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High Impact Negotiation Skills
تأثير التفاوض
No academic theory, no role-playing, and no boring PowerPoint presentations. Just real practical tools with guided practice on how to use them, and a series of approaches that unlock negotiation success
31 October – 2 November 2017
Sheraton Hotel, Mall of the Emirates, Dubai, UAE
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"IIR (Informa) Strikes again! Revolutionary concepts for those seeking radical change to ways of looking at business in today's information age. IIR (Informa) great effort!"

Tariq Bashwari
Planning Analyst
Saudi Aramco

"This event provides the building blocks for becoming not only an effective worker, but also for developing into a genuine and sincere human being."

Cynthia Fernandes
Services and Travel Buyer
Masterfoods ME

"It is a life changing course that touches all aspects of one's life."

Mohammed Al-Fariss
Staff Projects Engineer
SABIC

"An excellent course – adds real value to our experience."

Omar Jahameh
Finance Supervisor
Qatar Airways

"IIR (Informa) is able to recognise and develop new trends. The delivery of innovative case studies adds tremendous value to conferences. This gives delegates the perfect balance between theory and practice. I believe in its formula."

Professor Robert Kaplan
Harvard University

Overview

Negotiation is an essential skill for today's business executive. Effective negotiation requires a combination of tactics and psychology while remaining clear about your objective.

High Impact Negotiation Skills is a highly practical and interactive programme consisting of three days of intensive learning which builds on participants' existing experience.

This course will provide you with a set of practical skills and tools to help you become a highly effective negotiator who delivers improved results for your organisation, whilst creating superior business relationships and remaining true to your principles.

يعتبر التفاوض مهارة أساسية لمعظم رجال ونساء الأعمال. ولقد أصبحت الشركات تسعى إلى النجاح السريع بشكل متزايد وذلك بفضل المفاوضات. لا يعتبر هذا البرنامج برنامجًا نموذجيًا عن التفاوض بل هو مقدمة لأربعة مجموعات قيمة من أدوات التفاوض التي تهدف إلى تحقيق  النجاح.

Content
  • Introduction to the PACE performance framework
  • Managing attitude, mindset, and emotions
  • Planning and managing negotiations
  • Personalities and behavioural styles
  • Effective conversations
  • Tactical negotiation approaches: win-win vs. hardball
  • Agile negotiations – using Agile/Scrum approaches
  • Redlines and Best Alternatives to a Negotiated Agreement (BATNA)
  • Dealing with difficult people
  • Multi-party negotiations
  • High conflict situations
  • How to walk away with integrity
  • Action planning
  • مقدمة ومقاربة جديدة للتدريب على التفاوض
  • التخطيط والإعداد: اثنين من أدوات التفاوض الأساسية للوصول إلى الهدف المحدد أثناء التخطيط
  • السيطرة على عملية التفاوض – نهج فعال
  • تحديد الأخطاء – أداة مثبتة
  • أداء التفاوض الناجحة
  • كيفية تحسين الشركة لطريقة التفاوض: أداة للتفاوض في الشركات
  • التعامل مع الأشخاص الصعبي المراس
  • وأخيراً تزويدكم بأداة توصيف المفاوض القوي
Who Should Attend

This course will greatly benefit professionals at all levels and productively enhance their negotiation skills with customers, colleagues, partners, suppliers, and other parties.

Experienced business managers and commercial negotiators will also be able to develop their negotiation skills in complex negotiations.

سوف يستفيد من هذه الدورة الخبراء من مختلف المستويات الذين يرغبون في تعزيز مهاراتهم التفاوضية والعمل بشكل أكثر إنتاجية مع العملاء والزملاء والشركاء والموردين..إلخ.
سوف يتمكن مدراء الأعمال والخبراء والمفاوضين التجاريين من إتقان مهارات التفاوض في المفاوضات المعقدة.

