The Black Belt Nego0ator

Transcription

1 The Black Belt Nego0ator We just closed our financial year and the numbers are showing a tremendous growth of almost 23%. You equipped every individual with the necessary skills to perform at the maximum of their poten0al. Thank you for making this such a good return on investment for us. Branko Pecar, GM, Emerson Process Management I have had other nego0a0on skills workshops in the past; this session delivered by Teamworking Interna0onal was head & shoulders above everything else! Maryeis Marapao, Project Manager City University I loved Tom s approach, he definitely is a fountain of knowledge. The way he simplified mawers and related situa0ons to our daily experiences really helped to reinforce the learning methods. Craig Holt, Acoulite Ligh=ng Design I have been a Rela0onship Manager for the past 5 years. I have learnt more about nego0a0on in 2 days than I have learnt in the past 5 years Ahmed Al Bassam, Bahrain Islamic Bank Teamworking Interna0onal Ltd Nye Creek, New Rd, Keyhaven, Hants SO41 0TN, United Kingdom info@team-working.com +44 (0) all rights reserved

2 You're in great company! I have had other nego0a0on workshops in the past; this session delivered by Teamworking Interna0onal was head & shoulders above everything else! Maryeis Marapao Project Manager City University It has been a pleasure working with Kole & Tom, they have eased any concerns of our managers and supervisors. Their support has ensured the whole process has been a great success and provides value- add to the business - Brendan Noonan, SVP Learning & Development, Emirates This is the course to make you a nego0ator; not just teach you nego0a0on skills. Wesam Baqer Head of corporate sales Bahrain Islamic Bank If I was to contrast Teamworking Interna0onal with another company what I get is a real understanding of what I m trying to do and innova0ve solu0ons Andy Givens, Head of Interna=onal IT HSBC With Teamworking Interna0onal s help, we have been able to change our people s a^tudes and behaviours and develop a culture of working together, bridging cross- departmental barriers to form a more cohesive management team. Tim Lancaster, Head of Technology, BBC Worldwide The Teamworking approach to Learning & Development is very unique. Tom and his team manage to develop skills and knowledge that are directly relevant to improving our opera0on. Tom Craig, Head of Learning & Development, Qatar Airways The key changes being seen following the training are staff spending more 0me with the customer and listening to their needs being more proac0ve and taking responsibility for making things happen Simon Simon Hill, Training Manager, Siemens

3 The Black Belt Nego0ator how much are you leaving on the table every month? Imagine bringing in an extra 20,000 every month. These are the results reported by hundreds of professionals who ve gone through our Black Belt Nego0ator program. This program has become a HUGE HIT interna0onally with both major companies and SMEs! Described as 'head and shoulders above the rest', Black Belt Nego0ator has a proven record of success and has been used within major companies such as HSBC, City University, Qatar Airways, Mace, Dana Gas and Siemens to reduce costs, create new business accounts, and increase profit. Thanks to the latest neuroscience research, we know more about the human brain, and how we make decisions, than ever before - but most of us are s0ll unaware of how to apply these new insights to nego0a0on. Based on neuroscience and expert research, this is a tried- and- tested path, to revolu0onise your ability to achieve a profitable outcome each and every 0me you make a deal. You will also build las0ng rela0onships with all your trading partners. Even bewer, our research shows that the payback period for this program is less than one month. So you can expect to see return on investment the moment your employees get back to work. Black Belt Nego0ator breaks down into five steps, each of which is crucial within the overall nego0a0ng process. The program also carefully examines where nego0a0ons can go wrong and seeks to replace bad habits, uncertainty and fear with effortless technique and confidence ensuring you are never beaten down on price again. Neuroscience sheds light on how certain uninten0onal nego0a0ng behaviours actually result in aliena0ng the other side - we demonstrate how this works and the methods you should be using to get them on board! The program emphasises the importance of long- term business rela0onships, focusing on tradeables and win- win solu0ons that keep both sides happy.

