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Course Code: PERDEV-128
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The Certified Master Negotiator
Course Sector:
Interpersonal Skills and Self Development
Course Dates and Locations
Choose a date and location to book your seat
No.
Date
Days
Location
Fees
Enrollment
01
4 Days
Abu Dhabi, UAE $4,250
02
4 Days
Dubai, UAE $4,250
Introduction
Training course introducion / brief
The ability to negotiate effectively is a critical competency for business excellence. An effective negotiator will draw upon a range of communication and interpersonal skills as well as focusing on issues of the process, planning and objective setting.
This training course provides participants with the essential tools, concepts and practices of negotiation, to successfully develop skills specific to corporate challenges and become a Certified Master negotiator. It offers a collaborative approach that achieves a win: win outcome, it builds confidence, competence and effectiveness in negotiation situations.
Course Objectives
At the end of the training course, participants will be able to
- Gain a comprehensive understanding and be able to examine personal negotiating strengths and weaknesses and those of the other side to optimize negotiation outcomes.
- Learn and utilize a variety of skills necessary to conduct successful negotiation
- Recognize the areas of weakness in understanding to prepare a good negotiation plan.
- Familiarize oneself and master the process of sales negotiation to achieve long-lasting and mutually profitable agreements on timely-basis.
- Apply the concessions management process with minimum loss while preserving good relationship with the counter party.
Course Audience
Who is this course for, and can benefit the most
This training course is designed for professionals and individuals who wants to upscale their negotiation skills and become an asset to their organization.
Course Outline
The course aims and learning outcomes
- Exploring the World of Negotiation
- The many faces of a negotiation
- Some negotiation philosophies
- The urge for being a good negotiator
- Persuasion versus negotiation
- Self-assessment: The “Negotiating Style Profile”
- Setting the Stage: Pre-negotiation Preparation
- Understanding your own personal strengths and weaknesses
- Developing your emotional intelligence
- Characteristics of a good negotiator
- The five stages of the negotiation process
- Barriers to effective negotiation
- Team negotiation: when to use a team
- Exercise: How to negotiate effectively (work template)
- Mastering commercial negotiation
- Selling versus negotiating
- The 7 milestones of the sales process
- Identifying the different buyer's roles
- The "Buyer's Decision Process
- Strategies for the phases of the buyer's decision process
- Strategies for the "Recognition of Needs" phase
- Strategies for the "Evaluation of Options" phase
- Strategies for the "Resolution of Concerns" phase
- The SPIN selling model
- Situation questions
- Problem/Opportunity questions
- Implication questions
- Need-payoff questions
- Simulation game: the "war room"
- Negotiation Tools for Success
- Creativity and problem solving techniques
- The importance of creativity in negotiation
- Creativity tools
- Creativity: self-assessment instrument
- Decision making techniques
- Communication skills:
- Active listening skills
- The outcomes of asking questions
- The art of asking questions
- Conflict management styles
- Workshop: Breaking the negotiation impasse using creativity
- Concession Management, Tactics and counter-measures
- Different levels of negotiation rules
- Preparing “The Envelope of Negotiation”
- Mastering the “Rule of Halves”
- Setting a concession-making timeline
- Sorting negotiable issues and creating alternatives
- The most common negotiating mistakes
- Advanced negotiation tactics
- Simulation game: one-to-one negotiation using a grade point average
Providers and Associations
Providing the best training services and benefits to our valued clients
Boost certificate of completion
BOOST's Professional Attendance Certificate “BPAC” is always given to the delegates after completing the training course, and depends on their attendance of the program at a rate of no less than 80%, besides their active participation and engagement during the program sessions.
ENDORSED EDUCATION PROVIDER
Flexible deadlines
Customized dates accordance to your schedule
Shareable Certificate
Earn certificate upon completion
COURSE METHODOLOGY
Our Training programs are implemented by combining the participants' academic knowledge and practical practice (30% theoretical / 70% practical activities).
At The end of the training program, Participants are involved in practical workshop to show their skills in applying what they were trained for. A detailed report is submitted to each participant and the training department in the organization on the results of the participant's performance and the return on training. Our programs focus on exercises, case studies, and individual and group presentations.
Since 2001, we have been pioneering the training field in the middle east, we managed to unlock potential and help individuals, teams and organisations to be the best that they can be with our full and integrated solutions.
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