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At Linkage Mena We provide our clients with practical approaches that make positive change a real part of day-to-day business.

A THREE-DAY CERTIFICATION PROGRAM

NEGOTIAION SKILLS Overview

The Negotiation Skills (NS) program is based upon our insight that all negotiations have an underlying structure - the “8 Step Approach” and that there are a number of simple skills which, if developed, can lead to improved negotiating performance. The program explores this structure and the associated skills by means of a series of short lectures and through the use of live negotiating exercises that are video recorded for later evaluation. The participants under the NS program will be introduced to the 8 Steps and shown how these steps can be used to manage their negotiations in a more professional and competent manner. The 8 Step Approach is a map of the negotiating process, not a rigid set of commands. The lecture sessions explain these 8 steps and the skills associated with each step. The case-play sessions allow the skills to be practiced and applied in a safe environment.

We don’t just theorize about helping your business. We do help your business. No company can bring you the global network of ideas and resources that we can. No company can link together more ideas in more ways to help your remarkable people improve as leaders and managers. At Linkage, we’re more than a leadership development company. We’re more than an HR consulting company or a training and conference company. Linkage finds and brings to you the best leadership development resources in the world. Linkage is a global network of the best ideas and brightest minds in professional development – focused on making people and companies great. Better leaders produce better results for their organizations. Linkage develops better leaders. LINKAGE -MENA AlHamad Tower B, th 8 Floor Abu Bakr St., Qibla Office: +965 22974886 Fax: +965 22498464 www.linkageme.com


NEGOTIATION SKILLS

Components

Linkage Middle East established in

The NS program contains six hours of lectures, six hours of case preparation, five hours of live negotiation, eight hours of tutorial case evaluation, one hour of pre-work and up to two hours discussing personal issues; a total of 28 hours of intensive training over three days.

Kuwait on January 2013.

In Addition, The NS program uses the “ Case-study ” method, actively involving the participants in a series of realistic negotiating exercises, combined with six 45 minute lectures on the “8 Step Approach”.

Who Should Attend Leaders, Managers, Senior Executives & Exectuives seeking to improve their negotiation skills.

Benefits  Understand key negotiation tools  Utilize key negotiation tools in work environment  How to improve the quality of the ARGUE or discussion step  How to pick up SIGNALS, interpret them and act on them  How to make PROPOSALS, where to pitch proposals, how to respond to proposals  How to REPACKAGE deals without it costing any more  How to recognize NEGOTIATING OPPORTUNITIES and exploit them  How to assess concessions, analyze differing priorities and go for WIN/WIN deals  How to trade and BARGAIN, how to put a price on demands  How to improve recognition of CLOSING opportunities and use them  How to handle the AGREEMENT and implementation stages  How to make and respond to COMPLAINTS  How to make and respond to MULTIPLE-POINTED claims  How to improve LISTENING skills  How to use and defuse AGGRESSION and CONFRONTATION  How to minimize REJECTION of proposals  How to handle DEADLOCK  How to use and respond to the most common NEGOTIATING TACTICS  How and when to use ADJOURNMENTS  How to use the skills of TEAM NEGOTIATING  How to build “PARTNERSHIP RELATIONSHIPS” with clients or suppliers

Our aim is to provide services according to the need of the Middle Eastern market. We provide strategic consulting on leadership development, through our learning institutes, skill-building workshops, tailored assessment services, and executive coaching. We inspire people, generate ideas and provide practical approaches that make positive change a real part of day-to-day business

THE OPPORTUNITIES TO LEARN:  From lectures  By preparing to negotiate  By watching others negotiate  By negotiating themselves  From video analysis of their own performance


MEET THE TRAINER

Walid Yazigi Ph.D. SENIOR TRAINER & CONSULTANT

AGENDA (From 8 am to 3 pm)

EXPERTISE

Day 1  The 8 Step Approach  Prepare  Bi-lateral negotiations  Argue, Signal, Propose  Bi-lateral negotiations  Package, Bargain  Evaluation

Dr. Walid Yazigi is a Senior Consultant & Trainer at Linkage MENA. He is an HR expert, a business man, a management consultant, a professional negotiator and an academic with over 20 years of experience in academic and continuous education and talent development. Throughout his professional career, Dr. Yazigi is an expert in HR, Leadership and Organizational Development.

