The document summarizes a two-day training seminar on principles of master negotiation to be held in Budapest, Hungary from June 2-3, 2010. The seminar will provide negotiation strategies and techniques to help participants secure the best deals while maintaining business relationships. Through interactive exercises and role-playing, participants will learn how to identify interests, leverage negotiations, and handle difficult negotiators. The seminar is aimed at mid-to-senior level managers and will be led by an expert in negotiation and sales training.
Conflict management involves limiting negative aspects of conflict while increasing positive ones. There are three main types of conflict: task, relationship, and process. While conflict can increase productivity and improve decision-making, it can also lower morale and decrease productivity. Conflict occurs due to misunderstandings, personality clashes, competition over resources, and differences in values or goals. Conflict resolution aims to reduce, eliminate or end all forms of conflict using five styles: competing, compromising, collaborating, avoiding, and accommodating.
How to Provide Performance Feedback that Rocks!C J Ng
This document discusses best practices for conducting performance reviews and goal setting with sales teams. It emphasizes being objective, specific, and candid when providing feedback. It also stresses the importance of positive reinforcement during reviews with high and middle performers. The document provides sample scripts and outlines a five-step process for these conversations: 1) show common courtesy, 2) acknowledge awkwardness, 3) describe the purpose, 4) express thanks, and 5) get specific with praise and feedback. The goal is to make these important conversations motivating rather than dreaded.
Training course overview bozeat consulting - 2010Simon Bozeat
The document summarizes training courses offered by Bozeat Consulting, which provides coaching and facilitation for organizations. The courses cover topics like customer service, management/leadership, mindset, and sales. They are modular and can be tailored to clients' specific needs. Courses are either open or customized for in-house delivery. Bozeat Consulting aims to achieve tangible business results for clients and will continue working without charge if agreed outcomes are not met.
Negotiation skills involve interactive communication to reach agreements that benefit all parties involved. Effective negotiators are creative, motivated, and able to walk away from deals when necessary. Any negotiation has limits, otherwise war would be irrelevant. Teaching negotiation through a leadership lens focuses on communicating impact, strengthening authority, having a vision and passion, and resolving conflicts while examining decision-making and building trust. To be a successful negotiator requires looking at the big picture, setting goals, and devising strategies and tactics to achieve those goals.
This document outlines an introductory course on negotiation principles, techniques, and skills. It begins with contact information for the instructor, Farzin Fardiss, and an outline of topics to be covered in subsequent negotiation sessions, including what negotiation is, different negotiation styles, principles, tactics, types of negotiators, and communication skills. The document then delves into various definitions of negotiation, outcomes of negotiation, myths about negotiation, when negotiation is and is not appropriate, tools for negotiation, and five major negotiation principles involving separating the people from the problem, focusing on interests not positions, inventing options for mutual gain, using objective criteria, and knowing your best alternative to a negotiated agreement.
Ace your negotiation each time! Read our negotiation and decision-making guide. Manhattan Elite Prep offers GMAT, SAT, GRE, LSAT, TOEFL, MCAT preparation class, course, tutoring & tips. Also offers MBA, Graduate School, law school & college admissions consulting, language, computer and career training. Call 888-215-6269 or visit http://www.manhattaneliteprep.com/
Stamford Global is a global events company that has hosted over 5,000 business events in Europe. It provides networking and learning opportunities for professionals in fields like HR, leadership, sales, and IT. The document advertises career opportunities as an Executive Consultant with Stamford Global, where consultants can earn a generous income by acquiring sponsors and participants for Stamford Global's events. The role offers flexibility, travel incentives, and opportunities for career progression into leadership roles with increased compensation.
This two-day seminar focuses on providing tools and techniques for key account managers to build profitable relationships with key suppliers. The seminar will cover defining key accounts, moving accounts through relationship stages, developing key account strategies, and distinguishing the key account manager role from traditional sales. Participants will learn how to create virtual key account teams, develop influence tools, and practice relationship skills through simulations. The goal is to help organizations gain competitive advantages through strategic engagement with larger customers.
