Negotiation is a fundamental skill that is called upon virtually every day, from the salesroom to the boardroom. Knowing how to negotiate well is the key to forging profitable business relationships, enhancing team cohesion, working smoothly with customers, and achieving individual goals. This highly interactive, skills-centered course introduces Dr. Billings-Yun’s GRASP five-step method for negotiating value-maximizing and durable agreements with particular emphasis on establishing value, building trust and overcoming resistance. Course Benefits: - Understand and achieve your goals - Speak to be heard, to persuade and to motivate - Resist unfair demands and force - Handle disputes efficiently and productively - Know when and how to walk away - Negotiate and draft effective contracts - Move from one-time transactions to long-term relationships - Work more successfully in teams and across cultures WHO SHOULD ATTEND Heads of Departments All Middle to Senior Level Executives/Managers Professionals/Entrepreneurs HR Personnel across all sectors Purchasing & Contracts Officers Business Development Managers Legal Counsels & Advisors Negotiators at all levels Service Providers For full course details, kindly contact Kris at firstname.lastname@example.org Limited to 24 participants. Register today to secure your seats!
BEYOND DEALMAKING Negotiating Profitable Relationships “This course is truly 12 - 16 MAY 2013 Beyond Negotiation, LEADERSHIP RADISSON BLU plus the Principles & Tools SERIES DUBAI DEIRA CREEK UAE of Strategic Influencing” COURSE OVERVIEW YOUR INTERNATIONAL Negotiation is a fundamental skill that is called upon virtually every day, from the COURSE FACILITATOR salesroom to the boardroom. Knowing how to negotiate well is the key to forging profitable business relationships, enhancing team cohesion, working smoothly with customers, and achieving individual goals. Dr. Melanie Billings-Yun M.Sc., Ph.D. This highly interactive, skills-centered course introduces Dr. Billings-Yun’s GRASP five-step method for negotiating value-maximizing and durable agreements International with particular emphasis on establishing value, building trust and overcoming Negotiations Consultant resistance. Based on her widely praised book, Beyond Dealmaking, this course introduces the principles and tools of relationship-based negotiation. Dr. Melanie Billings-Yun, author of Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships, is an international negotiation consultant. Formerly research Workshop Benefits: director and lecturer on history at Harvard’s Kennedy School of Government, Melanie has spent the past two Understand and achieve your goals decades assisting Western & Asian companies, NGOs and Speak to be heard, to persuade and to motivate public agencies to achieve their goals through improved relationship-management. Her list of over 50 corporate Resist unfair demands and force clients includes Deutsche Bank, Citibank, PTT, the Boston Consulting Group, Abu Dhabi Investment Council, Siemens, Handle disputes efficiently and productively Samsung, Hyundai, and Unocal. Know when and how to walk away A professor of International Management at Portland State Negotiate and draft effective contracts University, Melanie has a Ph.D. from Harvard University and an MSc from the London School of Economics. She also Move from one-time transactions to long-term relationships holds a mediation certificate from the Singapore Mediation Work more successfully in teams and across cultures Centre. In addition to Beyond Dealmaking, her publications include a chapter on “Trust in Mediation” in The Asian Perspective on Mediation (Singapore: Academy Publishing, 2009), “You may have attended other negotiation Decision Against War (NY: Columbia University Press, 1988), and numerous articles on negotiation, relationship training courses but not ‘Beyond Dealmaking’.” management & dispute resolution. She regularly speaks to professional associations & business conferences around the world on negotiation, influencing & leadership PRAISE FOR BEYOND DEALMAKING communication. “Melanie is highly personable, in charge of her subject, and possessed exceptional A native or Portland, Oregon, She has lived in Thailand, presentation skills. A highly enjoyable and rewarding 3 days” Hong Kong, South Korea, Indonesia, Singapore, and France - Antony Oremosu, Group General Manager, Al Futtaim and has worked throughout Asia, Europe, and the Middle East. She currently lives in Washington, DC. “The balance between useful theory and exciting exercises was just perfect! I am walking out with a comfort I never thought I would achieve when it comes to negotiations and problem solving.” – Dorota Lewis, Training & Development Manager, Abu Dhabi Investment Council Exclusive takeaways: “Dr. Billings-Yun’s workshops have always received the highest kudos from our 1. A copy of her best-selling book members. For those of us who negotiate daily with institutions and governments “Beyond Dealmaking: Five Steps to around the world, the key to long-term financial success is in building strong relationships.” Negotiating Profitable Relationships” - Tami Overby, Executive Vice President, American Chamber of Commerce in Korea 2. Workshop Materials: a training manual containing an overview of “I have never felt so confident going into a negotiation. Thanks!” the course plus work-sheets, - Anne Arrowsmith, Director of Sales & Marketing, the Regent Singapore--A Four Seasons Hotel examples and exercises. © 360 BSI (M) Sdn Bhd (833835-X), Level 8 Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia. d hd l l l k l l 1 COURSE CONTENT DAY1 THE GRASP NEGOTIATION METHOD WHY THIS