ACCREDITED BY
Certified Commercial Negotiator Acquire Negotiation Skills Used By Global Experts To Seal Your Deals Brand New Course
6 Key Business Benefits 1. Acquire key skills used worldwide by the most successful negotiators 2. Use your own power and neutralise competitive power plays 3. Apply the advanced communication and influencing skills needed for success 4. Diagnose negotiating strategies and execute effective tactics 5. Understand the psychology behind influencing, assertion and persuasion Organised by:
6. Possess the ability to negotiate agreements that produce win-win outcomes and maintain relationships
Strategic Career Partner:
15 – 18 September 2013 Jumeirah Emirates Towers Hotel, Dubai, UAE Follow us on: www.twitter.com/iirmiddleeast www.facebook.com/iirmiddleeast www.youtube.com/iirmiddleeast
www.iirme.com/negotiation
The Institute of Sales & Marketing Management (ISMM) is the UK’s only professional body for salespeople. Founded in 1911 to promote standards of excellence in sales and sales management and to enhance the status and profile of sales as a profession, the ISMM has been the authoritative voice of selling and the custodian of sales standards, ethics and best practice for over 35 years. The ISMM is also responsible for establishing benchmarks of professionalism in sales. It is the only membership body recognised by the UK Government regulatory body Ofqual as an awarding organisation to offer qualifications in sales and marketing management. ISMM members are drawn from every sector of industry and commerce. From those just embarking upon a sales career through to senior and experienced sales managers and directors, they share a commitment to upholding the standards of professionalism and integrity that are all hallmarks of sales success.
Benefits Of Attending An ISMM Course • Receive an internationally recognised certificate from the Institute of Sales and Marketing Management (ISMM) • Qualify for a 36% discount on ISMM membership • Qualify for the ISMM white paper on Buyer Behaviour • Qualify for the ISMM white paper on Social Media
Course Requirements And Certificates Delegates must meet two criteria to be eligible for an IIRME/ISMM Certificate of Completion for a course: 1. Satisfactory attendance – delegates must attend all sessions of the course. Delegates who miss more than 2 hours of the course sessions will not be eligible to sit the course assessment 2. Successful completion of the course assessment Delegates who do not meet these criteria will receive an IIRME Certificate of Attendance. If delegates have not attended all sessions, the Certificate will clearly state the number of hours attended.
Course Assessment There will be an ongoing performance review of your participation and multiple assessments during the course. THE STRENGTH DEPLOYMENT INVENTORY™ (SDI) is a suite of psychometric tests and a practical methodology for empowering people to improve relationships and manage conflict more effectively. The SDI provides a window into what drives you and what drives others — an understanding that empowers you to communicate in a way that achieves the results you desire. Delegates on this course will be able to avail an online testing and obtain an individual inventory showing their motivational drivers, their approach to conflict and will receive an insight in dealing with other personalities
Who Should Attend? • Directors, Managers, Team Leaders • Business Development Managers
About Your Expert Course Leader Peter Dilger DMS, FICPD, FinstSMM, CMICM Peter Dilger is the owner and founder of Keystone Associates where for 25 years he has provided strategic consultancy to clients from the telecommunication, pharmaceutical, financial and governmental sectors in the UK, Europe, Middle East and the USA. He previously held directorships in international corporates encompassing high tech, capital equipment and retailing. In the last six months Peter has been the lead negotiator in negotiations with companies ranging from a software company with a turnover of $3.2m to a global information services company with a turnover in excess of $5 billion. Peter has also provided negotiation skills training to staff from the defence procurement and pharmaceutical industries with turnovers in excess of $58 billion. He is a special lecturer at the Centre for Innovation And Entrepreneurship at Nottingham University where he works with the MBA and PhD students on marketing and business planning. He has twice been the winner of the United Kingdom National Training Award and was made a UK government approved “Business Champion” for his work helping to grow businesses in the SME sector. Peter is a Fellow of the Chartered Institute of Personnel and Development, a Fellow of the Institute of Sales and Marketing Management, a Chartered Member of the Chartered Institute of Marketing and holds a post graduate management degree.