Conflict management involves limiting negative aspects of conflict while increasing positive ones. There are three main types of conflict: task, relationship, and process. While conflict can increase productivity and improve decision-making, it can also lower morale and decrease productivity. Conflict occurs due to misunderstandings, personality clashes, competition over resources, and differences in values or goals. Conflict resolution aims to reduce, eliminate or end all forms of conflict using five styles: competing, compromising, collaborating, avoiding, and accommodating.
How to Provide Performance Feedback that Rocks!C J Ng
This document discusses best practices for conducting performance reviews and goal setting with sales teams. It emphasizes being objective, specific, and candid when providing feedback. It also stresses the importance of positive reinforcement during reviews with high and middle performers. The document provides sample scripts and outlines a five-step process for these conversations: 1) show common courtesy, 2) acknowledge awkwardness, 3) describe the purpose, 4) express thanks, and 5) get specific with praise and feedback. The goal is to make these important conversations motivating rather than dreaded.
Training course overview bozeat consulting - 2010Simon Bozeat
The document summarizes training courses offered by Bozeat Consulting, which provides coaching and facilitation for organizations. The courses cover topics like customer service, management/leadership, mindset, and sales. They are modular and can be tailored to clients' specific needs. Courses are either open or customized for in-house delivery. Bozeat Consulting aims to achieve tangible business results for clients and will continue working without charge if agreed outcomes are not met.
Negotiation skills involve interactive communication to reach agreements that benefit all parties involved. Effective negotiators are creative, motivated, and able to walk away from deals when necessary. Any negotiation has limits, otherwise war would be irrelevant. Teaching negotiation through a leadership lens focuses on communicating impact, strengthening authority, having a vision and passion, and resolving conflicts while examining decision-making and building trust. To be a successful negotiator requires looking at the big picture, setting goals, and devising strategies and tactics to achieve those goals.
This document outlines an introductory course on negotiation principles, techniques, and skills. It begins with contact information for the instructor, Farzin Fardiss, and an outline of topics to be covered in subsequent negotiation sessions, including what negotiation is, different negotiation styles, principles, tactics, types of negotiators, and communication skills. The document then delves into various definitions of negotiation, outcomes of negotiation, myths about negotiation, when negotiation is and is not appropriate, tools for negotiation, and five major negotiation principles involving separating the people from the problem, focusing on interests not positions, inventing options for mutual gain, using objective criteria, and knowing your best alternative to a negotiated agreement.
Ace your negotiation each time! Read our negotiation and decision-making guide. Manhattan Elite Prep offers GMAT, SAT, GRE, LSAT, TOEFL, MCAT preparation class, course, tutoring & tips. Also offers MBA, Graduate School, law school & college admissions consulting, language, computer and career training. Call 888-215-6269 or visit http://www.manhattaneliteprep.com/
Stamford Global is a global events company that has hosted over 5,000 business events in Europe. It provides networking and learning opportunities for professionals in fields like HR, leadership, sales, and IT. The document advertises career opportunities as an Executive Consultant with Stamford Global, where consultants can earn a generous income by acquiring sponsors and participants for Stamford Global's events. The role offers flexibility, travel incentives, and opportunities for career progression into leadership roles with increased compensation.
This two-day seminar focuses on providing tools and techniques for key account managers to build profitable relationships with key suppliers. The seminar will cover defining key accounts, moving accounts through relationship stages, developing key account strategies, and distinguishing the key account manager role from traditional sales. Participants will learn how to create virtual key account teams, develop influence tools, and practice relationship skills through simulations. The goal is to help organizations gain competitive advantages through strategic engagement with larger customers.
Negotiation Strategies for Project ManagersRoberto Toledo
This document summarizes a presentation on negotiation strategies for project managers. The presentation covers common negotiations project managers face, what it takes to be a great negotiator, key preparation elements, and strategies to use during negotiations. It emphasizes that negotiation skills can be learned and developed, and that preparation is essential, especially gathering information about the other parties. The goal is to find win-win solutions through using strategies like establishing anchors, managing risks, and understanding your and the other side's best alternatives and reserve values.
