Institute of Sales & Marketing
Towards best practice
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In-House Training
2. Course Content
Timings, Location and House keeping
- The training will be held in Dubai (details of the venue will be provided on application).
- All days will commence promptly at 9am with coffee and pastries available from 8.30am.
- Lunch will be provided to all delegates at approximately 1pm. There will also be short intervals throughout the day. Please notify the hotel on the morning of the 1st day if you have any dietary requirements.
- Each day will conclude by 5pm but please allow for an over run
- Certificates will be provided to all delegates after the programme has concluded.
- No mobile phones will be allowed inside the training room but there will be regular short intervals.
Overview
- The Characteristics and Skills
- Personal inventory of attitudes, skills and abilities in effective negotiation.
- How to enhance skills.
- Persuasion and Negotiation
- Recognising the relationship between the two processes.
- Determining the negotiating approach and type.
- The nature of negotiation compared with persuasion the need to change techniques.
- The Nature of Power
- The dynamics of power at individual and organisational levels.
- Identifying decision processes and influencing factors.
- Creating capacity to effectively represent your interests.
- Planning to Negotiate
- The key stages of thorough preparation; establishing objectives, determining strategy; determining variables, the roles of the negotiating participants.
- Using planning tools, key tasks, simulation and practice
- Using questions and questioning techniques
- Planning question pathways for control; recognising the purpose of questions and using different types of questions.
- Matching pacing, leading and active listening skills.
- Bargaining Styles and Strategies
- The strategy and tactics for effective collaborative, competitive bargaining.
- Dealing with difficult negotiators.
- Putting together and Putting across
- Effective negotiation communication through planning and understanding the other party's personality, styles and decision making approach.
Training Method
The programme is designed to enhance learning through group and individual cases and exercises. There are a number of opportunities to simulate negotiation and bargaining situations, practice techniques and evaluate skill levels. In addition the course leader's specialist knowledge and guidance are available in all sessions.
The programme will be supported with handouts and post course references. The design of each course will provide for each delegate's preferred learning style and optimise experiential learning processes.
Tutor inputs will be aimed at giving direction and guidance to ensure effective learning, skill enhancement and attitudes to move with the times. The presentation of each programme will use the most modern technique, materials and equipment.
Participants
The course will have a maximum of 18 people who will be selected based on the type of business they are in and their job role to ensure a thorough mix of industries, ideas and experience.
Who should attend?
Everyone who has authority and responsibility for negotiating on behalf of their organization in order to advance business and relationships on the basis of achieving mutual satisfaction.
We prefer delegates to have at least 1 years negotiating experience.
