ISM NEGOTIATION THE ART OF. This course was truly great! Thanks to ISM, I am now a master of negotiating. - Nasser Younis, MBC

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1 THE ART OF NEGOTIATION An intensive and highly practical 3 day course A negotiator should observe everything. You must be part Sherlock Holmes, part Sigmund Freud. Victor Kiam This course was truly great! Thanks to, I am now a master of negotiating. - Nasser Younis, MBC To enquire about the date of the next public course: Us: info@ismdubai.com Call Us: TRAINING Advance your career... achieve your goals Training, 15th Floor, Al Shafar Tower, Tecom, Dubai Tel: +971 (0) info@ismdubai.com url:

2 Training Training provides the most comprehensive range of learning and development solutions to meet the needs of individuals and companies. Training helps clients achieve significant behaviour changes leading to improved productivity and increased competitive advantage in today s increasingly complex markets. The Art of Negotiation Introduction Becoming a master of negotiation is crucial for busy executives who need to control complex situations every day whether it s getting the salary you want or a deal you need. Negotiations are seen as a contest of wills in which power determines the outcome, each party fights it out until there s a winner and a loser, but this approach produces short-term results and leaves both sides exhausted, resentful and dissatisfied. Great course, I ve been on courses run by INSEAD this was better. Purpose of this course The programme provides experienced negotiators with the opportunity to hone their skills, negotiating strategies and tactics in order to achieve better results from different negotiation situations. Improved negotiation skills result in better competitive edge, enhanced relationships and improved profitability. The course will allow you to practice your skills and techniques to become more effective as a negotiator. On successful completion of the course delegates will be able to: Recognise the different types of negotiations. Recognise the wide range of personal skill and attributes required to negotiate effectively. Prepare appropriate negotiation strategies. Deal with relationship issues. Deal with difficult and competitive negotiators. Use a structured approach to the negotiation process.

3 Key areas covered Personal inventory of attitudes, skills and abilities in effective negotiation. Recognising the relationship between the two processes Determining the negotiating approach and type. Identifying decision processes and influencing factors. Using planning tools, key tasks, simulation and practice. Matching pacing, leading and active listening skills. Place a higher priority on discovering what a win looks like for the other person. Harvey Robbins The dynamics of power at individual and organisational levels. The key stages of thorough preparation. Planning question pathways for control. The strategy and tactics for effective collaborative and competitive bargaining. Dealing with difficult negotiators. Effective negotiation communication through planning.

4 Who should attend? Participants Everyone who has authority and responsibility for negotiating on behalf of their organisation in order to advance business and relationships on the basis of achieving the mutual satisfaction. Those who negotiate regularly without having had any formal negotiation training, those new to, or moving into a role that will involve negotiating internally or externally. The course will have a maximum number of 18 people who will be selected based on the type of business they are in and their job role to ensure a thorough mix of industries ideas and experiences. Course Leader : Bill Levell Thank you for your professionalism and I hope to come back again. - Al-Mutairi Nawaf, Saudi Airlines His hugely successful career includes appointments for marketing and sales in a wide variety of markets at senior Board and management level (UK and overseas.). Clients regard him as a visionary thinker and a vital catalyst in the development of their strategic plans and practical implementation of sales and negotiation techniques. Highly experienced in all aspects of Strategic Development, Management, and Advanced Negotiation, he has developed his own planning and analysis tools, which are now a standard part of the sales and marketing curriculum s and utilised by blue chip companies world wide to automate the decision-making process and create effective plans. Bill loves sharing his experiences and is a Senior member of the Chartered Institute of Marketing s Faculty having been a course director for 15 years.

5 COURSE REGISTRATION FORM The Art of Negotiation TRAINING Telephone: , Facsimile: info@ismdubai.com 01 CHOOSE YOUR PACKAGE 1 Delegate: 5,800 Dhs 2 Delegate: 11,020 Dhs 3 Delegate: 15,660 Dhs Delegate: 17,00 Dhs Registration fees include expert tuition, comprehensive course documentation, workshop materials lunch & refreshments and your official framed Certificate documentation, workshop materials lunch & refreshments and your official framed Certificate 02 No ATTENDEE DETAILS - Please complete in block capitals Full Name Job Title Tel (inc country code) COMPANY DETAILS - Please complete in block capitals Organisation Name: Address Country: Tel: Industry: Postcode: Fax: Authorized Signature (Mandatory): Authorising Signature Name: 0 By signing this form I have read and agreed to s terms and conditions listed below INVOICE CONTACT AND PAYMENT - If different from above Note: Payment is required BEFORE the course date. Course details will be sent to you once payments are received. Contact person for invoicing Tel: Fax: TERMS & CONDITIONS reserves the right to change dates, venues, topics and trainers due to unavoidable circumstances. Cancellation: If you cannot attend personally, a substitute delegate is welcome to join this course in your place - for no extra charge. Should you (or a substitute) be unable to attend, we will promptly refund your fee less a service charge of 10%. As spaces are strictly limited, we regret that registration received less than 30 days before the start date of the course may incur a late booking surcharge of USD50 Condition: You must inform us in writing 30 days or more before the start date of this course. No refunds are possible for cancellations received less than 30 days, before this course. Instead you will be issued with a 50% Discount Training Voucher, which entitles you (or a nominated colleague) to attend a public course arranged by or please fax this form to to receive your confirmation and delegate pack. Training, 15th Floor, Al Shafar Tower, Tecom, Dubai Tel: +971 (0) info@ismdubai.com url: Find us in Social Media