case studies, simulations, self-assessment exercises, and guided reflection, participants will develop a powerful “toolbox” that enables them to negotiate as individuals or as part of a team, manage difficult personalities, address the root causes of disputes, and turn potential confrontation into constructive dialogue and long-term value..

Targeted Specializations

  • Managers, supervisors, and team leaders
  • Human resource professionals and people managers
  • Department heads and functional leaders
  • Labour relations and corporate relations officers
  • Procurement, contracts, and project managers
  • Consultants, trainers, and organisational development specialists
  • Staff at all levels seeking to strengthen negotiation and conflict-management skills

Targeted Skills

  • Applying the four-phase negotiation process in real scenarios
  • Using advanced negotiation techniques in high-pressure situations
  • Analysing conflicts and identifying root causes rather than symptoms
  • Employing effective communication, active listening, and questioning skills
  • Interpreting and leveraging body language and non-verbal cues
  • Utilising alternative dispute resolution strategies and approaches
  • Handling difficult people and sensitive negotiation contexts
  • Negotiating both as an individual and as part of a team
  • Designing strategies to achieve win–win outcomes
  • Developing action plans for continuous improvement in negotiation performance

Expected Outcomes

  • Gain a comprehensive understanding of the negotiation process from preparation to closure.
  • Plan negotiations effectively with clear, measurable objectives.
  • Achieve win–win outcomes through structured bargaining strategies.
  • Build confidence in handling complex negotiations and sensitive disputes.
  • Distinguish between the root causes of conflict and its visible symptoms.
  • Apply effective dispute resolution strategies that minimise long-term damage.
  • Demonstrate heightened awareness and emotional intelligence in conflict-prone situations.
  • Use body language and non-verbal cues to reinforce negotiation positions.
  • Negotiate effectively as part of a team with clearly defined roles.
  • Develop a personal action plan to continue improving negotiation and dispute-resolution capabilities.

Training Topics Index

  • Definition and purpose of negotiation
  • The importance of dispute resolution within professional relationships and contracts
  • The role of negotiation in conflict prevention and resolution
  • Commercial and relational impact of failed negotiations
  • Best Alternative to a Negotiated Agreement (BATNA)

• The four-phase negotiation process

preparation, discussion, proposal, bargaining & closure

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• Preparation

defining positions, priorities, and negotiation ranges (entry and exit points)

  • Information gathering and analysis before entering the negotiation room

• Team negotiations

roles, responsibilities, and internal alignment

• Discussion

creating a conducive atmosphere and building trust and rapport

• Questioning techniques

open, closed, probing, and comparative questions

• Proposal

conditional vs. unconditional offers and expanding the zone of possible agreement

• Bargaining and closure

trading strategies, concession management, and recording outcomes

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  • Cultural and international dimensions of negotiation and conflict
  • Types of negotiators (e.g., red, purple, blue) and behavioural patterns

• Non-verbal communication

posture, gestures, facial expressions, and eye contact

  • Reading and managing handshakes and first impressions
  • Spatial zones and the impact of physical distance
  • Silence as a negotiation tactic and how to respond to it
  • Common ploys and power plays—and strategies to neutralise them

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  • Distinguishing interests from positions in complex disputes
  • Push versus pull strategies in persuasion and influence
  • Good cop / bad cop and other classic tactics—how to recognise and counter them
  • The negotiator as a mediator in multi-party or escalated disputes
  • Team-based negotiation in conflict-heavy environments
  • Persuasion and proposal framing using the WIIFM concept
  • Self-assessment of negotiation fitness and identifying development areas

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  • Case studies in negotiation and alternative dispute resolution
  • Team allocation and role-play simulations
  • Analysing performance indicators and feedback

• Negotiation dos and don’ts

critical mistakes and best practices

  • Action planning for continuous improvement at individual and organisational levels

Course Features

  • Modern and practical content
  • Real-world examples and leadership exercises
  • Pre- and post-course assessments to measure impact
  • Accredited certificate with QR code verification

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