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*NEW* Negotiations Skills Master Class

Description

This course is in English.

Course Description:

Negotiation skills are among the “top ten skills” for professionals in the past years and for the years to come according to a Forum report “The future of Jobs” looking at employment, skills and workforce strategy for the future. What are the other 9 top skills that people will need in 2020? Complex Problem Solving; Critical Thinking; Creativity; People Management; Coordinating with Others; Emotional Intelligence; Judgment and Decision Making; Service Orientation and Cognitive Flexibility – ALL of which are skills that a great negotiator must have! This course is designed to take your negotiation skills to another level. It will address all of your challenges as a negotiator and develop your full potential as a skilful negotiator.

The role of key people in any organization and industry is almost constantly up for negotiation. The advantages of negotiation in business cannot be underestimated. Achieving a beneficial agreement is the ultimate goal when doing business negotiations. But it is only those that are mutually beneficial that truly bear fruit. Often, this could be the determining difference between business that thrive and those which are merely maintained. Negotiators need to cooperate with bargaining counterparts to create value for both sides. The knowledge of the different strategies, tactics and skills required for such purpose is therefore important in every negotiation. The aim is to win, not by defeating the other side but by winning them over to jointly explore and choose the best options to be agreed in their business relationship.

 

Course Objectives:

Following this training the participants should be in a position to:

  1. Learn to win not be defeating others but by winning their respect and trust;
  2. Identify and remove any weaknesses in your negotiation skills;
  3. Learn how to skillfully and effectively resolve conflict;
  4. Manage and be aware of emotions during the negotiation;
  5. Overcome challenges in multi party negotiations;
  6. Uncover and resolve and lurking bias at the negotiation table;
  7. Master new negotiation strategies and tactics;
  8. Gain new insights and ways in managing your bargaining power;
  9. Address any negotiation complexities;
  10. Be more creative than reactive building trust and momentum
  11. Understand the benefits of win-win negotiations;
  12. Understand the importance of preparation before a negotiation;
  13. Manage theirs and their counterparts emotions during the negotiation;
  14. Acknowledge the challenges in multiparty negotiations;
  15. Anticipate and respond to tough questions;
  16. Enhance their listening skills so as to listen carefully and effectively;
  17. Acknowledge the skills and tactics required and be able to put them in practice so they can achieve mutually beneficial agreements.

 

The course is addressed to:

  • Members of the Board of Directors of Companies and Organizations
  • Scientific staff of companies and organizations that are assigned with the task of negotiating deals
  • Professional Business Consultants & Advisors, Relationship Managers & assigned staff, Business Development Managers, procurement managers & assigned staff, purchasing manage& assigned staff, project managers & assigned staff, HR professionals, Sales Managers& assigned staff, , Real estate agents, mediators, CFO and financial professionals, Loan Officers; Arrears Officers
  • Recovery Officers; Termination Officers; Customer Representatives;

 

This course is consistent out of 9 topics.

 

Instructor Style:

The course is delivered by someone with hands on experience. Highly practical, relevant and important and safely this course is for you.The instructor blends theory with highly practical case studies and examples derived from his long experience.

 

CPD accreditation:

The course may be approved for up to 14 CPD units verified directly by the participant's association, regulator or other bodies which holds membership.

 

*Group rates available.  **Early Bird discount may apply.

 

This course can be offered inhouse, customised to your business needs.

*Infocredit Professional Education division (IPE)  holds the right to postpone or cancell any seminar within a logical time frame near to the start date of the seminar, in the case whereas no adequate number of participants is registered i .e. less than 6 persons and/or in the case that out of the list of registered people are not included at least 4 employed people  ( as per HRDA guidelines). You can access  HRDA guidelines by clicking the link: https://bit.ly/2VSWgWU 

Topics

  • Knowledge of the business environment and its special features
  • Multiparty Negotiations
  • Multi – topic Negotiations
  • Considerations before the game begins
  • Assessing your organization’s negotiating capacity

  • Failing to prepare is preparing to fail – the importance of coming prepared to negotiations
  • The steps of preparation for negotiations
  • Using a Negotiation Preparation Worksheet
  • Setting Targets
  • Understanding your BATNA – the power of being well prepared and informed
  • Understanding the other side’s BATNA
  • Mind mapping negotiation skills
  • Anticipating pitfalls
  • Information and Confidentiality

  • Strategies for creating value at the negotiating table
  • Set the stage for success
  • Making the offer / Asking for reciprocation
  • Exploring options and interests
  • Acting or Reacting?
  • Productive Negotiation
  • Dealing with difficult people


  • Incorporating emotional preparation in negotiations
  • How to ease tension and build trust
  • Managing a crisis
  • How to deal with hard bargaining tactics
  • The impact of gender and cultural differences at the negotiation table
  • Body Language in the negotiation process
  • Listening skills

  • Brain meetings – participants will be matched together by the tutors having been given the same case study to read. The point here is for participants to learn from each other in these one to one sessions using their own experience and knowledge while putting into practice the techniques and strategies analyzed prior in the day.
  • Different case studies will be presented some for general discussion and analysis between the group and others will be discussed between different groups of participants setting a different question / perspective each time.
  • Practical exercises where participants are given roles in a negotiation case 


Understanding the basics:

  • How aware are you of your body language?
  • Being aware of our counterpart’s body language
  • Do we mimic or not? Unconscious behavior in body language and what does it mean
  • How body language reveals emotions and thoughts
  • Arm and eye signals
  • Shall we trust body language or not?

 

The power of body language:

  • Three rules for accurate reading
  • Cultural differences
  • Power plays
  • How to create equality and build rapport
  • Seating arrangements
  • Humor and positive reactions

 

Participants will be give case studies for discussion but also practical exercises and role play so they can apply their new knowledge

  • How to deal with difficult people at the negotiation table
  • How to deal with tough opponents
  • The role of trust
  • Common traps and when not to negotiate
  • Negotiating conflict with emotionally charged people
  • The devil’s advocate
  • How to manage tension and address complexities
  • How to succeed through difficulty

  • The culture gap
  • Know your counterpart and their culture
  • Looking beyond stereotypes
  • How is your culture perceived?
  • The importance of respect
  • Balancing your own values in negotiation
  • How to bridge the cultural gap
  • Cultural intelligence and productive negotiations

The participants will be divided into two groups and be given two versions and assigned roles of a negotiation case study. They will be expected to use the script to prepare for a negotiation. Then they will be called to directly negotiate with each other end produce the result of their negotiations. Discussion of the results and whether it’s a win-win agreement. They will be encouraged to give and receive from each other constructive feedback as well as from the tutors. 

Summary

Region

Nicosia

Course dates

Feb 26 - Feb 27, 2020

Class hours

09:00 - 17:00

Subsidy

Not subsidised by HRDA

Training certificate

Infocredit Professional Education (IPE)

Level

2

Mode of study

full-time

Method of instruction

classroom

Language

English

Educational material

printed

Laptop

not required

Payment

online

Course Instructors

Emmanuel Meuwissen Willem
Negotiator, Mediator and Litigator

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Karaolia Melina
Partner at M. ELIADES & PARTNERS LLC

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Course Locations

Locations:

  • Semeli Hotel, Petraki Giallourou 10, 1077, Nicosia, Cyprus

For more info call us on:

+357 22398000

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