Negotiating & Dispute Resolutions

An Intensive 5-Day Management & Leadership Training Course

Negotiating & Dispute Resolutions Learn to Recognise Different Negotiation Styles & Counter Tactics

09 - 13 October 2016 Qatar

This course is Designed, Developed, and will be Delivered under 22-MAY-16

ISO 29990:2010 Standards & ISO 9001:2015

Negotiating & Dispute Resolutions Learn to Recognise Different Negotiation Styles & Counter Tactics

Why Choose this Training Course?

Who is this Training Course for?

This course intends to enhance delegates ability to negotiate effectively - a critical competency in both work and life situations. It will equip them with a range of communication, interpersonal skills, and appreciation of the elements of planning and objective setting in negotiations. There will be an opportunity for delegates to carry out a self-assessment of their skills in key areas of negotiation including team negotiations.

This course is suitable to a wide range of professionals but will greatly benefit:

This course covers the key stages of negotiation, considers how disputes arise, and provides delegates with the skills to follow a structured process. The delegates will be introduced to different negotiation styles, tactics and at the same time learn how to recognise and counter them.

The course will feature: • The key stages in the negotiation process • The terms associated with the strategy for negotiation • Tactics and ploys which may be used against you in negotiation • The importance of team dynamics when negotiating • Effective negotiation strategies during practical exercises

What are the Goals?

By the end of this course, participants will be able to: • Demonstrate their understanding of the significance of planning and objective setting • Describe how to achieve ‘win-win’ outcomes within the bargaining process • Identify the causes of disagreements & disputes • Understand the impact dispute may have on relationships over the long term • Describe the use of strategies to resolve the causes of disputes

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• Personnel from a wide range of business disciplines • Departmental heads with the responsibility to drive change through collaboration • Those who have a current or planned negotiation with internal as well as external “suppliers or customers” • Delegates with experience of negotiating but want to improve their knowledge and skills

How will this Training Course be Presented?

This course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented.

This includes highly interactive tutor-led group discussions, syndicated exercises, case studies and role playing in a realistic dispute resolution scenario. A formal framework is built around the delegates’ current knowledge and they are encouraged to re-discover and share their knowledge and experiences. Delegates will be encouraged to develop both their negotiation and communication skills to increase the value for money provided to their employer.

Daily Topics Day One

Day FOUR

Fundamentals of Negotiation

Personal Fitness and Dealing with Difficult Negotiations

• Negotiation defined • Disputes and the need for resolution • Place of negotiation in the contractual resolution process • Commercial impact of the breakdown of negotiations • Best Alternative To a Negotiated Agreement (BATNA) • The four phase process of negotiation

• Interests, positions and escalation • Stakeholder power behind the interests in negotiation • Negotiator as a Mediator • Team negotiations • Proposals and persuasion

Day Two

Day FIVE

The Negotiator’s Toolbox

Putting it all into Practice

• Preparation • Information needs • Drafting your proposal which will open the discussion • The negotiation discussion phase • Bargain and Close • Negotiating position setting

• • • • •

Negotiation case study Team allocation and simulation exercise Analysis of performance The Do’s and Don’ts of Negotiating Improving what we do - action planning

Day Three Negotiating Styles, Tactics and Ploys • Cultural & international issues • Red, Purple & Blue negotiators • Non-verbal communication and the interpretation of body language • Make time your friend • Silence and ploys as tactics and how to respond effectively

Member of

Clear Concepts. Clean Environment.

Membership No.: 125094

The PMI® Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.

Negotiating & Dispute Resolutions

Negotiating & Dispute Resolutions Learn to Recognise Different Negotiation Styles & Counter Tactics Please use BLOCK CAPITALS to fill in this form. It is important that you read carefully through all information before starting to complete the form.

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COURSE SCHEDULE 09 - 13 October 2016 Qatar

REGISTRATION FEES US$ 4,950/ - per participant This fee is inclusive of Documentation, Lunch and Refreshments

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+971 2 5577 389 +971 2 5577 128 info@petroknowledge.com www.petroknowledge.com

HOTEL ACCOMMODATION Hotel accommodation is not included in the Registration Fee. A reduced corporate rate and a limited number of rooms are available for attendees wishing to stay at the hotel venue.

Please make your request for accommodation at least 3 weeks prior to the commencement of the course.

CERTIFICATION A Certificate of Completion will only be awarded to those delegates who attend the entire course

“Training & Development Services for the Oil & Gas Industry” PetroKnowledge Limited P. O. Box 135120 Abu Dhabi, U.A.E.

CANCELLATIONS & SUBSTITUTIONS You must notify the Registrar of cancellations at least 2 weeks before a scheduled seminar in order to be eligible for a credit. If you cannot attend, you may send a replacement from your organisation at no charge. There is a $250 handling charge for all cancellations or rescheduling. We reserve the right to cancel a seminar due to low enrolment. All registrants will be notified in advance and a full refund will be provided upon request.

DISCLAIMER Circumstances beyond the control of PetroKnowledge may necessitate postponement, change of venue or substitution of the Instructor. As such, PetroKnowledge reserves the right to implement such amendments.