array (
  'course-city' => 
  array (
    0 => 48,
    177 => 90,
    226 => 77,
    336 => 106,
    371 => 107,
    445 => 72,
    486 => 108,
    528 => 109,
    551 => 110,
    582 => 111,
    604 => 71,
    639 => 112,
    673 => 78,
    708 => 113,
    798 => 70,
    818 => 114,
    875 => 115,
    877 => 127,
    910 => 116,
    1054 => 117,
    1226 => 118,
    1324 => 91,
    1402 => 119,
    1492 => 120,
  ),
  'course-language' => 
  array (
    0 => 49,
    706 => 126,
  ),
  'types' => 
  array (
    0 => 81,
  ),
  'course-category' => 
  array (
    0 => 67,
    127 => 64,
    128 => 65,
    129 => 58,
    130 => 59,
    131 => 66,
    132 => 125,
    133 => 60,
    134 => 61,
    135 => 123,
    136 => 46,
    137 => 51,
    138 => 62,
    139 => 85,
    140 => 83,
    141 => 76,
    144 => 99,
    145 => 57,
    146 => 63,
    149 => 97,
    152 => 98,
    157 => 124,
    158 => 103,
    159 => 104,
    160 => 105,
    161 => 55,
    162 => 75,
    163 => 53,
    164 => 56,
    172 => 100,
    174 => 101,
    178 => 122,
    191 => 121,
    240 => 102,
  ),
  'course-type' => 
  array (
    0 => 73,
  ),
)

BPD - 102

3 days

Doha

23 May, 2023

7800 QAR

Negotiation Skills

Course Overview:

Critical Negotiation skill is important. It approaches the skills, techniques, strategies and philosophy of negotiation in such a way, that each delegate will not only understand the theory, but also have the opportunity to use it in highly interactive, practical role play situations enabling him to successfully negotiate at all levels.

We live in an age in which negotiation is an integral part of life. All around us there is evidence of this. Business agreements and economic co-operation; organizations forming alliances and mergers; sales pitches; projects; peace-negotiations; tendering; procurement; pricing; employment contracting and the like. All these involve and depend on successful negotiations. Negotiation is a fact of life, and everyone needs this generic skill.

These negotiation skills do not come naturally. We need help in learning how to adapt our styles and apply effective interactive, communications and negotiation techniques in order to further our careers and business goals.

Course Objective:

Upon completion of the course, the trainee will be able to:

Learn how to profile the personality of the person you are negotiating with
Gain insight into effective negotiating strategies that can be used with different personalities
Be better able to understand and practice a more constructive style of reaching an agreement
Be better able to avoid or (at least) resolve conflict, despite widely dividing differences
To allow delegates to improve their selling and negotiating skills through a series of enjoyable and highly participative exercises
To provide them with a clear understanding of the techniques and interpersonal skills required to be an effective negotiator
To focus on weaknesses identified by delegates in their present knowledge of negotiating skills, and address these problems in a constructive and positive manner
To prepare a development plan for delegates that identifies their future development objectives in relation to negotiation skills

Who Should Attend?

This course suitable for anyone who wishes to enhance their skill set to make their negotiation performance a more effective part of their capabilities

Course Content:

Module (01) what is negotiation?

The Nnature of Nnegotiation
types of negotiations
Various Objectives
Various Relationships
Various Styles of Negotiations
Various Issues and content to be negotiated
Negotiating with Contracts

Module (02) Preparing to Negotiate

Negotiation is a process, not a result
How to start and end
What role does conflict play?
Deciding objectives
Analysing the situation
Identifying the issues
Analysing your opposing negotiators
Legalities
Financial considerations
Tactics
Feedback

Module (03) the Negotiating Process

The Anatomy of all Negotiations
How to spot a negotiation opportunity
Whose goals are most important
Redefining the expectations of everyone involved
Determining the basis for give and take

Module (04) Identifying Your Negotiating Style

Five Proven Styles of Negotiating
Interpreting the styles of others
Identifying your style, your strengths, and your blind spots
How styles interact, conflict, or mesh
When and how to adjust your style

Module (05) Pre- Negotiation Planning Steps

Establishing your specific needs
How to sort out your options
Finding out the bottom-line need of the seller
Identifying your “trading cards”

Module (06) Using Cost-Price Analysis as a Negotiating Asset

How to determine real cost
Negotiating Profits and Margins
Getting all the financial facts

Module (07) Typical Business Interactions requiring Negotiation Skills

Procurement
Sales and Marketing
Performance Management & Appraisals
Meetings & Presentations
Supervising and managing Employees
Evaluating the other party

Module (08) Dealing with Conflict Creatively

Handling Differences and Disruptions
Intergroup Conflict
Consequences of Conflict
Learning to assert yourself
Preventing their problems from becoming your problem
How Networking can improve Conflict and promote Co-operation

Module (09) Assessing your Negotiating Effectiveness

Measuring and monitoring your effectiveness
Observing your Own Style
Critiquing and changing your Negotiating Habits
Building Trust
Practicing contract Negotiating Sessions
Case Studies

Negotiation Skills

TRAINING PLAN FORM