EVENT Introduction and agenda Dr. Melanie's approach to negotiation is very Discussion: What is negotiation? What are your challenges? When do you appealing. She will get you to open up and see negotiate? things from a fresh point of view. She will show Negotiation role play: The Recording Contract you why outsiders act or react the way they do Self-analysis: How do you deal with opposition? so that you can work toward building a better Lecture: Beyond Dealmaking: Five Steps to Negotiation relationship. Case study: Yamhill Berry Farm Harnessing inner strengths and external negotiating skills is deeply explored in this unique program. DAY2 THE ART OF PERSUASION Dr. Melanie has produced an innovative, refreshing approach to negotiation based on her Discussion: What are my communication challenges? two decades of practical experience around the Self-Analysis: My communication style world. She treats negotiation as an on-going Lecture: Persuasive communication process that forms the core of a successful Discussion: Communication boosters and busters relationship. Video: Words and body language The combination of interactive presentations, Case study/role play: Four types to persuade hands-on exercises and open discussion groups, ensures you will obtain maximum value from attending. DAY3 CONTRACT NEGOTIATION Negotiation role-play: The Software Contract Discussion: What is a contract? Why do we have them? Lecture: Drafting enforceable contracts Exercise: Who’s in the right? Contract writing exercise DAY4 CROSS-CULTURAL NEGOTIATION AND DISPUTE RESOLUTION Lecture: Building international partnerships Self-Analysis: Cross-Cultural questionnaire Exercise: The deal that wasn’t Lecture: Changing minds Role Play: When Business Goes Down the Drain WHO SHOULD ATTEND Heads of Departments All Middle to Senior Level Executives/Managers DAY5 MULTIPARTY NEGOTIATION Professionals/Entrepreneurs HR Personnel across all sectors Lecture: Building consensus Purchasing & Contracts Officers Exercise: Collaboration challenges Business Development Managers Role play: Dividing the Spoils Legal Counsels & Advisors Case studies: Putting it all together Negotiators at all levels Q&A Service Providers COURSE SCHEDULE 8.00 Registration & Coffee/Tea 8.30 Workshop commences 10.10 - 10.30 Morning coffee/tea 12.30 - 13.30 Lunch 14.40 - 15.00 Afternoon coffee/tea 16.00 End of day 2 BEYOND DEALMAKING REGISTRATION FORM Negotiating Profitable Fax: +603 9205 7788 Relationships Tel: +603 9205 7772 Mobile: +6016 3326 360 12 - 16 MAY 2013 RADISSON BLU Email: email@example.com DUBAI DEIRA CREEK UAE DELEGATES IN-HOUSE TRAINING 1 Name : 360 BSI is passionate about providing strategic technical programs and high potential training solutions across the Name on tag : region to build personal competencies and organizational Job Title : capability. You will receive practical training from a professionally Email : qualified educator with over twenty years of teaching and Mobile training experience. : Please feel free to mix-and-match topics from the areas listed 2 Name : below to get the right training content for your staff. Other topics may be available upon request. Name on tag : OTHER PUBLIC COURSES Job Title : Persuasive Business Writing Email : 10 Key Techniques to Improve Team Productivity BBS & Safety Leadership Mobile : Root Cause Analysis Professional Proposal & Report Writing 3 Name : Record & Document Management & Archiving Name on tag : Business Continuity Planning & Disaster Recovery Job Title : Hotel Contact Details: Email : For Room Reservation, contact us for 360BSI corporate rates. Telephone: 00971 4 2057105 Fax: 00971 4 2234698 Mobile : E-mail: firstname.lastname@example.org Radisson BLU Hotel, Dubai Deira Creek AUTHORIZATION Baniyas Road, P.O. Box 476, Dubai, UAE (This form is invalid without a signature) General Information: Name : 1 Closing date for registration is 5th May 2013. 2 The fees cover lunch, tea breaks, materials and certificate. Job Title : 3 Official confirmation will be sent, once registration has Email : been received. 4 Participants will need to arrange their own accommodation. 5 Attire: Smart Casual Tel : ( ) Cancellations/Substitutions Organization : Substitutions are welcome at any time. Please notify us at Address : least 2 working days prior to the event. All cancellations will carry a 10% cancellation fee, once a registration form is received. All cancellations must be in writing by fax or email at least 2 weeks before the event date. Cancellations with less than 2 weeks prior to the event date carry a 100% liability. However, course materials will still be couriered to you. Signature : Date: / / Thank you for your registration! COURSE FEES (please tick as appropriate) PAYMENT DETAILS Payment is required within 5 days upon receipt of the invoice. USD 3,995 per delegate Bank transfer: USD 3,795 per delegate - register before 28-FEB-2013 360 INTERNATIONAL LIMITED USD 11,100 - Special for Group of 3 Standard Chartered Bank P.O.Box – 999 Al Fardan Building, Al Mankhool Area, Bur Dubai, Dubai, U.A.E Account No: 02-2077311-01 USD The fee does not include any taxes (withholding or otherwise). In case of any taxes applicable the client has to ensure that the taxes are paid on top of the investment fee paid for the course. Swift No: SCBLAEADXXX Compliance with the local tax laws is the responsibility of the client. IBAN No: AE920440000102207731101 * Save up to 50% for In-house Training program All payments must be received prior to the event date © 360 BSI (M) Sdn Bhd (833835-X), Level 8 Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia. www.360bsi.com 3
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