Course Details
When
Start: Sun 01 September 2019
End:
Where
Time Oak HotelAbdulla Omran Tayram St
Al Thanyah 1
Tecom - Dubai
United Arab Emirates
Related Courses
- Selling Skills For Hospitality Sector - Mon 08 July 19 - Tue 09 July 19 - 9:00 am - 5:00 pm
- Foundation of Sales - Sun 14 July 19 - Mon 15 July 19 - 9:00 am - 5:00 pm
- Customer Service Excellence - Wed 24 July 19 - Thu 25 July 19 - 9:00 am - 5:00 pm
- Advanced Presentation Skills - Sun 28 July 19 - Mon 29 July 19 - 9:00 am - 5:00 pm
- Advanced Selling Skills - Tue 30 July 19 - Wed 31 July 19 - 9:00 am - 5:00 pm
- Sales for Non-Salespeople - Wed 21 August 19 - Thu 22 August 19 - 9:00 am - 5:00 pm
- Time & Stress Management - Wed 28 August 19 - Thu 29 August 19 - 9:00 am - 5:00 pm
- Advanced Negotiation Skills - Sun 01 September 19 - 9:00 am - 5:00 pm
- Writing Winning Tenders - Mon 02 September 19 - Tue 03 September 19 - 9:00 am - 5:00 pm
- Advanced Selling Skills - Wed 11 September 19 - Thu 12 September 19 - 9:00 am - 5:00 pm
- Impactful Presentation Skills - Tue 08 October 19 - Thu 10 October 19 - 9:00 am - 5:00 pm
- The Art of Negotiation - Wed 23 October 19 - Thu 24 October 19 - 9:00 am - 5:00 pm
- Maximising Key Accounts - Sun 17 November 19 - Tue 19 November 19 - 9:00 am - 5:00 pm
- Effective Sales Management - Mon 18 November 19 - 9:00 am - 5:00 pm
- Managing Key Accounts - Mon 09 December 19 - Tue 10 December 19 - 9:00 am - 5:00 pm
Advanced Negotiation Skills
This is a very hands on course that has been designed to cover the advance topics that are essential for successful commercial negotiation across a wide range of roles. This course will specialise in helping participants develop assertiveness, confidence and control in business negotiation situations..
We don’t look at a “Win at all costs” attitude we focus on a “win win” negotiation style focusing more on the relationship building side of sales to make sure there is longevity in the relationship for future deals
Key Learning Points:
- Identify strengths and weaknesses of your negotiation style
- Understanding the different sort of buyers
- Defining buyer behaviour
- How to recognise negotiating tactics and stances
- Understanding unconscious (non-verbal) communication
- Strong assertiveness in business negotiation situations
- How to project confidence
- How to be an effective business negotiator
Course Content
Overview
- Planning for successful business negotiations
- How to structure your negotiations
- Verbal negotiation skills
- Non Verbal negotiation skills
- Win Win Outcome
- Listening skills
- Behavioural Styles
- Relationship building
- Personal action plans
- Assertiveness Behaviour
- Saying “No”
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.
Meet the Course Instructor
Graham has been resident in the UAE since 2010. His post-military training career involved running a range of courses in leadership, effective communications, team building, planning and organizing skills, decision making, etc. He also delivered a number of technical training programmes. Graham brings real life experiences into the training room, some of which, due to his military career, are outside the normal experience and scope of many trainers. His military career included positions relating to intelligence, counter terrorism, homeland security, and international security. This work required a very focused and analytical approach, combined with excellent communication and leadership skills, and the ability to work in effective, manageable teams.
Graham joined HMS Ltd, a security training organization as an internal trainer. In this post, he delivered training to international teams, from the USA, Europe, and the Middle East. In 2008, he was promoted to manage a team of five direct reports, with additional responsibility for the co-ordination of a 30+ member international team in multiple locations (including the USA, Europe, Asia, and the Middle East).In this role, Graham became something of an expert and was then requested to deliver training programmes to senior figures in the UK and US governments. He was also responsible for the project management of a number of government projects.
Graham gained PRINCE2 Practitioner (Project Management) qualification and utilised these skills in the new projects he worked on. He also delivered training courses in Six Sigma Facilitator Biography (a quality method for improving business efficiency and effectiveness), Change Management, Managing the Training Process, and Train the Trainer.
Graham has delivered training to over 1000 individuals in the MENA region across a diverse range of industries and sectors.Graham believes his experience and knowledge of the design, planning, and delivery of a wide range of programmes creates excellent outcomes in the training room, with positive feedback from delegates. Graham always strives to give people a positive and memorable training experience.
Graham’s key areas of expertise include:
- Specialized Coaching to all levels of Management from junior to ‘C’ suite
- Leadership Courses - multiple courses
- HR Management & Training - multiple courses
- Customer Service – multiple courses
- Sales & Marketing - multiple courses
- Personal Development- multiple courses
- Microsoft Courses, Project, PowerPoint (2010), Word, Outlook