Diploma in “NEGOTIATIONS and CONFLICT MANAGEMENT IN THE WORKPLACE”

Duration: 48 Hours (16 Hours/seminar) / 6 days (2 days/seminar)
Start Date: May 29, 2017
Application Deadline: Applications process is still open. Contact us to confirm availability.

OVERVIEW AND SCOPE

“Negotiations and Conflict Management in the Workplace” is a Diploma for individual learners, which consists of a trilogy of seminars, presented below: 

Participants can attend the seminar/s of their choice. However, the Diploma is acquired by those who will attend all three seminars.

The subject matter of this Diploma is cooperative interaction: how to reach inter- and intra-organizational agreement. The overriding problem addressed is that organized human interaction often leads to perceived disagreement, otherwise known as conflict, which, however needs to be resolved cooperatively, if possible, in order for the interaction to continue and flourish.

In brief, “Foundational Negotiations: The Fundamental Negotiation Problem”, the first seminar of the Diploma, addresses how two (or more) parties may reach agreement alone. The second seminar, “Conflict Management in the Workplace: Is Conflict a Problem?” addresses how managers can generate resolution whenever the parties fail to achieve one. Finally, the third seminar “Advanced Negotiations and Conflict Management: When the Other is the Problem”, addresses how problematic parties may be handled. 

The content flow of each seminar is presented in detail in their respective sections, which you can find as you scroll down the page.

PARTICIPANT PROFILE

  • Executives from diverse professional backgrounds, sharing extensive experience in negotiations
  • Middle level executives that include negotiations in their daily, “business as usual” routines
  • Diverse level functional managers
  • Entrepreneurs wishing to establish value by creating lasting business relations

Where can participants expect to employ their new skills?

The aim of this Diploma is to provide participants with a holistic understanding of the negotiating problem and a deep knowledge of the effective application of different techniques and tactics.

1ST SEMINAR: FOUNDATIONAL NEGOTIATIONS: THE FUNDAMENTAL NEGOTIATION PROBLEM

Duration: 16 Hours / 2 days

Start Date: May 29, 2017

Participation Dates: May 29-30, 2017

Application Deadline: May 23, 2017

 

CONTENT FLOW

By combining participant role play with case-study discussion, theoretical analysis and audio-visual tools the participants can expect to learn how to:

  • Distinguish between negotiating situations and apply appropriate strategy and tactics.
  • Appreciate the key characteristics of his/her position as well as of the counterpart’s.
  • Identify the surplus of a negotiation and the bargaining range.
  • Set realistic and feasible goals.
  • Discover ‘creative’ solutions to problems faced.
  • Find sustainable ways to claim value.
  • Contribute towards reaching efficient negotiated settlements.
  • Choose when and how to open and close a negotiation.
  • Evaluate the outcome of a negotiation.
  • Communicate appropriately and build trust gradually in a negotiation.
  • Build and maintain a good working relationship with the other side.

 

PARTICIPANT PROFILE

  • Junior and mid-level managers in all areas within the company
  • Entrepreneurs wishing to establish value creating and lasting business relations

2nd SEMINAR: CONFLICT MANAGEMENT IN THE WORKPLACE: IS CONFLICT A PROBLEM?

Duration: 16 Hours / 2 days

Start Date: June 15, 2017

Participation Dates: June 15-16, 2017

Application Deadline: June 8, 2017

 

CONTENT FLOW

By combining participant role play with case-study discussion, theoretical analysis and audio-visual tools we expect the participant to:

  • Understand the meaning of conflict.
  • Distinguish between the different types of formal conflict resolution methods and their characteristics.
  • Discover the different types of conflict management styles, approaches and strategies.
  • Discover the different types and sources of conflict in the workplace.
  • Contemplate about the negative and positive effects of conflict in the workplace.
  • Choose the most appropriate time of intervention in a conflict situation.
  • Choose the most appropriate intervention in a conflict situation.
  • Appreciate the intricacies and challenges of workplace adjudication.
  • Appreciate the intricacies and challenges of workplace mediation.
  • Contrast the different type of leadership styles vis-à-vis conflict management.
  • Explore how historic leaders have addressed conflict.

 

PARTICIPANT PROFILE

  • Senior executives from diverse professional backgrounds, sharing extensive experience in negotiations
  • Middle level executives that include negotiations in their daily, “business as usual” routines
  • Diverse level functional managers that have already participated in the first seminar “Foundational Negotiations: The Negotiation Problem”

 

3RD SEMINAR: ADVANCED NEGOTIATIONS AND CONFLICT MANAGEMENT: WHEN THE OTHER IS THE PROBLEM

Duration: 16 Hours / 2 days

Start Date: July 5, 2017

Participation Dates: July 5-6, 2017

Application Deadline: June 28, 2017

 

CONTENT FLOW

By combining participant role play with case-study discussion, theoretical analysis and audio-visual tools we expect the participant to learn how to:

  • Appreciate the importance of not negotiating under psychological pressure or deception.
  • Understand the role of power in negotiation.
  • Distinguish between influence and persuasion in negotiation.
  • Discover the most effectives forms of persuasion.
  • Discover the different types of influence and how to respond to them.
  • Understand the nature of heuristics in (economic) decision making.
  • Appreciate how cognitive and motivational biases impact on negotiation.
  • Distinguish between various common hardball (dirty) tactics.
  • Choose the appropriate response to a such tactics.
  • Diagnose the different types of problem-negotiators.
  • Choose the appropriate response to each type of problem-negotiator.
  • Appreciate the importance of information in negotiation.
  • Explore methods for eliciting information.
  • Understanding the different types of lying and the meaning of deception.

 

PARTICIPANT PROFILE

  • Senior executives from diverse professional backgrounds, sharing extensive experience in negotiations
  • Middle level executives that include negotiations in their daily, “business as usual” routines
  • Diverse level functional managers that have already participated in the previous seminars

FACULTY

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Seraphim Voliotis Assistant Professor of Strategy alba profile link

CONTACT

Fill out the form To request more information or to receive the application form, please fill out the form below.

Application Form

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Marianthi Karaiosifoglou Senior Manager

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Tel.: +30 210 89.64.531-8

e-mail: exed@alba.edu.gr