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Upcoming Sessions

Duration
10 Days
Date Venue Fees(USD) Book your seat
17 - 28 Sep 2018 London - UK $9,900 Book Now
02 - 13 Dec 2018 Dubai - UAE $9,900 Book Now

Why Choose this Training Course?

The environment of current competitive business requires an increased focus on skills in negotiating and communication for building alliances, and new processes such as planning and organizing work tasks to improve productivity. Additional skills such as delegating to empower staff to higher performance, and change management also help today’s modern leader create success.

Negotiation is inevitably at the heart of every process to achieve what you want or need to build an alliance, or work with consultants or suppliers. At the end of each negotiation, the goal is to seek a win-win agreement. Negotiation, Persuasion and Critical Thinking are the skills covered in module one of this course.

Businesses and indeed, all organizations, find themselves needing more productive methods of planning, more appropriate goals and effective means of accomplishing work. A focus on using productive best practices allows for effective and efficient management of work and making changes in the organization. Planning and Organizing work, and Delegating to build a strong team are the skills learned in module 2 of this course.

 

The Structure

This comprehensive training course consists of two modules which can be booked as a 10 Day Training event, or as individual, 5 Day training courses.

Module 1 - Effective Negotiation, Persuasion & Critical Thinking

Module 2 - Successful Planning, Organising & Delegating

 

What are the Goals?

  • Recognise aims for key alliances – how to develop and manage them
  • Develop an effective plan and strategy for negotiations with allies
  • Practice and develop skills for influencing others – especially those who are vital to your long-term business development strategy
  • Gain confidence as a trusted negotiator who knows which behaviours to adopt for each stage of the negotiation
  • Successfully apply the principles of persuasion to key negotiation situations
  • Recognize internal and external influences on our daily planning
  • Understand and develop skills necessary to complete work on time
  • Learn how to organize work and projects to complete them successfully
  • Understand the characteristics of colleagues who do work in our teams
  • Develop positive interpersonal techniques for better team relationships
  • Practice and develop skills for influencing others
  • Gain confidence as a negotiator
  • Know what behavior to adapt at each stage of the negotiation
  • Recognize and counter the most common negotiating ploys

 

Who is this Training Course for?

Those who recognize that improving their negotiation and planning skills is about being able to influence others that a win-win outcome is the key goal. Those who understand that good planning techniques and how to use delegation to improve the motivation of team members and expand the organization’s resources are the targets for this comprehensive course.

 

How will this Training Course be Presented?

This training course will combine presentations with interactive practical exercises, supported by activities and case studies. Delegates will be encouraged to participate actively in relating creative leadership strategies to the particular needs of their workplace.

It is an interactive mixture of lecture, discussion, activities and practice on several management skills. It provides definitions, examples, discussion and activities designed to promote skill building with interaction and discussion among participants. Activities and work on practice case studies are used to deliberately highlight the concepts taught and allow participants to practice new skills.

 

The Course Content

Module 1: Effective Negotiation, Persuasion & Critical Thinking

Day One: Developing Alliances

  • Characteristics of a strategic alliance – effects of market dominance
  • Culture and perception – and effects in building alliances
  • Achieving results in the life cycle of the alliance, through building trust
  • Personality - strengths & weaknesses in negotiations
  • Minimising communication blockers to maintain relationships
  • Development review and action planning

 

Day Two: Influence & Persuasion Skills in Managing the Alliance

  • Challenges of meetings – group and individual strategies
  • Positive influence of listening in challenging situations - good and bad news!
  • Applying rules of influential presentations to maximize impact
  • Maintaining compatible body language & using logic, credibility and passion
  • Feedback and action planning

 

Day Three: Strategy in Negotiation Skills for Partners and Allies

  • Steps in win-win negotiation
  • The keys to collaborative bargaining in partnering
  • Leverage: What it is and how to use it?
  • Negotiation tactics and ploys
  • Dealing with difficult negotiators and barriers
  • Ethics in negotiation

 

Day Four: Higher Level Negotiation Skills for Challenging Situations

  • Listening and responding to signals and informal information
  • Recovering from reversals, errors and challenges
  • Developing a climate of trust
  • Higher level conversation techniques
  • Concentrating action on the needs of alliance partners

 

Day Five: Maintaining Alliances: Critical Thinking for Decision Making

  • Gaining control and using information – formal and informal
  • Identifying sources and testing assumptions
  • Framing the problem
  • Decision making under pressure
  • Reviewing strategic alliances and building personal action

 

Module 2: Successful Planning, Organising & Delegating

Day Six: How we Plan and Organise Work

  • The benefits of planning
  • Single and Double Loop Learning – limiting assumptions
  • Systems Thinking – multiple variables
  • Managers & Leaders’ responsibilities
  • Behavioural competencies to deliver high performance
  • The principles behind setting objectives

 

Day Seven: Importance of Planning Management

  • Defining Scope for Plans
  • Aligning and integrating goals, the sum is greater than the parts
  • Impact of organisational structures on delivery of plans
  • McKinsey 7S Model – a balanced approach to delivery
  • Project v business planning – the challenges
  • Principles of Risk Management

 

Day Eight: Delegation, Personal Organization and Setting Priorities

  • People’s attitudes to work
  • Teamwork requires effort
  • Setting priorities to improve work outcomes
  • Planning for time management, scheduling and meeting deadlines
  • Delegating effectively to empower staff
  • The process of delegation

 

Day Nine: Planning Effectively with Your Team

  • What makes teams effective?
  • Characteristics of high performing teams
  • Team v. Individual Roles
  • Empowering the team through the development of interpersonal skills
  • Developing interpersonal skills between team members
  • Team results need effective team communication

 

Day Ten: Developing Personal and Team Change Plans

  • Human responses to change
  • Techniques to set personal goals
  • Techniques to set team change goals
  • Overcoming resistance to change
  • Innovation, Strategy, Change – the links
  • Personal action planning

The Certificate

  • AZTech Certificate of Completion for delegates who attend and complete the training course

Upcoming Related Courses


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Aztech Training & Consultancy
AZTech Training & Consultancy
P.O. Box: 74716 Dubai,
United Arab Emirates

Toll Free: 800-AZTECH (800 298324)
Tel: +971 4 427 5400
Fax: +971 4 427 5401
Email: info@aztechtraining.com