Course Overview “You don’t get what you expect – you get what you negotiate.” Negotiating and influencing skills are vital to you and to your effectiveness within your organisation. This course uniquely condenses complex theories into practical workable behaviours that can produce immediate results enabling delegates to put into practice the skills developed from global best practice. In the modern fiercely competitive business world you need the skills and tools to maintain your competitive advantage. Delegates will learn how to maximise their influencing behaviours; using personal power to achieve a desired outcome, to sway opinions or to change a situation whilst building or maintaining mutually beneficial and positive relationships. You will have the opportunity, during individual and team practical sessions, to: • Employ the three-phase negotiating model • Identify and use trading currencies • Formulate strategies using ZOPA (Zone Of Potential Agreement)
• Sales and Marketing Consultants, Marketing Managers • Channel Managers
• Senior Executives, Entrepreneurs
• Buyers, Purchasing Staff
• Sales Managers, Sales Negotiators, Key Account Managers
• HR Staff, Recruiters
• Contract Managers • Government Officials
• Explore the use of a BATNA (Best Alternative To a Negotiated Agreement) • Practice signalling and proposing behaviours • Gain insight into interpersonal behaviour patterns Delegates will have ample opportunity to try out these techniques in a challenging but supportive environment enabling them to gain the confidence and credibility needed to become expert negotiators.
• Telesales Managers, Supervisors
T: +971 4 335 2437
F: +971 4 335 2438
E: register@iirme.com
W: www.iirme.com/negotiation
Certified Commercial Negotiator 15 – 18 September 2013 • Jumeirah Emirates Towers Hotel, Dubai, UAE Course Timings Registration will begin at 07:30 on Day One. Course sessions will start promptly at 08:00 and end at 14:30. There will be two short breaks for refreshments and lunch will be served at the end of each day’s session.
Day Three
Day One Introduction To Negotiating • Definition and importance of negotiations • Profile of expert negotiators • Five negotiating styles • The three-stage model Exercise: Thinking creatively Stage 1 - Setting Your Game Plan • Competitive research • Knowing your BATNA • Setting the ZOPA • Establishing trading currencies • Planning team roles • Setting fall back and walk away criteria Case Studies • Understanding the business drivers • Using trading currencies • 10 key negotiating lessons
Value systems and motivational drivers Principals, values, beliefs, wants and wishes The power of benefit matching Relationship theory - SDI™ approach Four personality types
Influencing Through Rapport • 10 reasons to build and maintain rapport • Identifying “hot buttons” • Matching and mismatching • Tactics used to influence personality types • Overcoming conflict and resistance • Self assessment of conflict management style • Types of resistance • Conflict resolution Influencing Exercises • Demonstrate how to match motivational drivers • Demonstrate the use of “power words” Business To Business Skills Practice Session • Practice using and recognising signalling behaviours • Understand the importance of ZOPA • Work through deadlock • Use creative solutions • Allocating values to trading currencies
Planning - Key Global Indicators • Allocation of time • Exploration of options • Long terms vs. short term vision • Sequence vs. issue planning • Identifying common ground
Day Four
Business To Business Skills Practice Session • Practice the planning elements • Demonstrate the importance of trading currencies • Prove the need for strategic adjournments • Explore the complexity of team negotiation • Highlight the use of power
Day Two Stage 2 – Executing Your Game Plan • Starting the negotiation • Using, recognising and rewarding signalling behaviours • Trading currencies • Negotiating ploys and tactics • Redirecting pressure Case Studies • Understanding situational power • Maintaining equilibrium • Planning to influence • Understanding the role of influence • Five steps to influence • Open and covert influence Influencing Styles • Eight-style model • Personal, positional and persuasive power • The effective influencer Influencing Communication • Interpersonal communication model • Outcome and value driven communication • Communication styles • Communication style self audit
T: +971 4 335 2437
• • • • •
F: +971 4 335 2438
Avoiding Negotiating Pitfalls • Negotiating across cultural boundaries – the SPECIES model • Dealing with price • Dealing with higher authority Stage 3 – Completing The Deal • Timing the decision • Tactics for getting to “Yes” • Gaining commitment • Confirming the agreement • Establishing control points • Establishing evaluation procedures Paired Negotiation Skills Practice Session Course Review
Would you like to run this course in-house?
