A one-day course that will show you how to turn any conflict you have with others

into a mutually beneficial negotiation

MTL 1daycourseplans

Turn Conflict To Your AdvantageThe Course Programme

Session 1. Introduction

Session 2. Group Exercise

Session 3. Negotiating

Session 4. Options in Conflict

Session 5. Power Negotiations

Session 6. Review and Close

Session 1: Introduction

In this session, we’ll introduce you to the others on the course, to the subject, and to what we hope to

achieve today.

Session 1: IntroductionSession 1

1.1 Introductions

1.2 Your Expectations and Concerns

1.3 Aim of this Course

1.4 Some Targets for Today

1.5 Why Learn These Skills?

1.6 An Overview of the Day

1.7 Other Information

1.1 Introductions

1. Who are you?2. What do you do?3. Why are you on the

course?

1.2 Your Expectations & Concerns

List things you are looking forward to…

List things you are concerned about…

1.3 Aim of this Course

The aim of this course is to show you how to turn any conflict

you have with others into a mutually

beneficial negotiation.

1.4 Some Targets For Today

1. Describe 6 features of negotiations.

2. What are the 6 options in conflict?

3. Name 4 ways to make the most of your power.

4. What are the 3 phases of power negotiations?

1.5 Why Learn These Skills?

"Without conflict, there is nothing to resolve and so no negotiation; without

facing up to conflict, there is no creative tension; and without the need to resolve

conflict, there is no progress." (ManageTrainLearn)

1.6 An Overview of the Day

1. Introduction2. Group Exercise3. Negotiating4. Options in Conflict5. Power Negotiations6. Review and Close

1.7 Other Information

Safety, security and safekeeping issues

Start and finish times Breaks Messages and phones Personal and special needs Personal business Anything else before we start?

Session 2. Group Exercise

In this session, you have the chance to think about some of the main themes

of this course and share them with others.

Session 2: Group ExerciseSession 2

2.1 Group Exercise Guidelines

2.2 Group Formation

2.3 Worksheet: Group Exercise

2.4 Group Exercise Presentations

2.5 Group Exercise Feedback

2.1 Group Exercise Guidelines

1. First, jot down your answers on your own.2. Second, come together as a group and take

turns to share your views.3. Third, have a discussion but aim to find

common ground.4. Fourth, put your ideas on flipchart(s).5. Plan and rehearse your presentation.

2.2 Group Formation

Decide how you are going to divide into

groups.Form your groups and choose a group name.

2.3 Worksheet: Group Exercise

What are negotiations?What options do you

have in resolving conflict?

What are the differences between

power negotiations and everyday negotiations?

2.4 Group Exercise Presentations

Work out how you are going to put your group

ideas into a presentation.

Run through your presentation before giving it to the main

group.

2.5 Group Exercise Feedback

Any further questions on the group exercise?

Well done! Let’s take a short break!19

Session 3. Negotiating

In this session, we’ll look at the nature of negotiations as an informal way of

problem-solving and at negotiations as a formal way of resolving conflict.

Session 3. NegotiatingSession 3

3.1 Exercise: Personal Experiences

3.2 Exercise: Pick a Poster

3.3 Model 1: Defining Negotiations

3.4 Model 2: Negotiation Style

3.5 Exercise: The Negotiating Style

3.6 Model 3: Features of Negotiations

3.7 Exercise: Aims In Negotiations

3.1 Exercise: Personal Experiences

This exercise gives you chance to think

about your own personal

experiences and share them with

others on the course.

3.2 Exercise: Pick a Poster

This exercise gets you to consider

what you think the aim of negotiation

is.

3.3 Model 1: Defining Negotiations

3.4 Model 2: Negotiation Style

3.5 Exercise: The Negotiating Style

This exercise gets you to consider the

use of four management styles

in resolving a workplace people

problem.

3.6 Model 3: Features of Negotiation

3.7 Exercise: Aims In Negotiations

This exercise gives you practice in setting aims in

different negotiation

settings.

Well done! Let’s take a lunch break!

29

Session 4. Options in Conflict

In this session, we’ll look at the options that are present in any

conflict.

Session 4. Options in Conflict

Session 4

4.1 Exercise: Learn To Say No

4.2 Model 4: Opposing Views of Conflict

4.3 Model 5: The Six Options in Conflict

4.4 Model 6: Using Your Power

4.5 Exercise: What Power Do You Have?

4.1 Exercise: Learn To Say No

This exercise gives you experience of

turning down requests in a firm

and assertive manner.

4.2 Model 4: Opposing Views of Conflict

4.3 Model 5: The Six Options in Conflict

4.4 Model 6: Using Your Power

4.5 Exercise: What Power Do You Have?

This exercise gets you to consider the

power you might have in three

negotiating case studies.

Well done! Let’s take a short break!37

Session 5. Power Negotiations

In this session, we’ll look at power negotiations and give you chance to

carry out a set of negotiations.

Session 5. Power NegotiationsSession 5

5.1 Model 7: Power Negotiations

5.2 Exercise: Principled Negotiations

5.1 Model 7: Power Negotiations

5.2 Exercise: Principled Negotiations

This exercise gets you to suggest the

principles which might form the

basis of a settlement in three

case studies of conflict.

Session 6: Review and Close

In this session, we’ll bring our day’s training to a close by reviewing where we’ve been and looking

forward to transferring your learning to the workplace.

Session 6. Review and CloseSession 6: Review and Close

6.1 A Review of the Day

6.2 Key Points

6.3 Our Targets for Today

6.4 Time to Reflect

6.5 Transferring your Learning

6.6 Developing Your Skills

6.7 Well Done!

6.1 A Review of the Day

1. Introduction2. Group Exercise3. Negotiating4. Options in Conflict5. Power Negotiations6. Review and Close

6.2 Key Points

6.3 Our Targets For Today

1. Describe 6 features of negotiations.

2. What are the 6 options in conflict?

3. Name 4 ways to make the most of your power.

4. What are the 3 phases of power negotiations?

6.4 Time To Reflect

Take some time to reflect on today’s

course. Review and reflection is an important step in consolidating learning and should always be part of your learning

plan.

6.5 Transferring Your Learning

Think about the steps you now need to take to

transfer the skills you have learnt today.

Remember, learning is important but action is all

that really matters.

6.6 Developing Your Skills

1. Read more about the subject2. Learn from others, eg colleagues3. Find a role model and copy what they do4. Watch and observe, eg sit in, videos5. Attend other training events6. Practice, reflect, and try out

6.7 Well Done!

Congratulations on completing this course.We wish you well in the future in developing

these skills and putting them into practice.