4 The Black Belt Nego0ator how much are you leaving on the table every month? Our 5- step process - a winning formula for nego0a0on success Prepare: know what you want and prepare psychologically. Always nego0ate as an equal partner, don't assume they have the upper hand. Discuss: listen to what the other party wants and find out their 'hidden' interests. Even if pricing seems to be the surface issue, there are always more powerful undercurrents. What are the tradeables that are low cost to you, but high value for them? Propose a deal that suits both sides. Make sure you get something in return for any concession that you might have to give. Trade: refine the deal and know how to spot any tricks that may be used to undermine your posi0on. Close: complete the deal with confidence that you've entered a long- term mutually profitable rela0onship. Avoid the six causes of nego0a0on failure Giving too much away: successful nego0a0on requires looking under the surface to discover what people really want. Don't make assump0ons about pricing and above all, don't give anything away without ge^ng something in return. Always trade, never concede Fear of damaging the relalonship: many people are fearful of damaging the rela0onship if they come across as being too tough We draw upon the latest neuroscience research to show you how you can stand firm in what you re asking for, yet actually strengthen the rela0onship, and your own credibility. Failure to understand the negolalon process and the other party: most people rush the process, wan0ng to close the deal as soon as possible. This is the fastest route to missed opportuni0es and failure. We will show you how to detect subtle signals given out by the other side. Lack of confidence: this leaks out through your language and your body language, sending out subtle signals that can sabotage your chances of success. We ll show you how you can take control of the process and command respect even when facing the toughest of opponents. Fear of 'blowing the deal : by replacing a win- lose mentality with a win- win mindset, we ll show you how to get results beyond what you might have imagined, and leave the other side happy too. Lack of EmoLonal Control: All too oken the fear factor takes over, and shuts down our ability to think clearly under pressure. As a result one party may become over- emo0onal and jeopardise the deal. We will show you how to act effec0vely when emo0ons are running high and bring the nego0a0on back on track. Get hands- on experience and gain the skills, knowledge and confidence to avoid the pilalls that result in money being thrown away every day, and hi^ng your bowom line

5 The Black Belt Nego0ator NegoLaLon in context Building rapport and understanding the emo0onal element Iden0fying and preven0ng the most common pilalls A powerful way to instantly reduce the fear factor Self- esteem and the OK Corral Different types & styles of selling and nego0a0on PreparaLon, planning and selling yourself Introducing the 5- step nego0a0on process Understanding why customers buy the SPIN approach to selling Preparing and strengthening your case the planning sheet Understanding the customer and ar0cula0ng your USPs Turning features into compelling benefits Iden0fying tradeables and looking for the interest behind the posi0ons Working out your best alterna0ve to a nego0ated agreement (BATNA) The process and language Asser0veness skills, body language & non- verbal communica0on Making proposals and counter- proposals, trade- offs and packaging Understanding other people s styles & using the right language Genera0ng fresh & crea0ve op0ons Understanding selling and nego0a0ng team roles Cross- cultural nego0a0ons - what to watch out for The ques0oning process pu^ng SPIN into prac0ce Overcoming objec0ons, customer concerns and product limita0ons How to close the deal & what to beware of at this stage Power perceplon and tricks How can you shik the balance of power in your favour Understanding & neutralising the seven most common tricks How to avoid ge^ng backed into a corner The power of percep0on and keeping control of the nego0a0on Conclusions Clinic session (dealing with actual work issues) ques0ons and answers Lessons learnt and bringing it all together Building personal and team ac0on plans Why compromise when you can have it all? Two sisters were figh0ng over an orange. Aker a lot of arguing, they took half each. One sister ate her half and threw away the peel. The other grated her half of the peel to make marmalade and threw away the flesh. How many opportuniles for a win- win deal are you throwing away? The program is built around prac0cal exercises and role plays that guarantee to remove the fear of nego0a0ng and build confidence to maximise your presence, impact and chances of success in all nego0a0ons. Black Belt NegoLator is the culmina0on of 11 years experience, working with organisa0ons such as HSBC, Qatar Airways, City University Siemens, to name just a few. Others teach nego0a0on...we CREATE NEGOTIATORS

