Negotiation Skills: Building Confidence and Achieving Win-Win Outcomes

Courses Syllabus

Introduction

This five-day course is designed to develop participants’ negotiation
skills for professional and personal settings. Through interactive discussions, practical
exercises, and role-playing activities, participants will learn how to prepare for
negotiations, communicate effectively, manage conflict, and reach mutually beneficial
agreements..

Objectives
By the end of the course, participants will be able to:

• Understand the principles and stages of negotiation.
• Prepare effectively for different negotiation situations.
• Apply communication and persuasion techniques.
• Handle objections and resolve conflicts professionally
• Build long-term relationships through ethical negotiation practices.

Contents

Day One

Fundamentals of Negotiation

• The Importance of Knowing the Labor Law
• The Labor Law Definition of Employee Relations
• Employee Rights and Responsibilities
• Accountabilities for Employers and Organizations
• The Importance of Balancing Rights of Both Parties

​Day Two

Managing Personal Issues

• The Definition of a Personal Issue
• Deciding on Counseling Tactics
• The Importance of Drawing the Line between Coaching and Counseling
• Approaches to Counseling
• Providing Counsel without Harming Organizational Interests and Accountabilities
• When to Avoid or Refuse Providing Counsel
• The Responsibilities of ER Counselors

​Day Three

Employee Surveys

• The Difference between Opinion and Morale Surveys
• Approaches to Measuring Morale Surveys
• The Use of Subjective and Objective Data
• The Main Key Performance Indicators in Morale Surveys
• Establishing an Employee Morale Index

Performance Management (PM)

• The Role of ER in Managing Performance
• The Components of a Fair Performance Management System
• Measuring the Tangibles: How to Use Goals and Targets in a PM System
• Measuring the Intangibles: The Role of Competencies and Values in Measuring Performance

​Day Four

Employee Recognition

• The Essentials of a Recognition Program
• Tangible and Intangible Rewards
• Linking Performance with Pay: The Role of ER
• Dealing with Underperformers

Dispute Resolution

• The Definition of a Dispute
• Differences between Disputes – Conflicts and Differences of Opinion
• What the Labor Law Says about Disputes
• The Policy and Procedure for Dispute Resolution
• The Main Steps in Resolving Disputes
• Escalating Disputes: What to Do When Disputes Are Irreconcilable

​Day Five

Employee Grievances

• The definition of a grievance
• Grievances versus complaints versus whining
• The grievance handling procedures: recommended steps
• Grievance rate and grievance resolution rate
• The main KPIs for measuring your grievance resolution ratio

Codes of Conduct and Compliance

• The Definition of a Code of Conduct
• The Role of ER in Establishing Codes of Conduct
• The Main Sections in a Code of Conduct Manual
• Compliance Issues: The Role of ER