Certificate in Dispute Management (Distance-Ed Program) - IIAM

Module 1Basics on Negotiation & Mediation (Part 1)Course ContentsModule 1Basics on Negotiation & Mediation (Part 2)OverviewImportance of ADRNEGOTIATIONOverview on NegotiationFUNDAMENTALS ON NEGOTIATIONIntroductionProblems of conventional negotiationsWhat is the alternative?THE METHODSeparate the people from the problemFocus on interests, not positionsInvent options for mutual gainInsist on using objective criteriaNEGOTIATION STRATEGIESIntroductionFive basic negotiation stylesCorporative versus competitive stylesBeyond style – to effectivenessFOUNDATIONS OF EFFECTIVE NEGOTIATIONIntroductionNegotiation styleAttitudeAuthoritative Standards & NormsLeverageIMPROVING ‘STRATEGIES’Developing your ‘BATNA’The better your BATNA, the greater your powerConsider other side’s BATNAMaking to participateNegotiation JujitsuConsider the one-text procedureTAMING THE HARD BARGAINERHow to negotiate about the rules of the game?Some common tricky tacticsETHICS IN NEGOTIATIONThe minimum standard – Obey the LawBeyond the Law –A look at EthicsMEDIATIONOverview on MediationHow does it work?What is Mediation?Key qualities of Mediation ProcessAdvantagesTHE ART & SCIENCE OF MEDIATIONSome key ADR distinctionsMediation DefinedTHE METHODMediators & their approachesPRINCIPLES OF CONFLICT MANAGEMENTThe Five P’s of Conflict ManagementSTAGES OF MEDIATIONInitiation of the Mediation ProcessMediation SessionPost SessionTHE MEDIATORS JOBJob description of a MediatorJob qualification of a MediatorMediators QualitiesAssess your point of entryCommitBADGERBegin the DiscussionAccumulate InformationDevelop the Agenda & Discussion StrategiesGenerate MovementEscape to Separate SessionsResolve the DisputeMEDIATORS TECHNIQUESNegotiation techniques used by a MediatorFORMS OF AGREEMENTWritten AgreementsNo Written AgreementsPRE-REQUISITE FOR SUCCESS OF MEDIATIONJoy of MediatingETHICAL DILEMMAS & PRACTICAL CHALLENGESCode of Conduct for MediatorsThe right measure of Ethics – Just enough