6 Tom Flatau, Teamworking Interna0onal Tom is an interna0onal speaker, execu0ve coach and consultant whose clients include names such as HSBC, Unilever, Qatar Airways, Emirates, Dana Gas, and Doha Fes0val City JV. Tom is a Fellow of the Ins0tute of Leadership & Management, an execu0ve coach and sales and nego0a0on trainer. Tom has a first degree in Informa0on Systems and a Masters degree in Business Analysis & Systems Design. Tom s academic career included posts at Universi0es in London & the US. He used this experience and his later managerial career sector to develop the accelerated training methods that are unique to Teamworking Interna0onal. Tom s work is based on understanding human ins0ncts and behaviour, derived from up- to- the- minute research in the fields of neuroscience and posi0ve psychology. Tom helps people make posi0ve changes to the beliefs, feelings and approaches that influence their work performance and interac0ons. Consequently, individuals become happier and more effec0ve. Customer interac0ons are improved, with immediate and las0ng benefit to the organisa0on. Customer Care and Course Admin Team Sally Louise Kole Bekky

7 The benefits and added- value of choosing us Teamworking Interna0onal are se^ng new standards in corporate training in both the UK and the GCC Change that lasts - believe it or not, 80% of performance is governed by emo0on, yet few training companies respond to the reality of this. So we use it to unlock personal insight and new perspec0ves. We call this the emo0onally intelligent approach. We begin with people s beliefs, a^tudes and mindset and then build skills and knowledge on these founda0ons. Learning through aclon - quite simply, every programme we deliver is highly prac0cal and addresses real live issues. We use simula0ons, exercises and case studies and all our methods are based on the latest neuroscience and posi0ve psychology research findings. Everything we deliver and challenge our par0cipants to think about leads back to one simple ques0on what am I going to do differently back at work and how?. Text- book theory is not what we deliver our customers can read that for themselves. Return on investment - in our experience tradi0onal training methods don t always make much of a difference once the trainer has lek the room. So we don t like to preach or teach instead we like to coach people to dig deep for personal insight and real results that achieve posi0ve, demonstrable change. This type of tried and tested coaching has been proven to improve management performance by 88%, whereas tradi0onal training barely scores 22%. We work with you to ensure the outcomes of your programmes are future- focused and match your business objec0ves, we follow up and we are always on hand to answer enquiries or give individual help. Our programmes are accredited by the pres0gious Ins0tute for Leadership and Management (ILM) - the UK s largest awarding body. This means that your people are not only trained by the best in the business, but will benefit from a globally recognised qualifica0on. Our unique follow- up systems ensure that learning is effec0vely implemented back at work. We partner with and work alongside our clients throughout all our programmes. We aim to be flexible to fit around the day- job of your people. Con0nuous feedback, evalua0on and communica0on occurs throughout any programme. Best praclce to us means building a personal rela0onship with you and ge^ng to the heart of your business and your people. We then bring you our cross- cultural, interna0onal experience of working with global brands over 21 years. Our methods are always tailored to your objec0ves and success criteria and based on measurable results for your business.

8 Training methods and on- the- job follow- up The focus is on interac0on Short theory- based sessions Self- assessment ques0onnaires Ac0on- learning sets Class- based ques0ons & answers Scenario- based team exercises with peer and facilitator feedback Short video clips of good/bad prac0ce & expert opinion, with discussion Small group exercises & debriefs to illustrate consequences of unskilled methods and develop alterna0ve approaches End of topic quizzes & discussion of answers Individual learning logs and ac0on plans On- the- job follow- up Post- program follow- up , telephone support following the program Job- aids and 0ps Interna0onal Accredita0on Our programs are accredited and quality- assured by the UK s pres0gious Ins0tute for Leadership & Management (ILM). This means you can rest assured that all our programs have been scru0nized and have the seal of approval from the UK s largest awarding body. That means that your people are not only trained by the best in the business, but they benefit from an interna0onally recognised qualifica0on.