Inglés on line cursos profesionales 2013AVANZALOGIC
The document describes English language courses for the workplace offered by a training organization. It provides an overview of the course content, structure, and modules. The courses focus on communicating in English about professional topics and are available at intermediate levels B1 and B2. Each module covers a specific work-related theme through various activities and sections to improve English language skills. Details are given about the organization's contact information for inquiries.
This document provides an overview of negotiation skills and the negotiation process. It begins by explaining what negotiation is, noting that it is a discussion between two parties to find a mutually agreeable solution. It then outlines the basic principles of negotiation, such as having a win-win attitude. Next, it describes the benefits of negotiation, including reaching mutually beneficial solutions and improving relationships. The document proceeds to explain the two main types of negotiation strategies - distributive and integrative. Finally, it outlines the five stages of the negotiation process: meeting, inquiry, bargaining, closure, and acceptance.
G K Lim\'s "Negotiation Skills Workshop," on 15 -16 June 2011, at M...gklim
This document advertises a two-day workshop on strategic negotiation skills facilitated by GK Lim on June 15-16, 2011 in Kuala Lumpur, Malaysia. The workshop will provide participants with powerful negotiation techniques and strategies to use in business negotiations. Participants will learn how to prepare for negotiations, apply different strategies, maintain control in difficult situations, and close deals. Attendees include executives and managers who need to negotiate with customers, clients, vendors or suppliers. The workshop is supported by several HR organizations and provides a comprehensive manual.
Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.
Specific forms of negotiation are used in many situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.
Find more at:
http://www.slideshare.net/AnkushBharanta
https://www.google.co.in/#q=ankush+bharanta
https://www.facebook.com/ankushbhranta
This two-day training seminar teaches project leadership skills, including how to effectively lead project teams, manage project change, improve communication and decision-making, and increase work productivity. Attendees will learn tools and techniques for managing their projects and teams through interactive sessions covering motivation, leadership styles, delegation, and risk management. The course is suitable for project managers, program managers, PMO managers, and others seeking to develop their leadership abilities.
The document provides an overview of management consulting recruiting and interview preparation. It includes summaries of 11 consulting firms, describing their size, structure, interview formats, and career progression. It also outlines the typical consulting interview process, including fit interviews and case interviews. Sample fit interview questions and frameworks for case interviews are provided, along with general tips.
The document outlines an leadership development program that aims to help participants 1) develop leadership skills and strategies, 2) assess their leadership competence, 3) improve their coaching abilities, and 4) build professional networks. It provides details on program objectives, structure, content including modules on creating organizational leadership, understanding oneself and others, developing potential in others, and influential leadership. The agenda covers reviewing participants' applications of program content and concluding their action plans.
This document provides information about a two-day training seminar on project leadership. Attendees will learn tools and techniques for effectively managing project teams and change. They will also learn powerful communication techniques to increase productivity. The training will cover decision making, the Myers-Briggs Type Indicator, team dynamics, motivation, and conflict management. It will be held in Arlington, VA on September 10-11, 2009 and offers up to 14 PDUs. The tuition is $999 and space is limited.
About the Report
Our team met with 68 corporates during Dec 2013 – Feb 2014. Based on our indepth interactions with the Corporates and their L&D priorities for the coming year, some of the needs resonated repeatedly. We thought why not share the findings with all of you. Isn’t it what shared learning is all about !
This document is about Top 5 needs which we will share with you . In addition, to these 5 needs, there was an almost common need to make the learning relevant to workplace.
This document is a summation of those needs and also share with you some potential solutions that may help you address these key people development needs.
This was a presentation given by Penny Hubbard-Brown and Stephen Wong of Mace to the APM Hong Kong branch membership and guests. The presentation was entitled 'What is proactive project management?'
This document provides an overview of an employee development program called "Cafe style speed training". The summary focuses on the key aspects:
1) Cafe style speed training is an experiential learning program for frontline employees and supervisors focused on skill and competency development through short, bite-sized modules conducted anywhere.
