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Oxford Management Centre

The Strategic Leader: Strategic Planning, Negotiation and Conflict Management

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Next dates

Apr 22—May 3
12 days
London, United Kingdom
USD 11900
USD 991 per day
Jun 24—Jul 5
12 days
Kuala Lumpur, Malaysia
USD 11900
USD 991 per day
Oct 7—18
12 days
Barcelona, Spain
USD 11900
USD 991 per day
+3 more options

Description

INTRODUCTION

This seminar brings together the key strategic leadership skills of strategic planning, negotiation and conflict management required to succeed in today’s complex and challenging business environment.

‘Strategy’ is as it says in the classic text ‘the art of war’, complex yet when understood very simple, those who have a successful strategy are in control of the upcoming events.

The implementation of strategies often requires the ability to exert influence and negotiate effectively. Negotiation is not litigation, neither is it war. Negotiation is not about obtaining total victory. Total victory by one party tends to be short lived. Negotiation and conflict management are key strategic management and leadership skills and are probably the single most used skills in business today.

This seminar will enable you to:

  • Challenge your preconceptions about strategic planning, negotiation and conflict management;
  • Understand the content of strategy – unravelled, demystified and translated into everyday language;
  • Learn how to implement the strategic planning process and get real value out of the process,
  • Learn how to analyse the much-misunderstood concept of win-win negotiation;
  • Obtain the essential tools and practical skills for the planning and management of the negotiation and conflict process, thereby developing the ability to negotiate value-creating solutions.

The seminar is split into two modules:

MODULE I – Strategy & Strategic Planning

MODULE II – Negotiation and Conflict Management in Organisations

Each module is structured and can be taken as a stand-alone course; however, delegates will maximise their benefits by taking Module 1 and 2 back-to-back as a two-week seminar.

SEMINAR OBJECTIVES

By the end of this programme you will be able to:

  • Learn the key stages in the entire process, providing a takeaway toolkit for each key stage and each delegates
  • Apply to management issues, learn option generation, opportunity cost, choice and implementation phases of strategy
  • To understand the process of change, planning, organisational strategy and change
  • Identify the sources of conflict in the professional environment
  • Gain awareness of your own style in approaching conflict and negotiation
  • Learn how to achieve true win-win results & expand your range of negotiating skills
  • Be able to use a three-step planning guide to analyse and prepare for a negotiation

TRAINING METHODOLOGY

The training process is based on a carefully planned mix of succinct tutor input with the practical illustration of tools and concepts, group work on case studies (some are video based), role play exercises with feedback, self assessment questionnaires and group discussion to develop the themes around participants’ own experiences and needs. Team involvement and working enable a strategy to be created from start to finish.

This is a highly interactive seminar, using a mix of case studies, role play exercises, self assessment questionnaires, presentations and group discussion to develop the themes around participants’ own experiences and needs. It presents an opportunity for delegates to practice the skills taught using a variety of hands-on negotiation exercises that stress participation and that reinforce and build on the comprehensive course materials.

ORGANISATIONAL IMPACT

  • Improved planning, implementation, results and strategic leadership
  • Integration of strategy, finance, and operations
  • Much better decision-taking and time and resource allocation – leading to better organisational and individual performance
  • Use of a well proven planning process & more effective implementation
  • Learn to develop the range of skills and competencies required to manage conflict and negotiate effectively.
  • Gain the knowledge and confidence to tackle negotiations in a collaborative and constructive manner that produces added value outcomes

PERSONAL IMPACT

As a direct result of attending this seminar you will:

  • Develop new skills and thinking processes for you and the organisation
  • Increasing behavioural flexibility and career flexibility (vertically and horizontally)
  • Accelerated thinking speed and problem resolution for all difficult dilemmas
  • Far greater motivation and proactivity
  • Provide a deep understanding of personal conflict resolution style
  • Develop the confidence and ability to influence others and obtain better results through an understanding of how to deal with difficult situations and tough negotiations

