Advanced Negotiation and Conflict Management Training Course for Senior Executives

Module 1: Foundations of Strategic Negotiation

ü  Distinguishing between Bargaining and Negotiation

ü  The Five Styles of Negotiation: Competitive, Collaborative, Compromising, Avoiding, Accommodating

ü  Setting Objectives: The ZOPA (Zone of Possible Agreement)

ü  Preparing the Negotiation Plan: Information gathering and goal setting

ü  Practical Session: Self-assessment style diagnostic and "The Orange" negotiation simulation.

Module 2: Interest-Based Negotiation: The Harvard Model

ü  Separating people from the problem

ü  Focusing on interests, not positions

ü  Brainstorming options for mutual gain

ü  Using objective criteria to validate outcomes

ü  Practical Session: Developing an interest-based map for a real-world labor/management scenario.

Module 3: The Psychology of Influence and Persuasion

ü  Cialdini’s Six Principles of Persuasion

ü  The power of framing and anchoring in negotiations

ü  Non-verbal communication: Reading and using body language

ü  The role of reciprocity and social proof in building consensus

ü  Practical Session: Persuasion workshop: Pitching a difficult proposal to a "Board of Directors."

Module 4: Understanding and Applying the TKI Conflict Model

ü  The Thomas-Kilmann Conflict Mode Instrument (TKI) overview

ü  Recognizing the cost of avoiding conflict

ü  Strategic use of the "Competitive" style vs. the "Collaborative" style

ü  When to compromise and when to stand firm

ü  Practical Session: Peer coaching on navigating personal "default" conflict modes.

Module 5: Active Listening and Empathetic Communication

ü  The difference between hearing and active listening

ü  Reflective listening techniques to build rapport

ü  The power of "The Strategic Pause" and open-ended questioning

ü  Summarizing and rephrasing to ensure alignment

ü  Practical Session: The "Silent Interview" exercise to master non-verbal cues and listening.

Module 6: Dealing with Difficult Personalities and Tactics

ü  Identifying hardball tactics (e.g., Good Cop/Bad Cop, The Nibble)

ü  Managing the "Bully" and the "Passive-Aggressive" stakeholder

ü  Staying professional when faced with personal attacks

ü  Strategies for "Breaking the Stall" in deadlocked talks

ü  Practical Session: Role-play: Responding to aggressive negotiation tactics in real-time.

Module 7: Third-Party Mediation and Workplace Dispute Resolution

ü  The Manager as Mediator: Neutrality and Process

ü  Steps in the formal mediation process

ü  Facilitating a "Joint Session" between conflicting team members

ü  Drafting the resolution agreement

ü  Practical Session: Mock mediation of a cross-functional department dispute.

Module 8: Managing Emotions and Stress in High-Stakes Talks

ü  Recognizing the "Amydala Hijack" in yourself and others

ü  Techniques for maintaining emotional composure

ü  Building "Emotional Resilience" for long-term negotiations

ü  Creating a "Time-Out" protocol for heated discussions

ü  Practical Session: Stress-response training: Maintaining focus during high-pressure simulations.

Module 9: Cultural Intelligence in Global Negotiations

ü  Understanding High-Context vs. Low-Context communication cultures

ü  Time orientation and decision-making speeds across cultures

ü  The role of hierarchy and "Face-saving" in international deals

ü  Adapting etiquette and protocol for diverse environments

ü  Practical Session: Cross-cultural simulation: Negotiating a partnership with a global stakeholder.

Module 10: The Negotiation Post-Mortem and Sustainable Agreements

ü  Documenting the agreement to prevent "Buyer’s Remorse"

ü  Evaluating negotiation performance: What worked and what didn't?

ü  Monitoring the implementation of the resolution

ü  Building long-term collaborative partnerships

ü  Practical Session: Developing a personal "Negotiation Excellence" action plan for the workplace.

About Our Trainers

Our trainers are elite practitioners with over 20 years of experience in corporate law, international diplomacy, and organizational psychology. They have successfully mediated high-level labor disputes and led multi-million-dollar procurement negotiations across Africa and Europe. Each facilitator is certified by recognized global bodies in conflict resolution and strategic influence.

Quality Statement

At Phoenix Training Center, we provide premium educational experiences that blend academic rigor with practical application. Our curriculum is updated annually to include the latest behavioral science research, ensuring our participants receive cutting-edge tools that work in modern, fast-paced professional environments.

Tailor-Made Courses

We understand that every organization has unique challenges and opportunities as well as unique training needs. Phoenix Training Center offers tailor-made courses designed to address specific requirements and challenges faced by your team or organization. Whether you need a customized curriculum, a specific duration, or on-site delivery, we can adapt our expertise to provide a training solution that perfectly aligns with your objectives. We can customize this Course to focus on your industry, specific risk profile, or internal stakeholder dynamics. Contact us to discuss how we can create a bespoke training program that maximizes value and impact for your team. For further inquiries, please contact us on Tel: +254720272325 / +254737296202 or Email training@phoenixtrainingcenter.com

Admission Criteria

ü  Participants should be reasonably proficient in English. 

ü  Applicants must live up to Phoenix Center for Policy, Research and Training admission criteria.

Terms and Conditions

ü  Discounts: Organizations sponsoring Four Participants will have the 5th attend Free

ü  What is catered for by the Course Fees: Fees cater for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.

ü  Certificate Awarded: Participants are awarded Certificates of Participation at the end of the training.

ü  The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.

ü  Approval of Course: Our Programs are NITA Approved. Participating organizations can therefore claim reimbursement on fees paid in accordance with NITA Rules.

Booking for Training

Simply send an email to the Training Officer on training@phoenixtrainingcenter.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training. Or call us on +254720272325 / +254737296202

Payment Options

We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:

ü  Groups of 5 People and Above – Cheque Payments to: Phoenix Center for Policy, Research and Training Limited should be paid in advance, 5 days to the training.

ü  Invoice: We can send a bill directly to you or your company.

ü  Deposit directly into Bank Account (Account details provided upon request)

Cancellation Policy

ü  Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.

ü  Participants may cancel attendance 14 days or more prior to the training commencement date.

ü  No refunds will be made 14 days or less before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course at a later date or send a substitute participant provided the participation criteria have been met.

Accommodation and Airport Transfer

For physical training attendees, we can assist with recommendations for accommodation near the training venue. Airport pick-up services can also be arranged upon request to ensure a smooth arrival. Please inform us of your travel details in advance if you require these services. For reservations contact the Training Officer on Email: training@phoenixtrainingcenter.com or on Tel: +254720272325 / +254737296202