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Negotiation

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19 views4 pages

Negotiation

Uploaded by

hesham
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Negotiation Masterclass – 3 Days

March 12th 13th 14th 2005, Dubai, UAE.

“Win/Win is an attitude, not an outcome”


Aims
Negotiation happens all around us whether we realise it or not; a
boss trying to get buy-in, an employee trying to get a raise or a
child wanting to stay up later. There are also clear cut
negotiations be it the buyer or the seller, this course will provide
negotiators with intensive re-training and coaching to sharpen
their skills of negotiation.

Objectives

On completion of the programme participants will be able to:

• Recognise the different types of negotiations -

• competitive or positional negotiation


• collaborative or problem-solving or interest-based negotiation
• transaction/commercial negotiation
• dispute/value negotiation

• Recognise the wide range of personal skills and attributes required to negotiate
effectively and how to develop and enhance these
• Prepare appropriate negotiation strategies, implement and adapt them as
appropriate
• Deal with relationship issues, including considering each party's perception;
seeking to make negotiation proposals consistent with the other party's interests;
making emotions explicit and legitimate; matching, pacing leading and active
listening.
• Create sufficient capacity to effectively represent their interests in negotiation -
power management
• Deal with difficult and competitive negotiators
• Use a structured approach to the negotiation process

The Programme will cover:

The Characteristics and Skills

Personal inventory of attitudes, skills and abilities in effective negotiation. How to enhance
skills. Cultural aspects.

Tel: 04 3474127 PO Box 500333, Dubai, UAE. Fax: 04 3474296


[email protected] "Towards Best Practice…" www.ips.ae
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 Methods

The programme will be designed to enhance learning through group and individual cases and
exercises. Some of these will be Client specific. 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 complete sets of workbooks, 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.

Tel: 04 3474127 PO Box 500333, Dubai, UAE. Fax: 04 3474296


[email protected] "Towards Best Practice…" www.ips.ae
BILL LEVELL ~ COURSE DIRECTOR
His hugely successful career includes appointments for marketing and sales
in a wide variety of markets at senior Board and management level (UK and
overseas.)

Clients regard him as a visionary thinker and a vital catalyst in the


development of their strategic plans and practical implementation of sales
and negotiation techniques.

Highly experienced in all aspects of Strategic Development, Management,


and Advanced Negotiation. He has developed his own planning and analysis
tools, which are now a standard part of the sales and marketing curriculum’s
and utilised by blue chip companies’ world wide to automate the decision-
making process and create effective plans.

Bill loves sharing his experiences and is a Senior member of the Chartered
Institute of Marketing’s Faculty having been a course director for 15 years

International Experience:
Use of all areas of expertise in USA, Middle East (Saudi Arabia, Abu Dhabi, Bahrain,
Iran), Western Europe (inc. Scandinavia), Eastern Europe (Bulgaria, Croatia, Czech
Republic, Hungary, Poland, Romania, Turkey) and CIS (former Soviet Union)

Career Experience:

Managing Director - £150m multi-product manufacturing/trading company


Marketing & Sales Director - Industrial/speciality chemicals
Product Group Manager - Pharmaceutical/Toiletries - 4 brands
Regional Sales Manager - Pharmaceuticals/Toiletries
Product Marketing Manager - Pharmaceuticals/Toiletries
Sales Representative - Pharmaceuticals/Toiletries

Additional Information:
Whilst the foregoing information is pertinent, his current experience in running and managing
businesses for clients, training and advising their people is much more relevant.

His reputation is founded on a combination of very practical experience and visionary thinking
outside of current business boundaries and spanning many markets and industries. He has
experience in assisting with the development of creative opportunities for businesses and is
regarded as an important catalyst in strategic management thinking. He is well known for his
design and implementation of process consultancy and training programmes, which are both
highly practical and stimulating. His wide experience and ability to relate to many situations
across a range of markets make his contributions invaluable and easily assimilated.

Tel: 04 3474127 PO Box 500333, Dubai, UAE. Fax: 04 3474296


[email protected] "Towards Best Practice…" www.ips.ae
Telephone: + 971 4 3474127 Facsimile: + 971 4 3474296/3369961 Email: [email protected]
To:
Company:
Fax Number:
From:

Negotiation Masterclass March 2005 – A Three Day Interactive Training Course.


Course Application Form

Please reserve the following seat on the course:

Name:
Company:
Position:
Fax:
Phone:
Email:
P.O. Box:
Country:
City:
Nature of Business:
No. of employees for which you are in charge:
No. of years experience in negotiation role:
Area for which you are responsible (Circle) City/Country/Continent/Hemisphere/Globe

Number of places required: (Please tick the appropriate box or insert number required)
Currency is UAE Dirhams.

Individual 4,550 Dhs


Member 4,060 Dhs
Group (More than one) 4,060 Dhs

Name/position invoice should be addressed to:……………………………………………………

Please Fax back the completed Form to + 971 (0) 4 3474296


We will send you confirmation of your booking and further details.
Thankyou.

Tel: 04 3474127 PO Box 500333, Dubai, UAE. Fax: 04 3474296


[email protected] "Towards Best Practice…" www.ips.ae

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