Agenda

Day1 - Strategic Thinking and External Analysis

  • What are strategy and strategic planning?
  • Why are strategy and strategic planning important?
  • What are the main conceptual frameworks?
  • External analysis – understanding and analyzing business attractiveness – macroenvironmental factors, growth drivers, competitive forces, market dynamics
  • Benchmarking your own strategic position/competitor analysis
  • Analyzing customers
  • “Thinking backwards from the customer”
  • Mini-case on importance of external analysis

Day2 - Internal analysis and fusion into strategic choice

  • The interface and balance of external and internal analysis
  • Internal analysis: financial
  • Internal analysis; non-financial
  • The concept and practicalities of the “balanced scorecard”
  • Diagnosing and analysing strategic problems and opportunities
  • Fusion of analysis into strategic choices – SWOT and the strategy matrix
  • How well are we playing the game that we have chosen to play?

Day3 - Strategic plans and the relevance of alliances and joint ventures

  • Review of the tools used so far
  • The content of a strategy: avoiding “paralysis by analysis”
  • Putting a strategic plan together – the 5-page framework
  • A real-life example of a business strategy/strategic plan
  • Strategies for alliances and joint ventures
  • Management of alliances and joint ventures Examples of best practice in alliances and joint ventures

Day4 - Global strategy, teambuilding and the management of internal communication

  • The essence of globalisation and global strategy
  • Globalisation – the strategic dimension
  • Globalisation – the organisational dimension
  • Globalisation – the human dimension
  • How to build and manage a strategic planning team
  • Communicating strategy through the organisation
  • Gaining your team’s commitment and buy-in to the strategy

Day5 - Strategic implementation and getting the value out of strategy

  • Alignment of strategy, culture, structure and people
  • Effective execution – converting strategic analysis and planning into action
  • Aligning and linking strategy with operational objectives
  • Implementation – getting practical things done
  • Creating tomorrow’s organisation out of today’s organisation
  • Strategic planning at a personal level
  • Overview – the complete strategy process
  • Summary and conclusions – the corporate and individual value of strategic planning

Day6 - Negotiation and Conflict Management

  • Negotiation theory and practice – negotiation defined
  • Power and society – the rise of negotiation and conflict management
  • The sources of conflict in the organisation
  • Conflict escalation and steps to prevent it
  • Conflict management strategies
  • The two distinct approaches to negotiation
  • Understanding your own negotiation style
  • Negotiation as a mixed motive process

Day7 - Practical Negotiation Strategies

  • Strategic and tactical negotiation approaches to negotiation
  • Value claiming distributive negotiation strategies
  • BATNA, Reserve point, Target point
  • Opening offers, Anchors, Concessions
  • Value creating Integrative negotiation strategies
  • Sharing information, diagnostic questions & unbundling issues
  • Package deals, multiple offers and post-settlement settlements
  • The four possible outcomes of a negotiation

Day8 - Negotiation Planning, Preparing and Power

  • Wants and needs – distinguishing between interests and positions
  • A three step model for negotiation preparation
  • Your position, their position and the situation assessment
  • Understanding the sources of negotiating power
  • Altering the balance of power
  • The power of body language
  • Understanding thoughts from body language
  • Dealing with confrontational negotiators

Day9 - Mediation skills – a powerful negotiation tool

  • Communication and questioning
  • Active listening in negotiation
  • ADR processes – putting negotiation in context
  • Negotiation, Mediation, Arbitration and Litigation
  • Mediation as a facilitated negotiation
  • Techniques of the mediator – practical mediation skills to help resolve disputes
  • Working in negotiation teams
  • Mediation in practice – mediation exercise

Day10 - International and Cross Cultural Negotiations

  • International and cross cultural negotiations
  • Cultural Values and Negotiation Norms
  • Advice for cross cultural negotiators
  • Putting together a deal
  • Team international negotiation exercise
  • Applying learning to a range of organisational situations
  • Summary session and questions

Who should attend

  • Professionals from any industry who may find it hard to take a “bigger picture” view of business issues – both within and outside of the strategic planning process
  • Ambitious professionals
  • Management Teams
  • Team members
  • Administrators
  • Anyone who wish to enhance their negotiation skills and make negotiation a more rewarding and effective part of their job
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