Objectives:
The Confident Negotiator program enhances the negotiating skills of client and non-client facing professionals, teaching them the techniques to create win/win outcomes and to maximise the satisfaction of both parties. Utilising a number of typical negotiation situations as case studies, the theory of negotiating is applied to the practical challenges involved in day-to-day sales and client/staff interactions. The program is highly interactive and comprises a series of role play scenarios to reinforce the learning.
Who should attend ?
• All personnel who need to negotiate with other people both internally and externally
Facilitator:
• Alistair McArthur
Alistair's ten years experience in China has enabled him to attain an understanding of the China business market and develop his Chinese language skills. He has been involved in business having consulted for companies both in China and abroad, while having been the Sales and Marketing Director in IPS for over two years.
Alistair's energetic and enthusiastic style of training has entertained trainees and made him very popular with his multi-national clients. He has been involved in training companies such as Siemens, Microsoft, Grand Hyatt Hotel and the International School of Beijing.
Course Outline
Day 1
• An assessment of participant's negotiating skills at the commencement of the program • Negotiating win/win - an exercise to determine our preferred style Working With Cells • Negotiation research findings and common techniques used in negotiating • Preparation activities to be undertaken prior to negotiating • Case study - role play practice of the preparation activities • The nature and importance of concessions - Financial versus non-financial concessions • Case study - role play practice of concession management and usage
Day 2
• Relationship Dynamics • Nature and sources of power in the negotiation • Identify personal sources of power • Using the power you have • Techniques to avoid impasse and a breakdown at the end of negotiations • Resolution tips • Case study - role play practice of handling impasse and closing a negotiation • Close and Review
Date: Thursday & Friday, December 13-14, 2012
Language: English
Registration: Send email to training@europeanchamber.com.cn to register, the contact name is Nina Jiang, Contact phone number is (010)6462 2066 ext.60.
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