Negotiation in the 21st Century

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Negotiation in the 21st Century

Negotiation and Dispute Resolution for Executives and Managers

Negotiation and Dispute Resolution for Environment and

Natural Resource Professionals

Negotiation and Dispute Resolution for Health Care Professionals

Negotiation and Dispute Resolution for Municipal Managers

Three days to a better means

of resolving conflict

www.royalroads.ca

You can get there from here.

U U

GROUP THE

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NEGO

TIA

TION

NEGOTIATION

is the way that managers manage. It is a critical and central skill that managers use to accomplish goals, motivate and direct staff, and define expectations with peers and colleagues. It is equally critical to success in a world of competing interests and hard choices.

Far from being isolated to specific deal-making or complex mediation with angry stakeholders, nearly every telephone call, appointment, memo, and meeting contains elements of negotiation. Studies show that middle and senior managers and executives spend 70 to 95 per cent of their time preparing, carrying out, and following up on negotia-tions. Most of these negotiations occur within a continuing relationship either within the organization or with external partners.

This is a dynamic process. What is the connection between negotiations and relationships? How do you negotiate to build relationships? And how do you salvage negotiations that threaten to break down? Be prepared to learn how effective negotiations can help achieve your personal and organizational goals.

PROGRAM DESCRIPTION

Royal Roads University, a leader in peace and conflict studies, is offering a series of workshops tailored to the changing and dynamic needs of organizational negotiation. In addition to a overview program that focuses on negotiation and conflict resolution skills for managers, the university offers tailored programs that explore conflicts in specific settings such as environment and natural resources, health care, and local and municipal governance.

CONTACT INFORMATION

Peace and Conflict Studies, Royal Roads University, 2005 Sooke Road, Victoria, BC V9B 5Y2, 250-391-2654 www.royalroads.ca

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These programs will allow you to: Learn and practice the

negotia-tion tools that build innovative and lasting solutions.

Learn to identify the sources of conflict more quickly and easily. Learn how to negotiate to build

long-lasting work relationships. Practice negotiation strategies

and skills through simulations. Take back to your workplace the

skills to make you and your colleagues more successful problem solvers.

Your organization will benefit from management skills that enable you to:

Discover how to manage

expecta-tions during negotiaexpecta-tions.

Develop strategies for more

effective communication and information management.

Design your own step-by-step

way to negotiate successful resolutions to organizational conflicts.

WHO SHOULD ATTEND?

Executives and mid-career managers from government, business and the not-for-profit sector. This diversity of backgrounds and experiences enhances the learning experience for all participants as you work with different perspectives and negotiating styles.

Experienced managers interested in sharpening their skills and adding new strategies to their negotiation repertoire.

Managers who represent their organizations with external partners, customers, clients, vendors or stakeholders.

Managers who are seeking new approaches to negotiate up, down and across organizational lines to achieve goals and motivate people.

Negotiation and Dispute Resolution for Executives and

Managers

is designed for all executives and managers who want to learn more about how to manage and resolve conflict in their complex working environments. It includes the latest concepts and techniques to help man-agers develop effective negotiating strategies.

Topics include using interest-based strategies to build influence through reducing resistance; protocol and process negotiations; how to make sure that negotiating partners have sufficient information to make proposals you can accept; and how to create agreements that become self-implementing.

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This has been very constructive in providing ideas on how to develop plans to achieve the objectives of multiple interests. I see immediate applicability to my work.

Rick Killam

Participant from Placer Dome, Latin America

February 3-5, 2002

Negotiation and Dispute Resolution for Municipal Managers

is targeted to managers who are involved in the daily activities of local government administration, including elected officials, associa-tion members, and municipal managers. The basic principles are applied to managing conflicts between governments; negotiation with interests groups within the community; and decision related to the locating and facilities.

Negotiation and Dispute Resolution for Health Care

Professionals

is designed for executives and managers in a variety of health care settings, including hospital administration, private health care providers, and agency managers. Particular attention is placed on creating working agreements between professionals; resolving issues over the allocation of scarce resources; and building coalitions.

January 30 - February 1, 2002

Negotiation and Dispute Resolution for Environment and

Natural Resource Professionals

is designed for those who work in the field of environmental and natural resource management, including agency managers, private sector and not-for-profit groups. In addition to the topics addressed in the general program, this program focuses on the kind of issues that arise in the complex settings of resource management. Topics include strategies for dealing with external interests and stakeholders; understanding the differ-ences between consensus building and consultation; the 10 principles of consensus building; and how to create continuing negotiations and dispute management committees.

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INSTRUCTIONAL TEAM

Immediately relevant to todays negotiating challenges, the programs are con-ducted by acknowledged leaders in conflict resolution. The instructors bring with them a wealth of experience in dispute resolution and are deeply committed to enhancing the learning experience through interactive learning methods. The CSE Group, offering these programs in partnership with Royal Roads University, has been offering executive programs for more than 20 years.