Benefits Of Attending
  • Conduct highly effective conversations that uncover the maximum opportunity for a win-win outcome to negotiations
  • "Read" other people and identify how they prefer to receive information and make decisions
  • Deliver information in the most effective manner, using ethical procedures
  • Manage and plan a complex, high-level negotiation and how to work in a team
  • استكشاف وشرح سبعة مجموعات من أدوات التفاوض الفعالة التي ثبت تحقيقها لنتائج ناجحة
  • استخدام أدوات التفاوض التي تضمن النتائج السريعة عند العودة إلى مكان العمل
  • استخدام سلسلة من المناهج التي تضمن نجاح وتهدئة المفاوضات الصعبة.
  • تحسين أدوات التفاوض الفردية وتحديد كيفية تحسين الشركات لأدائها في التفاوض
Course Director

    David Vachell


    David is a highly experienced Leadership and Sales Force Performance Development and Culture Change Consultant. He has worked with some of the world's most well-known companies to support the development of their key account strategies and the capacity of their Senior Sales Executives to deliver on those plans. His particular expertise in the field of Sales and Leadership has served many of his clients extremely well. Most report an improvement in their sales velocity of between 25-50% as a result of David's work with them.

    Additionally, David has a wealth of business experience gained over 30 years of working at a high level in global organisations and as a CEO in his own right. He has worked with Senior Executives to redefine and refocus their vision, strategy and teams, and has implemented programmes to address systemic and cultural issues within their organisations. He also specialises in Communications skills including: presentations, meetings, information gathering, and understanding others.

    David holds a Master of Arts in Management Learning & Leadership from Lancaster University. He is a Fellow of the Institute of Sales & Marketing Management (ISMM) and a Fellow of the British Institute for Learning & Development. He is also an accredited Myers-Briggs Type assessor.

    David's most recent experience includes:

    • Facilitation of major account development for a global IT outsourcing company
    • Development of a growth strategy for several accounting firms in Southern England, and the training and coaching of senior personnel
    • Delivery of a major sales training programme for the Key Account Managers of a global telecommunications company and coaching of Sales Leaders
    • Development and delivery of a sales training programme for a national scientific research organisation



Venue and Accommodation

    Sheraton Hotel, Mall of the Emirates, Dubai, UAE

    Dubai


    Sheraton Hotel, Mall of the Emirates

    Directly connected to the world-renowned Mall of the Emirates, the Sheraton Dubai Mall of the Emirates Hotel is a gathering place for corporate travelers, vacationers, and shoppers alike. It is also within walking distance, interconnected to the Mall of the Emirates Metro Station.

    The hotel is centrally located, with easy access to such destinations as Jumeirah, Dubai Marina, Jebel Ali Free Zone, and Dubai World Trade Center. During your stay, the mall offers many leisurely activities at Ski Dubai, DUCTAC, VOX Cinemas and Magic Planet.


    Sheraton Hotel, Mall of the Emirates
    Sheikh Zayed Road, al Barsha 1, Mall of the Emirates
    Dubai, United Arab Emirates

    Tel +971 4 3772000

    http://www.sheratondubaimalloftheemirates.com/

    Accommodation

    Special delegate rates have been negotiated at selected hotels and we highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the Hospitality Desk for required assistance on:

    T:+971-4-407 2693
    F:+971-4-407 2517
    E: hospitality@informa.com


    VISAS

    Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible. Visas for non-GCC nationals may take several weeks to process.


Course Fees
Date Course Fee Before
22 August 2017
Course Fee Before
26 September 2017
Final Fee
31 Oct – 2 Nov 2017
(BC6862)
US$ 2,995 US$ 3,495 US$ 3,995
Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions and successfully complete the course assessment will receive an Informa Certificate of Completion.

*

Book and pay full fee for two colleagues and the third attends for FREE

  • Not applicable in conjunction with corporate discounts
  • Payment to be settled before start of the course to avail the offer
  • This offer is not applicable on Early Bird Prices

For more information, email Andy Watts on a.watts@informa.com

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