Commercial Contract Negotiation - Dubai

This course would benefit experienced procurement, sales, marketing and senior managers who are involved in negotiations and commercial contracts on daily basis. Together with professionals at operational or organisational level (Senior buyers/purchasers, Heads of categories and/or departments.

Start

October 21, 2018 - 8:30 am

End

October 22, 2018 - 5:00 pm

Address

Dusit Thani Hotel Dubai   View map

Overview

This two days’ course will deepen the participants knowledge when addressing change and transformation by developing a greater sense of self-awareness of the behavioural aspects of human relationships. It will help them recognise the importance of effective listening and communication and how this will change the dynamics in adversarial negotiation to collaborative negotiation.
Through trainer’s presentation and practical exercises participants will gain a greater awareness of your own motivational value systems, both in theory and in practice. Specifically; how we react when feeling good or under stress; others feel and act; our approach towards others and to talk their language.
Finally, in a series of business situations in as near to real-world context as possible, participants negotiate with suppliers, clients and partners using the understanding that they have now acquired to deliver better outcomes.

Facilitated by  an experienced Commercial Advisor, Strategist, Author and Practitioner – MCIOB, MAPM, FCIPS Chartered, MIoD, FRSA – David L. Loseby 

David Losby Rembell Group


Who Should Attend

This course would benefit experienced procurement, sales, marketing and senior managers who are involved in negotiations and contracts n daily basis. Together with professionals at operational or organisational level (Senior buyers/purchasers, Heads of categories and/or departments, supplier relationship managers, any profession involved in managing or engaging in high value and complex negotiations.
We recommend this course all levels in an organization and to anyone who cares about their professional development.

Key Benefits to Attendees

At the end of this programme participants will be able to:
•    The critical success factors for change and transformation to become successful negotiator
•    Do preparation before negotiation, more analysis of ourselves – increased negotiation efficiency
•    Understand their own motivational value system
•    Understand how others may perceive them
•    Apply their new understanding to relationship and situations with both internal and external stakeholders
•    The ability to recognize and capitalize on opportunities to negotiate for your organization
•    Be able to distinguish collaborative and adversarial negotiations and link them to supplier relationships
•    Apply their understanding of body language and transactional analysis to both internal and external relationships
•    Link their understanding of different behaviours in negotiation to purchasing and business strategies
•    Learn to diagnose your negotiation effectiveness
•    Implementing what you have learned in your organization

Course Outline

PROGRAM AGENDA – Day 1

1.    Ready, Steady … Start: Introduction and objectives
•    Where and when do we negotiate
•    Behaviours and beliefs
•    How do we define negotiation?
•    Competency indicators
•    Framing your interests

2.    It does differ: Types of negotiation
•    Tactical
•    Win-win
•    Partnership

3.    The “chocolate” story:  Group exercise

4.    We differ: Types of negotiators
•    Those that do
•    Those that that allow it to happen
•    Those that wondered what happened!

5.    The Prep Process: Preparation and planning phase
•    Pre-negotiation
•    Formal negotiation
•    Post negotiation
•    Interactive group exercise

6.    Negotiation attributes
•    Team roles and why they are important
•    Communications
•    Thinking about change

7.    Group Exercise: Negotiation role play; Water

8.    The Process: Negotiation campaign planning
•    The process from start to finish
•    The use of tools and templates
•    Pre-conditioning suppliers, stakeholders, group members, etc.

9.    To Think About: Summary and review of day one
•    What worked well
•    What could we do differently
•    Clarifications

 

PROGRAM AGENDA – Day 2

1.    An overview of Behavioural skills & competencies
•    Overview of heuristics and behaviours
•    Reciprocity
•    Nudging
•    Game theory
•    Cultural differences

LET’S PLAY
2.    Group Exercise: Negotiation role play; Consulting services
3.    Review of case study
4.    Group Exercise: Negotiation role play; Engine Parts

5.    Change and Transformation
•    The change processes
•    Kotter’s 8 stage process for leading change
•    Cognitive hurdles to change
•    The 6 key essentials of hostage negotiation used in procurement
•    Implementing a digital transformation from a change perspective

6.    Tactics and difficult situations – practitioner’s insights

7.    Putting it all together – You as successful Negotiator

8.    Feedback from tutor

For the full outline of the program kindly contact us at info@rembellgroup.com
In-House Training
If you have group of people with similar needs and you are looking for more cost – effective approach, Rembell Group will bring this course directly to your workplace. Further, this course can be customized to fit specific requirements and needs of your organization. For more information on this kindly contact us at: iht@rembellgroup.com
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