Gerald Cormick, Ph.D.

A principle architect in the application of negotiation and mediation techniques to conflicts in Canada and the United States, Gerald is a premier lecturer at the Osgoode Hall Law School and Masters Program on Dispute Resolution, as well as the University of Washington Executive MBA and Master of Health Adminis-tration programs and the Public Sector Executive series. He applies the negotiation and conflict resolution concepts that he teaches within and between organizations, working with and coaching managers on a daily basis. He is also an expert trainer on the application of these techniques to relationship management and has devel-oped widely used training materials for managers. His mediation experience includes the resolution of complex disputes involving governmental, natural resource, health care and economic issues in Canada, the U.S. and elsewhere.

S. Glenn Sigurdson, Q.C.

Glenn has a proven track record dealing with diverse interests - building relation-ships, achieving consensus, developing partnerrelation-ships, and resolving conflict. Within organizations, he has given leadership to strategic planning exercises, and the design of dispute management systems. Between and among organizations and groups, he is internationally known for his work in complex multi-party challenges, many with respect to large-scale issues relating to resources and the environment, often involving First Nations. A former President (1996) of the Society of Professionals in Dispute Resolution (SPIDR), now The Association for Conflict Resolution, he has written and spoken extensively in the field, including the co-authorship with Gerald Cormick and others of Building Consensus for a Sustainable Future: Putting Principles into Practise.

Felicity Edwards, M.Sc., M.A.

Felicity has been involved in inter- and intra-group decision making for two decades. She has worked across the spectrum of organizations, including The World Business Council on Sustainable Development, the Government of Egypt, The Petroleum Authority of Thailand and the Administrative Staff College in Hyderabad, and in a variety of countries, such as Europe (Germany, Holland and Switzerland), Asia (Thailand and India) and in Egypt. She has also designed and developed professional development programs for executives and managers, both in the resource management field as well as executive management, including for the Banff Centre.

Certificate of Completion

Participants will receive a certificate of completion from Royal Roads University.

There will be a lot of ideas for me to put into practice right away. I feel invigorated and more optimistic about the possibility of a positive outcome.

Beth Blattenberger Participant from Seattle City Light

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A representative list of organizations that have participated in training programs provided by the CSE Group and Royal Roads University:

Abitibi BC Hydro

BC Oil and Gas Commission

Canadian Association of Petroleum Producers City of Calgary

Dofasco Embridge

Fisheries and Oceans Canada Fletcher Challenge

Glenayre

Greater Vancouver Regional District Indian and Northern Affairs Canada

Ministry of Municipal Affairs Nanaimo Regional General Hospital

Ontario Power Generating Corp. Pacific Coast Banking School

Petro-Canada Placer Dome

RCMP Seattle City Light

Students Association of Mount Royal College TransAlta

Vancouver Playhouse Verus Group International

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COURSE FEES - $1495 + GST

All courses are offered on the Royal Roads University campus in Victoria, British Columbia. A member of the Association of University and Colleges of Canada, Royal Roads is located on 565 acres of a breathtakingly beautiful national heritage site, overlooking the Olympic Mountains and bordering the Juan de Fuca Strait. Its grounds include old growth forests, formal gardens, numerous walking trails, and Hatley Castle, the original estate of James Dunsmuir, a former Premier and Lieutenant Governor of British Columbia.

All course fees include: instruction, opportunity to practice, comprehensive program materials, and meals. Accom-modations are available upon request for an additional fee. On-campus accomAccom-modations include an executive room with a queen size bed and private bath.

Registration Information:

Name: Address:

City: Province: Postal Code:

Phone Numbers: Day ( ) Evening: ( )

E-mail:

Select Course and Accommodations:

PROGRAM DATES COST (includes tax)

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Negotiation and Dispute Resolution for Executives and Managers

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November 1-3, 2001 $1614.60

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March 4 6, 2002

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Accommodations on campus. $126.50

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Negotiation and Dispute Resolution in Environment and November 14-16, 2001 $1614.60

Natural Resource Professionals * Accommodation off campus

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Negotiation and Dispute Resolution for Health Care Professionals January 30 February 1, 2002 $1614.60

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Negotiation and Dispute Resolution for Municipal Managers February 3-5, 2002 $1614.60

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Payment:

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MC

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Visa

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Cheque Total amount enclosed $

Credit Card Number: Exp Date:

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Send to: Peace and Conflict Studies, Royal Roads University, 2005 Sooke Road, Victoria, BC V9B 5Y2, 250-391-2654 www.royalroads.ca e-mail: [email protected] Or fax with credit card to (250) 391-2608

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Negotiation in the 21st Century