Advanced Negotiation Skills

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يرجى النقر لعرض مخطط الدورة العربية

SCHEDULE

May 14 to May 16 Abu Dhabi, United Arab Emirates Register
June 23 to June 25 Dubai, United Arab Emirates Register
August 27 to August 29 Abu Dhabi, United Arab Emirates Register
September 3 to September 5 Dubai, United Arab Emirates Register
November 12 to November 14 Abu Dhabi, United Arab Emirates Register
December 22 to December 24 Dubai, United Arab Emirates Register

Overview

Designed to review the vital core topics that are essential for any successful negotiation. Advanced Negotiation Skills is designed for experienced negotiators who are looking to develop their skills in the more challenging aspects of the negotiation process. We will review and apply the concepts already learned to help deal with more complex situations involving negotiation teams, multi-party negotiations and negotiators of varying skill levels Role plays and small group activities provide immediate feedback that delegates can use to refine their skills.

Objectives

  • Know how to plan and prepare for the negotiation process.
  • Learn how to open and conclude a negotiation.
  • Understand the value of body language and behavioural knowledge which enhance negotiation and broader business communication
  • Explore techniques on how to think analytically and strategically when negotiating
  • Learn how to negotiate confidently from a position of partnership with customers, suppliers and other stakeholders
  • Identify skills required to be able to deal effectively and profitably with price objections
  • Discover a framework for analysing the context of the negotiation and preparing an optimal negotiating position
  • Know how to prepare and present a proposal at a final business negotiation stage

Course content

Below is an example of the course content. The content can be ‘tailored’ to meet the exact requirements of the client.

Day one

Where are you now?
  • Review of pre-course questionnaire
  • Discuss main objectives and experiences with negotiation
  • The negotiation ‘thought process’
  • Your mind-set and its effect on negotiation
  • Acquiring a positive attitude to the negotiation process
Planning for successful negotiations
  • The other party
  • Research and establish the other persons position (business negotiation stance)
  • Negotiating alone or in a team
  • Plan, prepare and coordinate major business negotiation meetings
  • Roles and stakeholder analysis
  • Basic legal and organisational requirements of what constitutes a ‘deal’
Presenting your company
  • Opening the negotiation (first meeting)
  • Opening and closing statements
  • Presenting your organisation in a tender or negotiation
  • Dealing with difficult questions during the tender or negotiation

Day Two

Price
  • The key reasons people will pay your asking price
  • Key differences between selling and negotiating
  • Presenting ‘price’ in the most effect and persuasive manner
The negotiation iceberg
  • Bottom-up
  • Power analysis
  • Variables
  • Shopping list
  • Cost benefit
Role-plays
  • Delegates start to prepare for a negotiation
Negotiation case studies and review
  • Case studies
  • Planning worksheet and action plan
  • Negotiation ‘tool kit’

Day Three

Verbal and non-verbal skills
  • Reading other people effectively
  • Body language
  • Advanced questioning and active listening skills
  • Pre-empting negotiation objection
  • Delivering assertive proposals
Proposing and packaging your position
  • Identifying key variables that can be negotiated
  • The power of ‘authority’ during your negotiations
  • The needs and motivations that exist in negotiation
Role-plays
  • Delegates will role-play a negotiation (this will be filmed)
  • Feedback on the negotiation
Negotiation case studies and review
  • Case studies
  • Planning worksheet and action plan
  • Negotiation ‘tool kit’

METHODOLOGY OF TRAINING

The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited.

Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:

    • Group discussion
    • Individual and syndicate activities
    • Individual and group tasks
    • Case studies
    • Role plays
    • Audio and video evaluation
    • Action planning
    • Experiential learning games
    • Presentations
    • Assessments

 

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Abu Dhabi

P.O. Box 44705, Abu Dhabi,
United Arab Emirates
Phone: +971 2 6740340
Fax: +971 2 6743554

Tax Registration Number:
100003031000003
for VAT purposes, only in the UAE

Dubai

P.O. Box 334058, Dubai,
United Arab Emirates
Phone: +971 4 2566414
Fax: +971 4 2566424

Tax Registration Number:
100003031000003
for VAT purposes, only in the UAE