ILM Endorsed Win-Win Negotiation Skills Page 1 of 10
Why Attend Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates and family members. Negotiation is a method by which people settle differences. It is, to put it simply, the process of trying to get what you want from another person. Too often, business negotiations are limited to a battle over price. While price is of course important, this single-mindedness limits the total value that the parties could benefit from in a partnership. In this negotiation training course, you will gain insight into the habits of good negotiators as you build your own skills. Through a series of group exercises, you will be able to learn and practice proven negotiation tactics, refine your personal negotiating style, and improve your ability to negotiate successfully and effectively in any situation. Course Methodology In this course, participants are exposed to a mixture of interactive and cooperative learning techniques such as lectures and presentations, interactive exercises, games, group activities and role plays. Course Objectives By the end of the course, participants will be able to: Compare and contrast between the integrative and the distributive types of negotiations Evaluate and assess the soft, hard and principled styles in negotiation Identify and assess personality styles in negotiation Distinguish between the four phases of negotiation Examine and apply the different negotiating tactics Discover the best approach to resolving conflict and building trust Plan and conduct effective negotiations as part of a negotiating team Target Audience This course is designed for executives, managers, professionals, salespeople, entrepreneurs, customer service representatives, and anyone who wishes to enhance their negotiation skills and make negotiations a more enjoyable, rewarding and effective part of their job. Target Competencies Influencing others Rapport building Trust building Building consensus and cooperation Verbal and non-verbal communication Conflict management Course Outline Introduction to basic negotiation skills Definition of 'negotiation' Common negotiation forms and features What can you negotiate and whom can you negotiate with Two types of negotiations Integrative versus distributive Rational model for decision making Choosing the most appropriate negotiation strategy Negotiation and personality styles Characteristics of an effective negotiator Negotiation style profile Intuitive/Normative/Analytical/Factual (INAF) Dominance/Influence/Steadiness/Conscientiousness (DiSC) Page 2 of 10
Administration and determination of own style Behavioral style summary Essentials of negotiation The four phases of negotiation Plan, debate, propose and close Negotiation checklist: dos and don ts Elements of Best Alternative to a Negotiated Agreement (BATNA) Choosing when to walk away (BATNA) How to concede: dos and don ts What is your preferred concession style Concession styles from around the world Negotiation planning, preparing, and power Negotiation planning The main pillars of negotiation wisdom Interest and options Alternatives and legitimacy Communication, commitment and relationships Assessing the source of negotiating power Definitions and sources of power Altering the balance of power Overcoming your limitations Defending and challenging a firm offer Negotiation strategies and tactics Thirteen basic negotiation strategies and tactics Brief description of each tactic 10 negotiation mistakes to avoid Dealing with difficult negotiators What can you do about it? Trust building Ranking and discussing the 10 trust building behaviors in negotiations Preparing and conducting individual and team negotiations Practical role plays Feedback, comments and discussions Page 3 of 10
Associations ILM : ILM is the leading provider of leadership and management qualifications in the UK and part of the wider City & Guilds Group, a global leader in skills development. City & Guilds was established in 1878 and is the oldest and largest awarding organisation in the UK. Meirc is pleased to be a recognized ILM provider. This recognition means that participants who fully attend any Meirc course endorsed by ILM, and successfully pass the assessment administered at the end of the course, will receive a certificate from ILM, in addition to the certificate they receive from Meirc. All delegates enrolled in ILM-recognized courses are also entitled to receive a 12-month FREE ILM studying membership. This free membership gives such delegates access to a wealth of support to help them with their studies and their leadership and management career. Location & Date 16-20 Sep, 2018 Media Rotana 2-6 Dec, 2018 Sofitel Downtown 3-7 Feb, 2019 To be assigned 28 Apr - 2 May, 2019 To be assigned 7-11 Jul, 2019 To be assigned 17-21 Nov, 2019 To be assigned : US$ (including coffee breaks and a buffet lunch daily) Per participant - 2018 Per participant - 2019 + VAT as applicable Tax Registration Number 100239834300003 Page 4 of 10
