Program Overview

The ability to negotiate and manage conflict effectively is essential in today's world. It impacts outcomes with clients, colleagues, regulators, suppliers, and internal stakeholders. However, even seasoned professionals often default to intuition, avoid tough conversations, or slip into positional bargaining that strains relationships and leaves value behind.

This three-day executive program is a practical, skills-based course designed to equip professionals with the skills to lead more effective negotiations and resolve workplace conflicts constructively. Co-delivered by faculty from Hamad Bin Khalifa University and seasoned practitioners, it combines proven frameworks, including those employed in Harvard’s Program on Negotiation and Chris Voss’ methods, with real-world scenarios, practical applications, and structured reflection. Participants apply what they learn through role-plays, simulations, and case studies grounded in organizational and regional contexts from the GCC.

By the end of the program, participants will be proficient in preparing and leading negotiations, handling difficult situations, and designing agreements that are both effective and durable. They will leave with a personal negotiation and conflict management playbook that they may implement immediately in their roles.
 

Learning Outcomes

Prepare and structure negotiations effectively using proven frameworks that clarify interests, priorities, value-creation opportunities, and potential trade-offs.

Lead principled, outcome-focused negotiations across cultures and contexts, applying human-centric skills such as active listening and rapport-building to strengthen collaboration and reduce resistance.

Handle difficult conversations and challenging behaviours by recognising emotional cues and applying practical tools to manage tension, maintain professionalism, and keep discussions productive.

Resolve workplace conflicts constructively, selecting appropriate approaches to address underlying issues while preserving relationships and organisational effectiveness.

Build a personalised negotiation and conflict-management playbook that integrates analytical preparation, behavioural insights, and relationship-based techniques relevant to their individual roles.

Program Audience

Mid- and senior-level leaders and managers across Qatar and the wider region who negotiate agreements, manage stakeholder expectations, lead teams, and resolve conflict within or between departments. The course is relevant for those working with clients, regulators, suppliers, or cross-functional partners, including those in cross-cultural or regional contexts.

Program Outline

Day 1: Foundations of Effective Negotiation

  • Core Principles and Models (Harvard PON)
  • Mindset, Emotions, and Tactical Empathy (Voss + EI)
  • Applied Negotiation Labs
  • Self-Awareness and Reflection

Day 2: Advanced Strategies for Conflict and Difficult Conversations

  • Difficult Conversations Frameworks
  • Power, Leverage, and Cognitive Traps
  • Systemic Conflict Dynamics
  • Multi-Party and Unequal-Power Negotiations

Day 3: Integration, Mediation, and Real-World Application

  • Designing Durable Agreements
  • Live Conflict-Resolution Simulation
  • Hot-Seat Negotiations + Peer Feedback
  • Personal Negotiation Playbook

Program’s Approach

The programs leverage the Executive Education Center’s strong industry orientation, bringing together experienced practitioners, industry leaders, and industry experts to deliver highly practical learning. Through interactive workshops, real-world case discussions, and curated site visits, participants gain actionable insights grounded in current industry practice.