Day 2  Managing the process  Bi-lateral negotiations  Close and Agree  Multi-lateral negotiation  Evaluation  Group Discussion Day 3  Multi-lateral negotiation  The Skills of Negotiation  Evaluation  Course summary

Dr. Walid Yazigi is a certified “Senior Professional in Human Resources (SPHR)” from the American “Society for Human Resource Management (SHRM)” and ISO 9001/2000 certified as “Lead Auditor for Quality Management” from the “International Register for Certified Auditors (IRCA)”. Dr. Yazigi is a part timer Professor at the American University of Beirut (AUB) lecturing for both the MBA and the Executive MBA programs. Dr. Yazigi has an outstanding multinational HR background from USA and Europe. In addition to being an HR and Management Consultant, he is an experienced trainer in HR, Negotiation Skills, Management and other Behavioral Skills capable of conducting Courses and Workshops in Arabic, English and French assisting organizations in building Internal Capabilities and Core Competencies.

PROFESSIONAL BACKGROUND Dr. Yazigi earned a Master’s degree from the University of Nancy I (France) in Biochemistry, an MBA from the University of Paris VII and a PhD in Human Resource Management from University of California. In addition to his successive experience as an HR specialist, HR Manager and HR Director, Dr. Yazigi provided hundreds of courses in HR, Strategic Management, Communication, Problem Solving, Negotiation Skills, etc. Dr. Yazigi has is worked extensively in the following sectors: Corporate Banking, Finance, Government departments, Distribution, Food & Beverage, Oil Industry, Engineering, Advertising, Insurance, Airlines and the Telecommunications Industry.

22-24 JUNE, 2014 KUWAIT CITY


ENROLLMENT FORM Please reserve _______ seat(s) at ________________, in accordance with the following schedule:

LOGISTICS Reserve your seat(s)

Participant as an individual:  500 KD per person

You may enroll by contacting Linkage

MENA via:

Note: Special Discount for more than 5 participants from any company/organization. Enrollment fees do not include travel, visa or hotel accommodations. Please photocopy this form to enroll additional colleagues. All enrollments must be received together to receive team discounts.

Tania Atallah Consultant Office: +965 22974886 +965 97691484 Email: tatallah@linkageme.com URL: www.linkageme.com

Time and Venue Full Name Position

June 22 – 24, 2014 Company Name

Address Mobile Number

Office Number

Email

Company Website

ACCREDITATION ALL PARTTICIPANTS WILL RECEIVE A COMPLETION CERTIFICATE FROM LINKAGE. A significant number of Linkage Training and on-site programs have been approved for recertification credit hours through Human Resource Certification Institute (HRCI). Select programs have been approved by the National Association of State Boards of Accountancy (NASBA)

HRCI. The use of this seal is not an endorsement by HR Certification Institute of the quality of the program(s). It means that the particular program has met HR Certification Institute's criteria to be pre-approved for recertification credit.

Please contact us for Location and Availability Please note that the hotel charges are NOT included in the Institute registration fee. Institute participants should contact the hotel directly to arrange for accommodations. Please make your reservation early. ENROLLMENT POLICIES 1. Payment: full tuition must be received 2. Group reservations will be billed to the primary contact unless otherwise specified.

3.

Cancellation: a $350 administrative fee will be applied to any cancellation at any time. After May 8, 2014, cancellation of any and all registrations—including "no shows"—is subject to the full institute fee

LINKAGE -MENA Linkage is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Questions or concerns regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN 37219-2417. “Group-Live” Delivery Method.

AlHamad Tower B, 8th Floor Abu Bakr St., Qibla Office: +965 22974886 Fax: +965 22498464 www.linkageme.com


Negotiation skills public workshop  

Linkage MENA invites you to Learn the art of negotiation with an amazing trainer in a great leadership workshop in Kuwait (June 22-24, 2014)...

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