The in-house training division of IIR Middle East Tel: +971 4 407 2624 • Email: CTS@iirme.com www.iirme.com/cts
E: register@iirme.com
W: www.iirme.com/negotiation
Certified Commercial Negotiator 15 – 18 September 2013 • Jumeirah Emirates Towers Hotel, Dubai, UAE FIVE WAYS TO REGISTER IIR Holdings Ltd. P.O Box 9428 Dubai, UAE
+971 4 335 2437 +971 4 335 2438 register@iirme.com
www.iirme.com/negotiation
DISCOUNTS AVAILABLE FOR 2 OR MORE PEOPLE CALL – +971 4 335 2483 E-MAIL – a.watts@iirme.com WEB BC5136 Event
Course Fee Before 30 June 2013
Course Fee Before 21 July 2013
Final Fee
US$ 3,895
US$ 4,395
US$ 4,695
Certified Commercial Negotiator 15 – 18 September 2013
WOULD YOU LIKE TO RUN THIS COURSE INͳHOUSE?
Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions and successfully complete the course assessment will receive an IIRME/GW Certificate of Completion.
DELEGATE DETAILS Name: .............................................................................................................................................................................................................. Job Title: ......................................................................................................... Email: .....................................................................................
All registrations are subject to our terms and conditions which are available at www.iirme.com/terms. Please read them as they include important information. By submitting your registration you agree to be bound by the terms and conditions in full.
Tel: ..................................................... Fax: .................................................... Mobile: ..................................................................................
Payments
Name: ..............................................................................................................................................................................................................
A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges. In any event payment must be received not later than 48 hours before the Event. Entry to the Event may be refused if payment in full is not received.
Tel: ..................................................... Fax: .................................................... Mobile: ..................................................................................
Name: .............................................................................................................................................................................................................. Job Title: ......................................................................................................... Email: ..................................................................................... Tel: ..................................................... Fax: .................................................... Mobile: ..................................................................................
Name: .............................................................................................................................................................................................................. Job Title: ......................................................................................................... Email: ..................................................................................... Tel: ..................................................... Fax: .................................................... Mobile: ..................................................................................
COMPANY DETAILS Company: ............................................................................................................................................................................................................ Address: ................................................................................................................................................................................................................ Postcode: ................................................................................. Country: ........................................................................................................... Tel: .............................................................................................. Fax: .................................................................................................................. No. of employees on your site: 1000+ 500-999 250-499
50-249
0-49
Nature of your company's business: ..........................................
YES, I would like to receive information about future events & services via e-mail .................................................................
To assist us with future correspondence, please supply the following details: Name of the Department Head: ..................................................................................................................................................................... Department: ........................................................... Mobile: .......................................... Email: ....................................................................... Training Manager: ............................................................................................................................................................................................. Department: ........................................................... Mobile: .......................................... Email: ...................................................................... Booking Contact: .............................................................................................................................................................................................. Department: ........................................................... Mobile: .......................................... Email: ......................................................................
Credit card payment If you would like to pay by credit card, please tick here and a member of our team will contact you to take the details
Cancellation If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more than 7 days before the Event are subject to a $200 administration charge. Registration fees for registrations cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time.
Avoid Visa Delays - Book Now Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible. Visas for non-GCC nationals may take several weeks to process. All registrations are subject to acceptance by IIR which will be confirmed to you in writing. Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers.
Event Venue: Jumeirah Emirates Towers Hotel, Dubai, UAE Tel: +971 4 330 0000 Accommodation Details We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971 4 407 2693 Fax: +971 4 407 2517 Email: hospitality@iirme.com © Copyright I.I.R. HOLDINGS B.V.
SS/DC BU08 General management
LR
Job Title: ......................................................................................................... Email: .....................................................................................