Course details
The Characteristics and Skills- Personal inventory of attitudes, skills and abilities in effective negotiation.
- How to enhance skills.
- Recognising the relationship between the two processes.
- Determining the negotiating approach and type.
- The nature of negotiation compared with persuasion the need to change techniques.
- The dynamics of power at individual and organisational levels.
- Identifying decision processes and influencing factors.
- Creating capacity to effectively represent your interests.
- The key stages of thorough preparation; establishing objectives, determining strategy; determining variables, the roles of the negotiating participants.
- Using planning tools, key tasks, simulation and practice.
- Planning question pathways for control; recognising the purpose of questions and using different types of questions.
- Matching pacing, leading and active listening skills.
- The strategy and tactics for effective collaborative, competitive bargaining.
- Dealing with difficult negotiators.
- Effective negotiation communication through planning and understanding the other party's personality, styles and decision making approach.
Eligibility / Requirements
Avaliable for all levels
The programme is designed to enhance learning through group and individual cases and exercises. There are a number of opportunities to simulate negotiation and bargaining situations, practice techniques and evaluate skill levels. In addition the course leader’s specialist knowledge and guidance are available in all sessions.
Course Location
About ISM Training
ISM Offers training courses guaranteed to improve performance.
We are providers of proven strategies that radically increase workplace performance. We were established in the UAE in 1998 with a history in the region dating back to the early 70's.Our knowledge of the market is unsurpassed. Our UK based instructors have vast regional and global experience with on average 25+ years corporate experience at the highest levels.
We represent quality UK sales and marketing organisations and utilise the 'best of the best' trainers from organisations such as The Chartered Institute of Marketing, which is why our courses come so highly recommended by everyone who attends one.
The Institute of Sales & Marketing makes selling an accurately defined science. We focus wholeheartedly on selling and the motivation of buyers. Based on sound principles and the real life experiences of course directors who practice in thriving businesses on a day-to-day basis, our courses are the most dynamic and instructive available as we constantly update our content from around the world. ISM offers highly interactive and successful public courses and can also create bespoke in-house courses to meet your company needs.
Our philosophy is very simple; we take the finest course content from around the world and couple that together with the highest quality instructors available to create training courses that are head and shoulders above the rest.
ISM's commitment to best practice extends beyond the classroom and our blog, twitter and Facebook sites will add to your networking and development throughout your professional careers. We encourage you to visit these and get involved. We are also a membership body and now have over 300 individual and corporate members and encourage those involved in the Sales/Marketing Profession that wish to enhance their professional skills and credibility to apply.
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