NBS CPD Brochure

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EXECUTIVE EDUCATION GO FURTHER CONTINUING PROFESSIONAL DEVELOPMENT

In partnership with the

INSTITUTE OF PRODUCTIVITY


CONTINUING YOUR PROFESSIONAL DEVELOPMENT Norwich Business School is proud to introduce a new Executive Education Programme for the region*. Our short, flexible courses for companies and individuals will develop your professional knowledge and leadership skills, enhancing professional practice and career development, and accelerating organisational productivity and performance. Each course draws upon latest academic thinking and practical problem solving relating to real business issues. Bringing together experienced managers and leaders, with expert UEA academics in a practical, insightful and vibrant learning environment. Learn new skills, network with peers and develop innovative ideas that can help you fast track your career or business. *South Eastern Region Business Community

www.uea.ac.uk/nbs


THE COURSES 28 OCT 2019 | 02 MAR 2020 | 05 OCT 2020 | 01 MAR 2021 LEADERSHIP ASSESSMENT CENTRE BOOTCAMP | ONE DAY COURSE

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18 OCT 2019 | 13 MAR 2020 | 16 OCT 2020 | 02 FEB 2021 EMOTIONAL RESILIENCE AND WELLBEING | ONE DAY COURSE

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18 NOV 2019 | 23 MAR 2020 | 19 OCT 2020 | 15 MAR 2021 COACHING AND MENTORING | ONE DAY COURSE

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12 & 13 NOV 2019 | 18 & 19 FEB 2020 | 10 & 11 NOV 2020 | 18 & 19 FEB 2021 SELLING AND NEGOTIATING | TWO DAY COURSE

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KEY AIMS OF THE PROGRAMME – To deliver relevant, insightful and practical courses based on your business needs, addressing current industry issues with the latest thinking from our specialist academics. – To provide inspirational teaching with some of UEA’s leading business academic staff and practising business professionals.

– To develop your career through increased effectiveness in role, increasing competence and leadership abilities which will enable you to shape and influence the future of your business and your career. – To offer a direct return on investment through immediate and high value impact on business results.

– To equip you with new knowledge to inform your strategic decision making and leadership behaviours, enabling you to deal with challenges and issues relevant to the 21st-century workplace.

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LEADERSHIP ASSESSMENT CENTRE BOOTCAMP ONE DAY COURSE DATES: 28 OCT 2019 | 02 MAR 2020 | 05 OCT 2020 | 01 MAR 2021

ABOUT THE COURSE

CONTENT AND APPROACH

The Assessment Centre’s approach has been adopted by an increasing number of organisations as a key element in the suite of tools used in the recruitment or development of candidates.

Our team has extensive experience of the design and delivery of assessment and development centres. You will gain a better understanding of: – The case for, and likely content of, an assessment centre – What assessors will be looking for in terms of competencies and observed behaviours, and how assessor findings may be ranked – How you can improve your performance to present the best possible picture of your competencies and personal approach.

It is a great opportunity for the objective assessment of candidates against key criteria, likely to include specific leadership competencies, allied to corporate values and preferred behaviours. It is designed around the specific interests of an organisation but will generally include: candidates undertaking individual and group exercises; objective assessment of performance; and feedback on candidate suitability. This course takes the mystique out of assessment centres, offering a practical opportunity for candidates to display rather than simply describe competency and personal style.

WHO ATTENDS THE COURSE? People looking for personal progression into or through leadership roles. The practical elements will give you helpful insights into how best to display your competencies across different exercises. The course is also relevant for executives considering introducing assessment centre elements into recruitment or development processes.

The course has a significant practical element. You will tackle example exercises based around a specially designed case study, to gain familiarity with an assessment centre approach, in a safe learning environment. There will be an opportunity for early feedback of performance in different exercises and against the target leadership competencies. Feedback will be developed further in the programme addressing Coaching and Mentoring.

ABOUT THE TUTOR KEVIN DELANY (PhD) was a Partner of PwC where he built and led the HR Consulting practices in the UK and for Europe, and now works with boards and management teams on strategic human capital issues. He has extensive experience of assessment and development centres and of leadership development in market-leading organisations.

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EMOTIONAL RESILIENCE AND WELLBEING ONE DAY COURSE DATES: 18 OCT 2019 | 13 MAR 2020 | 16 OCT 2020 | 02 FEB 2021

ABOUT THE COURSE What does it mean to be emotionally resilient? How important is wellbeing in the workplace? This course tackles these questions and explores how these goals can be achieved.

WHO ATTENDS THE COURSE? People looking to contribute to improved wellbeing at work for performance improvements, either through developing their own approach or through an active role in organisational wellbeing programmes.

CONTENT AND APPROACH Emotional Resilience at Work Laura’s interactive morning session will be drawn from research into emotional resilience at work. Working in groups, you will explore what emotional resilience means, evaluating the demands we face at work and the resources we can draw on to mitigate those demands. We will also introduce a model of effective coping strategies and creating emotionally secure teams. You will gain a better understanding of: – Personal insight into your own emotional resilience, with two models to underpin emotional wellbeing at work – How The Team as a Secure Base framework can help managers and leaders support their team’s emotional wellbeing at work.

Wellbeing at Work: what works and what needs to change? This interactive afternoon session will equip you with an actionable understanding of how to enhance wellbeing in the workplace using the latest research findings. You will gain a better understanding of: – The business case for improving wellbeing at work – What workers can do for themselves – Wellbeing challenges for agile and remote working: the role of the line manager – How organisations are putting in place sustainable wellbeing – What needs to change? An active discussion and reflection of personal experiences about what needs to change to achieve wellbeing-related performance in your organisation.

