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ومهاراته\u003C\u002Fli>\n\u003Cli>مراحل جلسة الوساطة\u003C\u002Fli>\n\u003Cli>النزاعات بين الإدارات ومع الشركاء الخارجيين\u003C\u002Fli>\n\u003Cli>النزاعات متعددة الأطراف\u003C\u002Fli>\n\u003Cli>بدائل تسوية النزاعات قبل التقاضي\u003C\u002Fli>\n\u003Cli>خطة شخصية لتطوير مهارات التفاوض\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cp>في نهاية البرنامج سيكون المشاركون قادرين على:\u003C\u002Fp>\n\u003Cul>\n\u003Cli>التمييز بين التفاوض التوزيعي والتفاوض التكاملي واختيار المنهج المناسب\u003C\u002Fli>\n\u003Cli>إعداد خطة تفاوض تحدد المصالح والبديل الأفضل وحد الانسحاب ومنطقة الاتفاق الممكنة\u003C\u002Fli>\n\u003Cli>تحليل مصالح الطرف الآخر ومصادر قوته\u003C\u002Fli>\n\u003Cli>صياغة العرض الأول وإدارة التنازلات بطريقة مدروسة\u003C\u002Fli>\n\u003Cli>التعرف على التكتيكات الضاغطة والرد عليها دون الإضرار بالعلاقة\u003C\u002Fli>\n\u003Cli>تشخيص النزاع وتحديد أسبابه ومراحل تصاعده\u003C\u002Fli>\n\u003Cli>اختيار أسلوب التعامل مع النزاع وفق نموذج Thomas Kilmann\u003C\u002Fli>\n\u003Cli>إدارة جلسة حوار أو 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الوقت، أو يتمسكون بمواقف تفقدهم فرصا أفضل. وفي النزاعات يتكرر خطأ مشابه: يؤجل الخلاف حتى يتصاعد، أو يعالج بالسلطة فيبقى سببه قائما.\u003C\u002Fp>\n\u003Cp>يعامل البرنامج التفاوض وحل النزاعات بوصفهما مهارة واحدة تقوم على فهم المصالح وإدارة العلاقة. ويمر بخمس مراحل: فهم أنواع التفاوض وديناميكيته، والتحضير المنظم، وإدارة الجلسة وتكتيكاتها، وتشخيص النزاعات واختيار أسلوب معالجتها، ثم الوساطة وإدارة النزاعات المعقدة وإغلاق الاتفاق.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>مرتكزات مهنية معترف بها.\u003C\u002Fstrong> يستند البرنامج إلى منهج التفاوض المبني على المصالح الذي طوره مشروع هارفارد للتفاوض، ومفهومي BATNA وZOPA، ونموذج Thomas Kilmann لأساليب التعامل مع النزاع، ومنهج العلاقة المبنية على المصالح في معالجة الخلافات، ومبادئ الوساطة المستخدمة في تسوية النزاعات التجارية.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>قرارات يحسّنها البرنامج.\u003C\u002Fstrong> هل يدخل المفاوض الجلسة أم يطور بديله أولا؛ وما سقف العرض الأول وحد الانسحاب؛ وأي التنازلات تقدم ومقابل ماذا؛ ومتى يتجنب النزاع أو يواجهه أو يحال إلى 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