2) The program aims to upskill frontline supervisors to sustain continuous training and reduce attrition impact through individualized development.
3) Implementation involves boot camps, action planning, performance management reporting, and continuous improvement support over 12 months to drive business results like reduced costs and improved customer experience.
4) The program claims benefits like zero frontline staff shrinkage, improved
We did this training workshop for top management of a blue chip pharma company. Most of the participants agreed that ‘Issue was not they don’t know what to Do. It is that they don’t do what they Know’. Pls tell us how did you find this ppt deck.
CPC
The document outlines the agenda for a Supply Chain conference, with presentations, workshops, and discussions around quantifying and communicating the value of supply chain management. The day includes talks on the state of the industry, perspectives on value from different roles, workshops to analyze survey results and develop strategies, and a working model to measure value within organizations. The final session is an open discussion on the future of the conference network and closing remarks from the CEO.
The document advertises NLP training courses offered by DELTA, including NLP Sales and Coaching Diplomas. The diplomas are 4-day foundation courses that teach NLP techniques specifically for business applications like sales, leadership, coaching, and communication. The courses aim to help students develop critical abilities to achieve greater business success and get the most out of themselves and others.
Redefining Resolution: Lloyds Bank. April Nelson and Sue higsonDavid Liddle
Lloyds Banking Group implemented a holistic Issue Resolution approach to better handle workplace conflicts. They secured funding to introduce mediation training for consultants and incorporated mediation into their policies. While mediation was successful in resolving issues, changing culture was challenging. Over time, they evolved to take a more holistic approach where resolving issues starts locally with managers, developed intranet support for managers and employees in conflict, and introduced workshops and team-focused resolution. The new approach aims to improve how the organization handles conflicts.
This two-day negotiation skills workshop will teach participants strategies and skills to become successful negotiators. The workshop covers planning negotiations, understanding styles, using psychological tools and tactics, applying BATNA, and resolving conflicts. Participants will learn the four key stages of negotiation and conduct role plays. By the end of the workshop, participants will assess their own negotiating style and receive one-on-one coaching to develop an action plan for improvement.
Career advancement and progression May 2014Timothy Holden
Half day open training event held in Toronto in Canada for individuals interesting in progressing their career with their existing employer, securing a promotion or advancing rapidly to a position with additional responsibility.
After completing a training program on negotiation, customer centricity, and influence skills, participants should be able to:
1. Improve their negotiation abilities including understanding different negotiation strategies and planning successful negotiations.
2. Understand and implement customer-centric approaches by focusing on customer needs and building long-term customer relationships.
3. Enhance their influence and persuasion skills through understanding techniques like reciprocity, consistency, and using social proof to change attitudes.
Negotiation Strategies for Project ManagersRoberto Toledo
This document summarizes a presentation on negotiation strategies for project managers. The presentation covers common negotiations project managers face, what it takes to be a great negotiator, key preparation elements, and strategies to use during negotiations. It emphasizes that negotiation skills can be learned and developed, and that preparation is essential, especially gathering information about the other parties. The goal is to find win-win solutions through using strategies like establishing anchors, managing risks, and understanding your and the other side's best alternatives and reserve values.
Inglés on line cursos profesionales 2013AVANZALOGIC
The document describes English language courses for the workplace offered by a training organization. It provides an overview of the course content, structure, and modules. The courses focus on communicating in English about professional topics and are available at intermediate levels B1 and B2. Each module covers a specific work-related theme through various activities and sections to improve English language skills. Details are given about the organization's contact information for inquiries.
This document provides an overview of negotiation skills and the negotiation process. It begins by explaining what negotiation is, noting that it is a discussion between two parties to find a mutually agreeable solution. It then outlines the basic principles of negotiation, such as having a win-win attitude. Next, it describes the benefits of negotiation, including reaching mutually beneficial solutions and improving relationships. The document proceeds to explain the two main types of negotiation strategies - distributive and integrative. Finally, it outlines the five stages of the negotiation process: meeting, inquiry, bargaining, closure, and acceptance.
