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Advanced Negotiating Skills Maximising Performance and Competitive Advantage 18 – 21 March 2012 • JW Marriott Hotel, Dubai , UAE

7 Key Benefits 1. Gain an understanding of the communications skills, characteristics and behaviours used worldwide by the most successful negotiators 2. Understand when to bargain and when to negotiate 3. Practice the key planning elements including determining both parties trading currencies, setting tactical roles, setting objectives, setting your settlement range, setting backstops, and identifying common ground 4. Understand and gain hands on experience of when and how to use, proposing, signalling, “if – then” trading and gaining commitment 5. Examine the key areas of establishing control and evaluation procedures to ensure compliance with the negotiated terms and conditions 6. Gain an insight in how to combat the use of power plays, ploys and tactics 7. Understand the importance of BATNA (Best Alternative To a Negotiated Agreement) ORGANISED BY

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Advanced Negotiating Skills 18 – 21 March 2012 • JW Marriott Hotel, Dubai , UAE The Institute of Sales & Marketing Management (ISMM) is the UK’s only professional body for salespeople. Founded in 1911 to promote standards of excellence in sales and sales management and to enhance the status and profile of sales as a profession, the ISMM has been the authoritative voice of selling and the custodian of sales standards, ethics and best practice for over 35 years. The ISMM is also responsible for establishing benchmarks of professionalism in sales. It is the only membership body recognised by the UK Government regulatory body Ofqual as an awarding organisation to offer qualifications in Sales, Marketing and Sales Management. ISMM members are drawn from every sector of industry and commerce. From those just embarking upon a sales career through to senior and experienced sales managers and directors, they share a commitment to upholding the standards of professionalism and integrity that are all hallmarks of sales success.

Meet Your Expert Course Director Peter Dilger DMS MCIM FCIPD FInstSMM Principal Consultant Keystone Associates, UK Peter Dilger is an internationally recognised business and training consultant with a proven track record in improving company performance. His strategic and practical insights have guided leaders of major organisations, government bodies and start up companies for over 20 years throughout Europe, the Middle East, USA and the Far East. Peter has held, and still holds, a wide range of Directorships and senior management positions, encompassing general management, marketing and sales, within high technology, capital equipment and retailing. His involvement with sales teams from five to over 1000 has enabled his client companies to achieve explosive growth in both turnover and profitability The success of his training, consultancy and mentoring programmes have been acknowledged by both the commercial and the academic worlds. In addition to working in industry he is an honorary lecturer at Nottingham University Business School working with the MBA and PhD students in the Centre for Innovation and Enterprise. He has twice been the winner of the United Kingdom National Training Award and has been made a UK government approved “Business Champion” for his work helping to grow businesses in the SME sector. Peter has a well deserved reputation for delivering programmes combining new and innovative thinking with pragmatic, proven approaches which enable his clients to meet and beat their sales and profit expectations.

971-4-3352437

971-4-3352438

Course Overview In today’s highly competitive world, where more and more people have to argue their case for a share of increasingly scarce resources, the ability to negotiate effectively is an essential skill - whether you are a Manager, a Union Representative, a Buyer or a Seller, a Customer or a Supplier. The art of negotiation is to aim for a winwin outcome. This course covers the three phase model, establishing and using trading currencies, fall back options and your settlement range, signalling and proposing, gaining commitment and tactical team roles.

Methodology This course focuses on practical, proven communication and negotiating techniques used to allow the participants to go for the most favourable result without destroying relationships. The course is highly participative with delegates spending a minimum of 50% of their time actually putting the techniques into practice in negotiating situations. There will be ample opportunity for the delegates to plan how to integrate the learning points into their own working environment.

Key Learning Outcomes By the end of the course, through a series of skills practice sessions, discussion groups, formal presentations and case studies, you will have: • Identified your own strengths and weaknesses as a communicator • Identified and practised the concepts relating to verbal behavioural analysis which will enable you to minimise conflict and prevent misunderstanding during the negotiating process. • Recognised the physical and mental barriers to communication and demonstrated your ability to overcome these problem areas • Practised a range of techniques related to questioning, listening, active listening and styles of persuasion order to improve your effectiveness as a negotiator • Examined the impact of non-verbal communication including mirrored, opposite and complimentary behaviours • Understood how to recognise, and use, the key negotiating communication skills of proposing, building and signalling • Demonstrated how successful communication can be used to overcome objections to promote a win-win outcome • Gained insight into the use of assertive and influencing behaviours

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Course Timings Registration will be at 07.30 on the first day. Course sessions start promptly 08.00 and end at 14.30. MeetwillYour Expertat Course Leader There will be two short breaks at appropriate times for refreshments and lunch will be served at the end of each day’s sessions.

