TRAINING PROGRAMME ON
“THE CONCEPT AND ART OF NEGOTIATION AND MEDIATION”
For Corporate Executives, Legal and Business Professionals
INTRODUCTION
With the gradual elimination of trade barriers and the rapid march towards globalisation, the role of international trade has increased significantly, as a consequence of which there is a proportionate rise in contracts and agreements between the trading parties.
The strength of your agreements, understandings and relationships can make the difference between success and failure. Weak agreements always break down or lead to disputes. This is where good mediation or negotiation skills play a crucial role. Further, nowadays parties involved in commercial and business disputes prefer non adversarial methods such as negotiation and mediation to resolve their conflict as it is a quick and amicable option.
Recognising this need, FICCI Arbitration and Conciliation Tribunal (FACT) has launched a workshop to impart useful training and information.
The Hon’ble High Court of Delhi has kindly agreed to nominate senior judges from the ‘Delhi Mediation Centre’ to act as the faculty. These
judges have been trained by mediation experts from USA.
TOPICS
The topics will cover:

What is Alternative Dispute Resolution (ADR) & its relevance.

Concept of Mediation and its characteristics vis a vis Adjudicatory system, Arbitration,
Conciliation and Lok Adalat.

Role of the mediator.

Stages of mediation (Introduction, opening statement, joint session, caucus and agreement).

Qualities of a good mediator / negotiator, effective and ineffective mediator.

Communication techniques:
(a) Use of words by negotiator/mediator
(b) Power of terms viz. neutral reframing, summarizing, re-directing, deferring, reinstatement, reflection, acknowledgement, empathy and active listening.

Approaches to negotiation.

Characteristics of negotiation.

Types of bargains with special emphasis to the role of mediator/negotiator in facilitating bargaining.
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Barriers to negotiations (strategic, cognitive, psychological and principle agent).

Reality testing with special reference to Batna-Watna.

Logical thinking, lateral thinking, brainstorming, apology, vindication of stand, face-saving.

Role plays, exercises and discussions.
BENEFITS
The syllabus module is intended to be of practical application and would enable participants to:

Recognise the different phases of negotiation /mediation

Communicate effectively in the work environment

Understand the pros and cons of "Positional bargaining" and "Mutual Gains"


Understand the techniques that can be employed to protect or enhance commercial relationships

Apply psychological power

Recognise tactics, and neutralize them if necessary

Organise successful negotiating/ mediation teams
 Plan for continuous improvement in negotiating skills and mediation expertise
 Understand one’s own negotiating style and amend it as required

Appreciate the effect that negotiating behaviour can have on long-term relationships
WHO WILL BENEFIT?
The answer to the question, put simply, is: Just about everyone who conducts commercial negotiations . Negotiation /Mediation skills are transferable across all sectors, though the content is adapted to address particular business issues.
Content and style of delivery are also adapted to the audience so that workshops are suitable for different levels of management, and for all disciplines including purchasing, sales, marketing, project management, human resources, M & A, property & estate, finance etc. It addresses the roles of:

Managerial Personnel in both public and private sectors

State and Central Government Officials

Senior Human Resources Professionals

Persons involved in Consumer Redressal

Lawyers, Arbitrators

Entrepreneurs

Educators
WORKSHOP DURATION & VENUE
The workshop will be held for two full working days on 4 h and 5 th May, 2007 at the Federation
House, Tansen Marg, New Delhi 110001.
.
PARTICIPATION FEE
The workshop fee is applicable as follows:
Rs. 15, 000/- (for Individuals)
Rs. 12, 500/- (Registration of 2 and more persons or Annual Members of FACT)
Rs. 10, 000/- (Life Members of FACT)
The fees include cost of background material, tea/coffee and lunch for both days)
Please note that the number of participants is limited to 15 persons, who will be admitted on firstcome-first serve basis.
For further details, please contact:
Neharika Srivastava / Amita Madan
FICCI ARBITRATION AND CONCILIATION TRIBUNAL (FACT)
FEDERATION HOUSE, TANSEN MARG, NEW DELHI – 110001
TEL: 23319849 (D), 23738760-70 (11 lines), Ext:347 FAX: 91-11-237271504, 23320714
E-MAIL:arbitration@ficci.com WEBSITE: http//www.ficci-arbitration.com