16-20 Sep, 2018 Good to Great Management: The Road Ahead Riyadh 16-20 Sep, 2018 The Leadership Challenge Continues 23-27 Sep, 2018 Certified Team Leader 23-27 Sep, 2018 Istanbul 23-27 Sep, 2018 Results Based Leadership 23-27 Sep, 2018 30 Sep - 4 Oct, 2018 Management Skills and Techniques for Engineers 7-11 Oct, 2018 14-18 Oct, 2018 ILM Endorsed Managerial Decision Making and Problem Solving 14-18 Oct, 2018 Organizational Leadership Abu Dhabi 21-25 Oct, 2018 Adaptive Leadership: Tools and Tactics 21-25 Oct, 2018 21-25 Oct, 2018 Empowering the Workplace for Greater Impact 28 Oct - 1 Nov, 2018 Riyadh 4-8 Nov, 2018 Certificate in Leading and Managing Breakthrough Innovation 4-8 Nov, 2018 4-8 Nov, 2018 Supervisory Skills 11-15 Nov, 2018 18-22 Nov, 2018 ILM Endorsed Coaching Skills for Peak Performance 18-22 Nov, 2018 The Power of Leaders 25-29 Nov, 2018 ILM Endorsed Leading and Managing Change 25-29 Nov, 2018 ILM Endorsed Middle Management Skills 2-6 Dec, 2018 2-6 Dec, 2018 2-6 Dec, 2018 Organizational Leadership 9-13 Dec, 2018 Good to Great Management: The Road Ahead 9-13 Dec, 2018 The Leadership Challenge Workshop Page 5 of 10
9-13 Dec, 2018 16-20 Dec, 2018 16-20 Dec, 2018 Leading with Agility and Resilience 23-27 Dec, 2018 ILM Endorsed Managerial Decision Making and Problem Solving 23-27 Dec, 2018 23-27 Dec, 2018 The Leadership Program for GCC Executives 30 Dec - 3 Jan, 2019 20-24 Jan, 2019 27-31 Jan, 2019 3-7 Feb, 2019 ILM Endorsed Coaching Skills for Optimal Performance 3-7 Feb, 2019 ILM Endorsed Middle Management Skills 3-7 Feb, 2019 The Leadership Challenge Workshop 10-14 Feb, 2019 Management Skills and Techniques for Engineers 17-21 Feb, 2019 17-21 Feb, 2019 The Power of Leaders 24-28 Feb, 2019 24-28 Feb, 2019 ILM Endorsed Leading and Managing Change 3-7 Mar, 2019 10-14 Mar, 2019 Results Based Leadership 10-14 Mar, 2019 Supervisory Skills 17-21 Mar, 2019 Transformational Change and Strategic Leadership 24-28 Mar, 2019 Certificate in Leading Innovation and Organizational Transformation 24-28 Mar, 2019 ILM Endorsed Managerial Decision Making and Problem Solving 31 Mar - 4 Apr, 2019 7-11 Apr, 2019 7-11 Apr, 2019 ILM Endorsed Leading and Managing Change Riyadh Page 6 of 10
7-11 Apr, 2019 Organizational Leadership 14-18 Apr, 2019 Adaptive Leadership: Tools and Tactics 14-18 Apr, 2019 ILM Endorsed Middle Management Skills 14-18 Apr, 2019 The Leadership Program for GCC Executives 21-25 Apr, 2019 Good to Great Management: The Road Ahead 21-25 Apr, 2019 Cairo 28 Apr - 2 May, 2019 28 Apr - 2 May, 2019 Empowering the Workplace for Greater Impact 28 Apr - 2 May, 2019 Cairo 9-13 Jun, 2019 12-14 Jun, 2019 Adaptive Leadership Skills Beirut US$ 3600 16-20 Jun, 2019 16-20 Jun, 2019 The Leadership Challenge Workshop 23-27 Jun, 2019 Certified Team Leader 30 Jun - 4 Jul, 2019 30 Jun - 4 Jul, 2019 Results Based Leadership 30 Jun - 4 Jul, 2019 Supervisory Skills 7-11 Jul, 2019 Management Skills and Techniques for Engineers 7-11 Jul, 2019 Organizational Leadership Kuala Lumpur 14-18 Jul, 2019 14-18 Jul, 2019 Leading with Agility and Resilience 21-25 Jul, 2019 Vienna 21-25 Jul, 2019 Transformational Change and Strategic Leadership 28 Jul - 1 Aug, 2019 ILM Endorsed Middle Management Skills Kuala Lumpur 4-8 Aug, 2019 Vienna 4-8 Aug, 2019 18-22 Aug, 2019 ILM Endorsed Managerial Decision Making and Problem Solving 18-22 Aug, 2019 The Power of Leaders 25-29 Aug, 2019 Page 7 of 10
25-29 Aug, 2019 Managing Up, Down and Across for Better Results 1-5 Sep, 2019 Adaptive Leadership: Tools and Tactics 1-5 Sep, 2019 The Leadership Challenge Continues 8-12 Sep, 2019 15-19 Sep, 2019 Riyadh 15-19 Sep, 2019 Riyadh 22-26 Sep, 2019 29 Sep - 3 Oct, 2019 Organizational Leadership 6-10 Oct, 2019 Certificate in Leading Innovation and Organizational Transformation 6-10 Oct, 2019 Supervisory Skills 13-17 Oct, 2019 Management Skills and Techniques for Engineers 13-17 Oct, 2019 Results Based Leadership 20-24 Oct, 2019 Empowering the Workplace for Greater Impact 20-24 Oct, 2019 27-31 Oct, 2019 Good to Great Management: The Road Ahead 3-7 Nov, 2019 ILM Endorsed Leading and Managing Change 3-7 Nov, 2019 10-14 Nov, 2019 Adaptive Leadership: Tools and Tactics 10-14 Nov, 2019 17-21 Nov, 2019 17-21 Nov, 2019 The Power of Leaders 24-28 Nov, 2019 ILM Endorsed Coaching Skills for Optimal Performance 24-28 Nov, 2019 24-28 Nov, 2019 ILM Endorsed Managerial Decision Making and Problem Solving 8-12 Dec, 2019 Organizational Leadership 8-12 Dec, 2019 15-19 Dec, 2019 ILM Endorsed Middle Management Skills Page 8 of 10
15-19 Dec, 2019 The Leadership Challenge Workshop 15-19 Dec, 2019 22-26 Dec, 2019 22-26 Dec, 2019 Page 9 of 10
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