G K Lim\'s "Negotiation Skills Workshop," on 15 -16 June 2011, at M...gklim
This document advertises a two-day workshop on strategic negotiation skills facilitated by GK Lim on June 15-16, 2011 in Kuala Lumpur, Malaysia. The workshop will provide participants with powerful negotiation techniques and strategies to use in business negotiations. Participants will learn how to prepare for negotiations, apply different strategies, maintain control in difficult situations, and close deals. Attendees include executives and managers who need to negotiate with customers, clients, vendors or suppliers. The workshop is supported by several HR organizations and provides a comprehensive manual.
Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.
Specific forms of negotiation are used in many situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.
Find more at:
http://www.slideshare.net/AnkushBharanta
https://www.google.co.in/#q=ankush+bharanta
https://www.facebook.com/ankushbhranta
This two-day training seminar teaches project leadership skills, including how to effectively lead project teams, manage project change, improve communication and decision-making, and increase work productivity. Attendees will learn tools and techniques for managing their projects and teams through interactive sessions covering motivation, leadership styles, delegation, and risk management. The course is suitable for project managers, program managers, PMO managers, and others seeking to develop their leadership abilities.
The document provides an overview of management consulting recruiting and interview preparation. It includes summaries of 11 consulting firms, describing their size, structure, interview formats, and career progression. It also outlines the typical consulting interview process, including fit interviews and case interviews. Sample fit interview questions and frameworks for case interviews are provided, along with general tips.
The document outlines an leadership development program that aims to help participants 1) develop leadership skills and strategies, 2) assess their leadership competence, 3) improve their coaching abilities, and 4) build professional networks. It provides details on program objectives, structure, content including modules on creating organizational leadership, understanding oneself and others, developing potential in others, and influential leadership. The agenda covers reviewing participants' applications of program content and concluding their action plans.
This document provides information about a two-day training seminar on project leadership. Attendees will learn tools and techniques for effectively managing project teams and change. They will also learn powerful communication techniques to increase productivity. The training will cover decision making, the Myers-Briggs Type Indicator, team dynamics, motivation, and conflict management. It will be held in Arlington, VA on September 10-11, 2009 and offers up to 14 PDUs. The tuition is $999 and space is limited.
About the Report
Our team met with 68 corporates during Dec 2013 – Feb 2014. Based on our indepth interactions with the Corporates and their L&D priorities for the coming year, some of the needs resonated repeatedly. We thought why not share the findings with all of you. Isn’t it what shared learning is all about !
This document is about Top 5 needs which we will share with you . In addition, to these 5 needs, there was an almost common need to make the learning relevant to workplace.
This document is a summation of those needs and also share with you some potential solutions that may help you address these key people development needs.
This was a presentation given by Penny Hubbard-Brown and Stephen Wong of Mace to the APM Hong Kong branch membership and guests. The presentation was entitled 'What is proactive project management?'
This document provides an overview of an employee development program called "Cafe style speed training". The summary focuses on the key aspects:
1) Cafe style speed training is an experiential learning program for frontline employees and supervisors focused on skill and competency development through short, bite-sized modules conducted anywhere.
2) The program aims to upskill frontline supervisors to sustain continuous training and reduce attrition impact through individualized development.
3) Implementation involves boot camps, action planning, performance management reporting, and continuous improvement support over 12 months to drive business results like reduced costs and improved customer experience.
4) The program claims benefits like zero frontline staff shrinkage, improved
We did this training workshop for top management of a blue chip pharma company. Most of the participants agreed that ‘Issue was not they don’t know what to Do. It is that they don’t do what they Know’. Pls tell us how did you find this ppt deck.
CPC
The document outlines the agenda for a Supply Chain conference, with presentations, workshops, and discussions around quantifying and communicating the value of supply chain management. The day includes talks on the state of the industry, perspectives on value from different roles, workshops to analyze survey results and develop strategies, and a working model to measure value within organizations. The final session is an open discussion on the future of the conference network and closing remarks from the CEO.
