Course Details
When
Start: Sun 15 December 2019
End: Mon 16 December 2019
Where
Time Oak HotelAbdulla Omran Tayram St
Al Thanyah 1
Tecom - Dubai
United Arab Emirates
Related Courses
- Advanced Selling Skills - Wed 25 September 19 - Thu 26 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
- Customer Service Excellence - Mon 11 November 19 - 9:00 am - 5:00 pm
- Maximising Key Accounts - Sun 17 November 19 - Mon 18 November 19 - 9:00 am - 5:00 pm
- Time & Stress Management - Mon 18 November 19 - Tue 19 November 19 - 9:00 am - 5:00 pm
- Effective Sales Management - Tue 26 November 19 - Thu 28 November 19 - 9:00 am - 5:00 pm
- Advanced Presentation Skills - Tue 10 December 19 - Wed 11 December 19 - 9:00 am - 5:00 pm
- Advanced Negotiation Skills - Sun 15 December 19 - Mon 16 December 19 - 9:00 am - 5:00 pm
- Writing Winning Tenders - Wed 25 December 19 - Sun 29 December 19 - 9:00 am - 5:00 pm
- Managing Key Accounts - Wed 01 January 20 - 9:00 am - 5:00 pm
- Sales for Non-Salespeople - Wed 01 January 20 - 9:00 am - 5:00 pm
- Selling Skills For Hospitality Sector - Wed 01 January 20 - 9:00 am - 5:00 pm
- Advanced Selling Skills - Sun 05 January 20 - Mon 06 January 20 - 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