Course details

Overview ?

Overview

The Course

The environment of current competitive business requires an increased focus on skills in negotiating and communication for building alliances, and new processes such as planning and organizing work tasks to improve productivity. Additional skills such as delegating to empower staff to higher performance, and change management also help today’s modern leader create success.

Negotiation is inevitably at the heart of every process to achieve what you want or need to build an alliance, or work with consultants or suppliers. At the end of each negotiation, the goal is to seek a win-win agreement. Negotiation, Persuasion and Critical Thinking are the skills covered in module one of this programme.

Businesses and indeed, all organizations, find themselves needing more productive methods of planning, more appropriate goals and effective means of accomplishing work. A focus on using productive best practices allows for effective and efficient management of work and making changes in the organization. Planning and Organizing work, and Delegating to build a strong team are the skills learned in module 2 of this programme.

The Structure

Module 1 - Effective Negotiation, Persuasion & Critical Thinking

Module 2 - Successful Planning, Organising & Delegating

The Goals

Recognise aims for key alliances – how to develop and manage them
Develop an effective plan and strategy for negotiations with allies
Practice and develop skills for influencing others – especially those who are vital to your long-term business development strategy
Gain confidence as a trusted negotiator who knows which behaviours to adopt for each stage of the negotiation
Successfully apply the principles of persuasion to key negotiation situations
Recognize internal and external influences on our daily planning
Understand and develop skills necessary to complete work on time
Learn how to organize work and projects to complete them successfully
Understand the characteristics of colleagues who do work in our teams
Develop positive interpersonal techniques for better team relationships
Practice and develop skills for influencing others
Gain confidence as a negotiator
Know what behavior to adapt at each stage of the negotiation
Recognize and counter the most common negotiating ploys

The Process

The seminar will combine presentations with interactive practical exercises, supported by activities and case studies. Delegates will be encouraged to participate actively in relating creative leadership strategies to the particular needs of their workplace.

It is an interactive mixture of lecture, discussion, activities and practice on several management skills. It provides definitions, examples, discussion and activities designed to promote skill building with interaction and discussion among participants. Activities and work on practice case studies are used to deliberately highlight the concepts taught and allow participants to practice new skills.

The Results

Build and maintain effective and efficient procedures in the organization
Complete work on time, on budget and exceeding customer expectations
Develop skills in managers which will raise the capability, skill and morale of colleagues
Improved preparedness to deal with work task contingencies
Establish organizational and personal planning capabilities
Improved performance in personal and team organization
Improve individual and team performance by establishing productive, effective and efficient management procedures
Learn to develop effective work and project plans for individuals and teams
Learn management techniques to plan and organize work
Develop skills in interpersonal interaction to better team work
Acquire useful planning, organization and delegation management skills
Adds personal value and competency to an organization

The Core Competencies

Participants will develop the following competencies:

Discover how to effectively persuade and influence others
Utilize various communication skills to send convincing messages
Be more knowledgeable of others communication styles
Critical thinking to identify key objectives and results desired from the negotiation process
Project and performance management
Planning management
Personal Organization
Delegation skills

The Programme Content

Module 1: Effective Negotiation, Persuasion & Critical Thinking

Developing Alliances

Characteristics of a strategic alliance – effects of market dominance
Culture and perception – and effects in building alliances
Building trust through communication and achieving results for the alliance (bearing in mind its “life cycle”)
Personality - strengths & weaknesses in negotiations
Minimising communication blockers to maintain relationships
Development review and action planning

Influence & persuasion skills in managing the alliance

Challenges of meetings – group and individual strategies
Positive influence of listening in challenging situations - good and bad news!
Applying rules of influential presentations to maximize impact
Maintaining compatible body language & using logic, credibility and passion
Feedback and action planning

Strategy in negotiation skills for partners and allies

Steps in win/win negotiation
The keys to collaborative bargaining in partnering
Leverage: What it is and how to use it
Negotiation tactics and ploys
Dealing with difficult negotiators and barriers
Ethics in negotiation

Higher level negotiation skills for challenging situations

Listening and responding to signals and informal information
Recovering from reversals, errors and challenges
Developing a climate of trust
Higher level conversation techniques
Concentrating action on the needs of alliance partners

Maintaining alliances: critical thinking for decision making

Gaining control and using information – formal and informal
Identifying sources and testing assumptions
Framing the problem
Decision making under pressure
Reviewing strategic alliances and building personal action

Module 2: Successful Planning, Organising & Delegating

Creating an Attitude to Change How We Plan and Organize Work

Course purpose, goals and objectives
New systems & strategic thinking
Overview and context of organizational change and the impact on planning and organization
Identifying a standard of excellence in the organization, team and personal work
Review of management processes and skill areas
Using a planning process to set goals and get projects started

Importance of Planning Management

Integrating goals, scope, work structure and management planning
Identifying initial resource requirements
Identifying risk techniques that affect work assignments, priorities and deadlines
Communication that responds to who, what where, when, how, why
Understanding the importance of quality planning in work assignments