The document advertises NLP training courses offered by DELTA, including NLP Sales and Coaching Diplomas. The diplomas are 4-day foundation courses that teach NLP techniques specifically for business applications like sales, leadership, coaching, and communication. The courses aim to help students develop critical abilities to achieve greater business success and get the most out of themselves and others.
Redefining Resolution: Lloyds Bank. April Nelson and Sue higsonDavid Liddle
Lloyds Banking Group implemented a holistic Issue Resolution approach to better handle workplace conflicts. They secured funding to introduce mediation training for consultants and incorporated mediation into their policies. While mediation was successful in resolving issues, changing culture was challenging. Over time, they evolved to take a more holistic approach where resolving issues starts locally with managers, developed intranet support for managers and employees in conflict, and introduced workshops and team-focused resolution. The new approach aims to improve how the organization handles conflicts.
This two-day negotiation skills workshop will teach participants strategies and skills to become successful negotiators. The workshop covers planning negotiations, understanding styles, using psychological tools and tactics, applying BATNA, and resolving conflicts. Participants will learn the four key stages of negotiation and conduct role plays. By the end of the workshop, participants will assess their own negotiating style and receive one-on-one coaching to develop an action plan for improvement.
Career advancement and progression May 2014Timothy Holden
Half day open training event held in Toronto in Canada for individuals interesting in progressing their career with their existing employer, securing a promotion or advancing rapidly to a position with additional responsibility.
After completing a training program on negotiation, customer centricity, and influence skills, participants should be able to:
1. Improve their negotiation abilities including understanding different negotiation strategies and planning successful negotiations.
2. Understand and implement customer-centric approaches by focusing on customer needs and building long-term customer relationships.
3. Enhance their influence and persuasion skills through understanding techniques like reciprocity, consistency, and using social proof to change attitudes.
1. Principles of Master-Negotiation
Must-Have Tools & Techniques for superior deal making
2-3 June 2010 - Budapest
• Do you want to be sure that you secure the best possible deal?
• Are you afraid of the ruining your business relationship with your best customer because of tough negotiation?
• Do you seem to have to fight your corner aggressively, or ally with others, to win the resources you need?
• Do you struggle to get what you want from people whose help you need, but over whom you have little
direct authority?
If so, you may need to brush up your win-win negotiation skills. Join Stamford Global’s inaugural Negotiation
Masterclass and engage in practical dialogues with senior business professionals from across various fields.
2. Principles of Master-Negotiation
Overview
Effective negotiation helps you to resolve situations where what you want conflicts with what someone else wants. The aim of win-win negotiation is
to find a solution that is acceptable to both parties, and leaves both parties feeling that they’ve won in some way, after the event.
This programme explores the nature of negotiation and how skilful negotiation can be used to achieve sustainable and successful business relationships. It
advocates the development of strategic thinking before a negotiation to reduce adversarial conflict and reviews the real merits of win-win outcomes.
The programme looks at detailed preparation within the context of the business and the desired outcome of the negotiation. It considers the processes
involved and advocates the use of a consultative approach to understand the underlying needs, concerns and interests of the other party. The
programme reveals mechanisms to reduce conflict – inherent in most negotiations, and looks at techniques for managing difficult situations.
Learning Objectives
By the end of this interactive programme, participants will have:
• learnt the negotiation process and how to manage each of its different phases
• obtained detailed knowledge of proven negotiating techniques and how they can be applied in different situations (including cross-culturally)
• learnt how to apply the methods of principled, win-win negotiation
• benefited from the maximum opportunity given individually and in teams to practise and integrate these skills under the professional guidance of
a negotiation specialist who is using the concepts and techniques proposed on a daily basis
• learnt how to get the best possible deal/outcome available while maintaining and improving the relationship with customers and suppliers
Course Focus
• Apply techniques and skills to reach a win/win outcome
• Appreciate the needs and interests of the other party to leverage the negotiation
• Have mechanisms to develop and maintain a relationships
• Develop solid communication skills to reduce misunderstandings
• To be able to prepare adequately
Target Audience
This intensive and highly practical and interactive workshop is especially designed for mid and senior managers for whom the success of their
organisation depends on their negotiation expertise.
