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The Strategic Leader: Strategic Planning, Negotiation & Conflict Management

Introduction

The Strategic Leader: Strategic Planning, Negotiation & Conflict Management

Course Objectives

Upon completing this strategic leadership and management course, participants will:

• Challenge their preconceptions about strategic planning, negotiation, and conflict management.
• Understand the content of strategy - unraveled, demystified, and translated into everyday language.
• Implement the strategic planning process and get real value out of the process.
• Analyze the much-misunderstood concept of win-win negotiation.
• Get the essential tools and practical skills for planning and managing the negotiation and conflict process, thereby developing the ability to negotiate value-creating solutions.
• Learn the critical stages in the process, providing a takeaway toolkit for each key stage and each delegate.
• Apply to management issues, learn option generation, opportunity cost, choice, and implementation phases of strategy.
• Understand the process of change, planning, organizational strategy, and change.
• Identify the sources of conflict in the professional environment.
• Gain awareness of their style in approaching conflict and negotiation.
• Learn how to achieve accurate win-win results and expand their range of negotiating skills.
• Use a three-step planning guide to analyze and prepare for a negotiation.
• Develop new skills and thinking processes for them and the organization.
• Increase the behavioral flexibility and career flexibility (vertically and horizontally).
• Accelerate thinking speed and problem resolution for all dilemmas.
• Provide a deep understanding of personal conflict resolution style.
• Develop the confidence and ability to influence others and obtain better results by understanding how to deal with difficult situations and tough negotiations.

Targeted Competencies

Participants in this strategic leadership and management course will enhance their skills in:

• Leadership skills.
• Management skills.
• Strategic planning and analysis.
• Business analysis and strategic thinking.
• Communication skills.
• Negotiation strategies.
• Mediation and conflict management.

Course Content

Unit 1: Strategic Thinking and Business 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, and market dynamics.
• Benchmarking your own strategic position/competitor analysis.
• Analyzing customers.
• "Thinking backward from the customer".
• Mini-case on the importance of external analysis.

Unit 2: Internal Analysis and Fusion of Analyses Into Strategic Options

• The interface of external and internal analysis.
• Internal analysis: financial.
• Internal analysis; non-financial.
• The concept and practicalities of the "balanced scorecard."
• Diagnosing strategic problems and opportunities.
• Fusion of analyses into strategic choices - SWOT and the strategy matrix.
• Case examples of strategic choice.
• Mini-case on the importance of internal analysis.

Unit 3: Strategic Plans and The Relevance of Alliances and Joint Ventures

• Tools recapitulation for strategic planning.
• Content synthesis of a strategy.
• Assembling a strategic plan with a 5-page framework.
• Real-life business strategy case study.
• Exploring strategies for partnerships and joint ventures.
• Best practice examples of alliances and joint ventures.

Unit 4: Global Strategy, Teambuilding, and The Management of Internal Communication

• The essence of globalization and global strategy.
• Globalization – the strategic dimension.
• Globalization – the organizational dimension.
• Globalization – the human dimension.
• How to build and manage a strategic planning team.
• Communicating strategy through the organization.
• Gaining your team's commitment and buy-in to the strategy.

Unit 5: Strategic Implementation and Getting The Value Out of Strategy

• Effective execution - converting strategic analysis and planning into action.
• Linking strategy with operational objectives.
• Implementation – getting practical things done.
• Strategic planning of your career.
• Creating tomorrow's organization out of today's organization.
• Conclusion - the corporate and individual value of strategic thinking.

Unit 6: Negotiation and Conflict Management

• Theory and practice of negotiation.
• Negotiations of societal importance.
• Conflict origins in organizations.
• Preventing conflict escalation.
• Strategies for effective conflict management.
• Comprehensive approaches to negotiation.
• Understanding your negotiation style.
• The mixed-motive process in negotiations.

Unit 7: Practical Negotiation Strategies

• Strategic and tactical negotiation frameworks.
• Distributive negotiation strategies for value-claiming.
• BATNA, Reserve point, Target point examination.
• Techniques for opening offers, anchors, and concessions.
• Integrative negotiation strategies for value creation.
• Approaches for information sharing and issue unbundling.
• Negotiating package deals and post-settlement resolutions.
• Exploring possible negotiation outcomes.

Unit 8: 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.

Unit 9: Mediation Skills – a Powerful Negotiation Tool

• Communication and questioning.
• Active listening in negotiation.
• ADR processes – putting negotiation in the 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.

Unit 10: International and Cross-Cultural Negotiations

• Navigating international and cross-cultural negotiation landscapes.
• Identifying cultural values and norms in negotiations.
• Tips for cross-cultural negotiation.
• Structuring deals in an international context.
• Team-based international negotiation exercise.
• Application of negotiation skills to organizational situations.