Day One • • • •

Definition of negotiation & the 3 Stage Model Adversarial vs. Relational Negotiating Analysis of pre-course Questionnaire Negotiating styles & Characteristics of effective negotiators • Pre-negotiating planning & research - Establishing both parties trading currencies - Establishing both parties BATNS’s - Setting objectives, fall back positions and settlement ranges Case study – Hospitality Industry Business to business skills practice session - To demonstrate the importance of trading currencies - To determine the balance of power - To focus on issues not sequence - To highlight the complexities of team negotiation

Day Two Review skills practice session • • • • • • • • •

Business to business skills practice session - To demonstrate signalling behaviours - To expand on trading currencies - To demonstrate closing and gaining commitment - To practice communications skills

Day 4 • Review and feedback on the skills practice session • Negotiating across cultural boundaries – the SPECIES model • Common reasons negotiations fail • Establishing and monitoring milestones and control points • Using creative thinking to get to win-win • Paired negation - Re-emphasise the importance of planning - Reinforce effective negotiating techniques - Practice the interpersonal communication skills - Understand there is more than one solution • Feedback • Course review Individual action planning

Self-assessment – communicating style inventory Inter-personal relationship model – self evaluation 4 levels of communication Communication inhibitors, barriers and filters Verbal behavioural analysis – theory and practical exercises Matching communication style to motivational drivers Effective listening Advanced questioning techniques Persuasion – WIIFM Exercises, case studies and skills practice sessions

Day Three

Who Should Attend? • Directors/Managers/Team Leaders • Business Development Managers • Senior executives/Entrepreneurs • Sales Managers/Sales Negotiators/Key Account Managers • Telesales Managers/Supervisors • Sales/Marketing Consultants/ Marketing Managers • Channel Managers • Buyers, purchasing staff • Contract Managers • HR Staff/Recruiters

• 10 key negotiating lessons

• Government Officials

Exercise to determine workplace actual trading currencies • Combating power ploys, tactics and establishing rapport Case study – software industry • Proposing planning guide • Making the first offer • Using, recognising and rewarding signalling behaviours to move forward • Dealing with objections and pricing issues • Movement and concessions checklist • Gaining commitment

971-4-3352437

971-4-3352438

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Would you like to run this course in-house?

The in-house training division of IIR Middle East Tel: +971 4 407 2624 • Email: CTS@iirme.com www.iirme.com/cts

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Advanced Negotiating Skills

18 – 21 March 2012 • JW Marriott Hotel, Dubai, UAE FIVE WAYS TO REGISTER IIR Holdings Ltd. P.O Box 21743 Dubai, UAE

971-4-3352437 971-4-3352438

GCS/IIR Holdings Ltd. P.O Box 13977 Muharraq Kingdom of Bahrain

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DISCOUNTS AVAILABLE FOR 2 OR MORE PEOPLE CALL – 971-4-3352483 E-MAIL – a.watts@iirme.com WEB BC4534 Event

Course Fee Before 1 January 2012

Course Fee Before 22 January 2012

Final Fee

Advanced Negotiating Skills 18 – 21 March 2012

US$ 3,895

US$ 4,395

US$ 4,695

WOULD YOU LIKE TO RUN ANY OF THESE COURSES INͳHOUSE?

Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

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A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges. In any event payment must be received not later than 48 hours before the Event. Entry to the Event may be refused if payment in full is not received. Credit card payment If you would like to pay by credit card, please tick here and a member of our team will contact you to take the details

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Avoid Visa Delays - Book Now 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. All registrations are subject to acceptance by IIR which will be confirmed to you in writing. Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers.

Event Venue: JW Marriott Hotel, Dubai, UAE Tel: 971-4-2624444 Accommodation Details We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971-4-4072693 Fax: +971-4-4072517 Email: hospitality@iirme.com © Copyright I.I.R. HOLDINGS B.V.

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If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more than 7 days before the Event are subject to a $200 administration charge. Registration fees for registrations cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time.


Advanced Negotiating Skills