Particularly:
• Managing Directors & General Managers,
• Procurement Directors & Corporate Buyers,
• Legal Advisors,
• Project Directors & Managers,
• Sales Directors and Managers,
• Business Development Directors & Managers
• Human Resources Directors & Managers
• Strategy Directors & Planners and
• Industrial Relations Specialists,
Course attendees will benefit enormously from the hands-on approach whereby differences in language and culture are taken into account. This course
is open to individual managers as well as negotiation teams who wish to practise in an international and cross-functional working environment. Whilst
this course does not assume any previous knowledge of specific negotiating models and principles, it is a fast-moving and intensive programme that
is suitable for experienced negotiators as well as those who are new to negotiating roles.
3. Principles of Master-Negotiation
Course Agenda
Day One Day Two
08.00 Registration and Welcome Coffee 08.00 Re-Registration
08.30 Welcome Notes 08.30 Negotiation Styles
• Introduction of seminar leader and participants • Review of the main negotiation styles
• Positioning of the programme and objectives • Strengths and weaknesses
• Hopes and concerns • Analysis of own style
09:00 What is Negotiation? 09:15 Interest Based Negotiation
• Exploration of the definition of negotiation • Leveraging negotiations by identifying interests
• Pitfalls in misunderstanding the context of a negotiation • Value priorities
• Exercise • Tradeables
• Brief role play exercise
10:00 Networking Coffee Break
10:00 Networking Coffee Break
10:30 Negotiation Preparation
• Analysis of the fundamentals of preparation 10:30 The Process of Negotiation
• Negotiation range • The key steps of a good negotiation
• Power analysis in negotiations • Behaviours and skills along the process
• Benchmarking • Managing the process
• Key issues
11:30 Role Play Exercise
• Role play preparation 11:15 Dealing with Difficult Negotiators
• Role play • Who is being difficult?
• What to look out for
12:30 Lunch • Contributors to conflict
• Managing tactical approaches by others
13:30 Role Play de-brief
• Analysis of the role play 12:00 Lunch
• Group discussion
13:00 Role Play Exercise
14:30 Trading and Conditional Bargaining • Role/Case play
• Consideration of the principles of trading
• Conditional bargaining 15:00 Networking Coffee Break
15:15 Networking Coffee Break 15:30 De-Brief of Exercise
• Review of exercise
15:45 Communication Skills • Learning points
• The impact of poor communication skills on outcomes • Re-entry into reality
• Vocal delivery and influence
• Body language 16:30 Review and Close
• Action planning
17:00 End of Day One • Review and close of seminar
17:00 End of seminar
4. Principles of Master-Negotiation
Seminar Leader
Nigel is a founding member and director of Competiva, an international sales consultancy and professional training
firm with offices in Switzerland and the UK.
A recognised expert in the field of negotiation and sales leadership, he specialises in the development of people
particularly in the Banking and Insurance industry, however he also has a broad experience of working in other
industry sectors throughout the world.
Aware of the structural factors that are now reshaping companies he has investigated the causes of success as
organisations seek sustainable growth. Currently Nigel spends much of his time working with large organisations
seeking to redefine their markets and create a differentiation from their competitors.
Nigel McConnell Areas of Expertise
Director Industries: Banking, Re-Insurance, Insurance, FMCG, Healthcare
Competiva AG Functional: High level negotiations, complex sales, coaching
Selected consulting and training experience
• Consulting on live deals as an active member of the deal teams (mainly with major banks)
• Sales and Negotiation consultancy and training in many financial services companies
• Chief executive and executive coaching
• Developing sales and negotiation strategies with clients throughout the world
• Consultancy on reshaping the clients’ sales approach and increasing their sales effectiveness
• Sales skills assessments and selection of high performance sales people
Testimonials
“I would be very interested to attend more courses run by Stamford Global. This course gave me a lot of tools and techniques on
business best practices”
Tetrapak
“Nigel McConnell is spot on with his analysis on how to get what you want by exploiting the sustainable and successful business relationships.”