ABOUT THE TUTORS LAURA BIGGART is a Senior Lecturer in Psychology at UEA who has expertise in emotional resilience at work. RACHEL NAYANI is a Lecturer in Human Resource Management and Organisational Behaviour at UEA, who has expertise on work, behaviour and sustainable wellbeing.

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COACHING AND MENTORING ONE DAY COURSE DATES: 18 NOV 2019 | 23 MAR 2020 | 19 OCT 2020 | 15 MAR 2021

ABOUT THE COURSE With businesses and organisations facing volatile and uncertain times, how do we best help ourselves and others to respond effectively? A key leadership function is the coaching and development of talent, so that the organisation delivers results today, and builds future leaders who are ready to move into senior positions (the talent pipeline). We need to complement our technical skills with the ability to know and manage ourselves, so that we can act decisively and wisely, and then manage others. This course brings to life the coaching and mentoring concept – through practical, developmental steps (central to organisational success and survival) by focusing on the central asset, the people.

WHO ATTENDS THE COURSE? People looking for personal progression into or through leadership roles who want to contribute to the development of others within an organisation. It is also for executives looking to improve organisational performance. The practical elements will give you helpful insights into yourself and your natural tendencies when supporting others, so you become more effective in what you do.

CONTENT AND APPROACH

– Using a structured approach to the coaching session, that delivers results – Resisting the temptation to jump to conclusions and offer solutions on the basis of personal experience, unless and until there is no other alternative – Listening actively, so that clarity is created and people feel valued – Allowing space for the individual’s personal agenda to surface, while balancing this with the organisation’s agenda – Exploring ‘conversations with a purpose’; firm on the facts and open on the causes – Constructing performance review discussions that focus on strengths rather than deficits. The course contains a significant practical element. There will be opportunities for delegates to practice coaching conversations with each other, using real-life issues (there is no role play). You will also gain valuable feedback and learning.

ABOUT THE TUTOR SIMON TURNER (MA, MSc) has experience in organisational environments. After careers in sales and marketing he now teaches organisational leadership and change management, organisational behaviour and human resource management. He has an ILM Executive Coaching and Mentoring qualification, coaches a number of organisations, and is a Member of the Chartered Institute of Personnel and Development (CIPD).

You will develop skills and understanding in: – Facilitating people in their exploring issues that are unique to them, and guiding them towards solutions that they own and have the desire to deliver EXECUTIVE EDUCATION NORWICH BUSINESS SCHOOL | 7


DAY 1 EMOTIONALLY INTELLIGENT SELLING – THE IMPACT AND INFLUENCE OF BEHAVIOURS ON PERFORMANCE OUTCOMES

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DAY 2 ADVANCED NEGOTIATION – THE PSYCHOLOGY OF SALES


SELLING AND NEGOTIATING TWO DAY COURSE DATES: 12 & 13 NOV 2019 | 18 & 19 FEB 2020 | 10 & 11 NOV 2020 | 18 & 19 FEB 2021

ABOUT THE COURSE In a rapidly changing business world, the need to understand how to deliver high performance is more relevant than ever.

WHO ATTENDS THE COURSE? This two-day course would benefit anyone who operates within a targeted environment; those who are responsible for and influence the revenue performance of their business; those who manage a team of people responsible for generating sales/ revenue; those who are responsible for the planning, strategy and implementation of sales budgets/ targets; individuals looking to develop their skill set to push them ‘through the glass ceiling’ and individuals who are looking for a new direction and ways to exceed their objectives.

CONTENT AND APPROACH Day one: Emotionally Intelligent Selling – the impact and influence of behaviours on performance outcomes You will develop skills and understanding in: – The Fundamentals of Emotional Intelligence (EQ) and how it can increase your performance outcomes How elite-level sales people behave – Driving Performance Through Personal Effectiveness – The Four Principles – Preparing for Success How we organise our minds.

Day two: Advanced Negotiation – the psychology of sales You will develop skills and understanding in: – What it takes to win business – When is a pipeline not a pipeline? Qualifying IN and OUT – a calibrated questioning technique of moving opportunity in and out of the pipeline, ensuring what we are measuring is manageable and fruitful – Advanced negotiation – the psychology of closing the business. This course is intensive, thought provoking and challenging. It will take you out of your comfort zone and into an “Advanced Sales Mindset”.

ABOUT THE TUTOR ALI MAY KHALIL’S career has spanned from selling cars to consulting with FTSE100 listed businesses, and he is currently Managing Director of Sentience International Ltd automotive consultancy. Ali’s specialism is his understanding of how we think and how our behaviours influence our results, with a focus on how emotional intelligence can be applied to generate enhanced performance. Brands he has worked with include Barclays Partner Finance, Bentley, BMW, Porsche and Mercedes Benz.

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HOW MUCH DOES IT COST?

HOW TO APPLY

The courses are £500 per person per day. Discounts are available for group bookings and UEA alumni.

If you’re interested in booking a place on one of our Executive Education courses, or have any questions, email nbs@uea.ac.uk

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FAST TRACK YOUR CAREER OR BUSINESS NOW www.uea.ac.uk/nbs


T +44 (0) 1603 592263 | W WWW.UEA.AC.UK/NBS | E NBS@UEA.AC.UK UNIVERSITY OF EAST ANGLIA, NORWICH RESEARCH PARK, NORWICH NR4 7TJ, UK August 2019


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