Hotelier Middle East -

Win-Win Negotiation Skills

Scheduled Date: Sunday, November 20, 2011/Thursday, November 24, 2011
Training Provider: Meirc Training & Consulting
Type: Training course
City: Dubai
Country: United Arab Emirates
Sector: General
Languages : English

Program Objectives:

By the end of the program, participants will be able to:
* Recognize the soft, hard and principled styles in negotiating.
* Plan and conduct (individually and within a team) several negotiations.
* Use the 10-point planning format that will allow reaching a win-win outcome.
* Appreciate and apply (if need be) different negotiating tactics.
* Identify, through several self-assessment tests, their preferred negotiating style and how it affects the negotiating outcome.
* Discover their own approach to resolving conflict and building trust.

This Program is designed for:
All those involved in business, managerial and other kinds of negotiations. This program is worth 25 NASBA CPEs.

Program Fees:
Per participant - USD 3700
Frequent nomination - USD 3330
(including coffee breaks and a buffet lunch daily)
One extra free place for every 2 paid nominees on the same program and dates
Discount Plans, Refunds & Cancellations Policy

Meirc reserves the right to alter dates, content, venue and trainer with a reasonable notice time.

Program Outline:

Negotiating Styles
* Soft and Hard Styles
* Principled Negotiation (The Harvard Model)
* Negotiation Style Profile: Administration and Determination of Own Style
* Characteristics of an Effective Negotiator
* DiSC - Self Assessment Questionnaire: Administration and Scoring
* Role-Play with Observers Comments Using DiSC Profile

The Three Secrets to Successful Negotiation
* Planning
* Trading Concessions
* Communication

Negotiation and Bargaining
* When to Negotiate
* Some Negotiating Principles
* 13 Negotiation Mistakes
* Practical Tips on Avoiding the Mistakes

Planning: The Key to Win-Win Negotiation
* The Ten Point Planning Form
* Checklist for Planning a Negotiation
* Behavioral Bases of Power

Trading Concessions
* Thirteen Basic Tactics
* Identifying and Deflecting Tactics

* Ranking and Discussing the 10 Behaviors in Negotiation

Preparing and Conducting Individual and Team Negotiations
* Practical Role Plays


Delivery Type

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