Vice Chairman, America Online
“Useful, practical oriented, very good subjects have been covered, very good and very well experienced trainer, well selected
participants allowing to extend true networking and establish professional relationships.”
ING Bank
“Stamford Global provided outstanding curriculum, and exceptional quality of service. Both the essential business needs and every other
small details was given due attention and fulfilled 100%.”
Blue Bridge
“I found the course extremely valuable. Not only will I find use on themes of the course, but I also admire and take on examples from the
course leader’s presentation skills.”
Rostelekom
“Very useful information to re-consider new insights. Excellent energizer and driver for new ideas.”
Coca-Cola HBC Eurasia
“Sophisticated course in applied psychology that shows how you can change your behavior so you can sell your ideas, especially in sales
situations and other negotiations. The most effective executives will find the result astonishing.”
Member of Management Board, Dupont Corporation
“Judging from this particular event, I have assumptions that the Professionalism is the same in any other activities. Great trainer, full of
information, there was the highest quality of senior professionals in the team workshops.”
GlaxoSmithKline
5. Principles of Master-Negotiation
Please complete the form and fax to (36) 1 999 7481
2-3 June 2010 - Budapest Sales Contract
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please indicate your EU Community
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Accommodation and Airport Transfer are not included in the training participation fee. To
arrange accommodation at the conference venue, you will receive a reservation form with our
Stamford Corporate Rate. Room reservation and airport transfer should be arranged directly Position
with the hotel.
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After receiving payment, a receipt will be issued. If you do not receive a letter outlining joining
details 2 (two) weeks prior to the event, please contact The Executor at
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Payment is required within 5 (five) business days of receipt of invoice. Position
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This registration form constitutes a legally binding sales contract between
the Executor and the Client. All terms are mutually accepted and negotiated City
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speakers et.), luncheons and refreshments, but exclude accommodation and travel expenses. Postal Code
2. Payment terms: Following completion and return of registration form, full payment is required
within 5 (five) working days. Payment must be received before the commencement of the event.
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After registration all payment must be executed within the terms herewith irrespective of attendance.
Should a portion of the Contract price be subject to state, federal, or local taxation, or VAT if Nature of Business
applicable, the Executor reserves the right to add such charges to the final invoice or recover such
sums from the Client at the time when they become due. Company Size
3. Cancellation/Substitution: Substitution is allowed by providing a written notice is given to
the Executor, not later than 2 working days before the event. Otherwise all registrations carry
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a 50% cancellation liability of the contract value immediately after an authorized registration
form has been received by The Executor. By signing this registration form the client agrees that in Sales Call Brochure Internet
case of any dispute or cancellation The Executor will not be able to mitigate its losses for any less
than 50% of the total contract value. If, for any reason The Executor decides to postpone or cancel Advertisement Other
the event, The Executor is not responsible for covering airfare, hotel or any other cost incurred by
the clients. Any cancellation received in less than 10 working days before the event carries
100% payment liability. No refund, partial refund or any alternative offer shall be made.
4. Indemnity: The Executor reserves the right to change the event content, date, and venue should
circumstances require. In such cases no penalty, partial refund or refund or alternative offer shall AUTHORIZATION
be made. In the event of the Executor permanently cancels the event for any reason whatsoever, I certify that the above information is correct. I am aware of the prerequisites of the
and provided that the event is not postponed or merged with any other event at a later date, the
Client shall receive full payment returned in 14 business days after the proposed initial date of the
event(s) for which I am registering and have met the necessary requirements. I have
event. The client hereby indemnifies and holds the Executor harmless from and against any and all read and understand the enrolment policies.
costs, damages, expenses including attorney fees, which are incurred by the Client.
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5. Copyright: All intellectual property rights in all materials produced and distributed by the
Executor is expressly reserved and any unauthorized duplication, publication or distribution is
prohibited without written permission of the Executor. Position
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+36 1 885 7900
Event Pricing EUR 2,195 per participant
Book a table for 5 delegates and SAVE 20%
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