Haward Technology Middle East

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COURSE OVERVIEW SS0817

Influencing and Negotiation Skills

Course TitleInfluencing and Negotiation Skills

Course Date/VenueAugust 18-22, 2019/Fujairah MeetingRoom, Grand Millennium Al WahdaHotel, Abu Dhabi, UAE

Course ReferenceSS0817

Course Duration/CreditsFive days/3.0 CEUs/30 PDHs

Course Description80% of this course is hands-on practicalsessions where participants will be engaged ina series of interactive small groups, classworkshops and role-plays.

We all influence each others everyday to the levelthat we’re not even aware that we’re doing it. Inthe workplace, we need our staff and managers tobe able to influence the behaviour of others andnegotiate where people have differing views.

Whether it’s managers influencing staff behaviourand negotiating performance objectives or frontline staff influencing customers and externalstakeholders, or negotiating deals with clients –most of your staff need to know how to influencepositively.

This course is designed to provide participantswith a detailed and up-to-date overview ofinfluencing and negotiation skills. It covers theinfluencing styles and preferences; thecommunication style, approach and expanding thesphere of influence; the negotiation cycle coveringpre-negotiation preparation, setting objectives,win-win and fall back positions; the perceptionsand expectations; the emotional intelligence; therole of non-verbal communication and benchmarksin influential behaviour; the ethics of powerinfluence and persuasive techniques; and theapproach to being assertive.

Haward Technology Middle East

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During this interactive course, participants will learn the power influence and desiredresults; building and cultivating network; the exercising influence of the key steps;the types of negotiation and good negotiating characteristics; the negotiation styles,strategies and positional bargaining; the principled negotiation, strategy, negotiationprocess and bargaining/concessions; managing obstacles; and moving frombargaining to closing.

Course Cluster Course CompetencyEngaging People Communicating and Influencing

Competency Theme Competency Description

Influencing OthersUse a range of skills and strategies topersuade and influence various targetaudiences

Achieving AgreementSynthesizes the complex viewpoints of others,recognizes where compromise is necessaryand brokers agreement

Building an ArgumentPersuades others, using evidence based onknowledge, modifying approach to delivermessage effectively

Course ObjectivesUpon the successful completion of this course, each participant will be able to: -

Apply and gain a comprehensive knowledge on influencing and negotiation skills

Identify the influencing styles and preferences

Choose a communication style and approach and expand the sphere of influence

Illustrate the negotiation cycle covering pre-negotiation preparation, settingobjectives, win-win and fall back positions

Discuss perceptions and expectations and develop emotional intelligence

Identify the role of non-verbal communication and benchmarks in influentialbehaviour

Recognize the ethics of power influence and persuasive techniques and theapproach to being assertive

Discuss power influence and desired results

Build and cultivate network as well as the exercising influence of the key steps

Identify the types of negotiation and good negotiating characteristics

Carryout negotiation styles, strategies and positional bargaining

Illustrate principled negotiation, negotiation strategy, negotiation process andbargaining/concessions

Manage obstacles and move from bargaining to closing

Haward Technology Middle East

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Exclusive Smart Training Kit - H-STK®

Participants of this course will receive the exclusive “HawardSmart Training Kit” (H-STK®). The H-STK® consists of acomprehensive set of technical content which includeselectronic version of the course materials, sample video clips ofthe instructor’s actual lectures & practical sessions during thecourse conveniently saved in a Tablet PC.

Who Should AttendThis course provides a complete and up-to-date overview of influencing andnegotiation skills for middle managers, VPs, department managers, section heads,advisors and senior specialists.

Course FeeUS$ 5,500 per Delegate + 5% VAT. This rate includes H-STK® (Haward SmartTraining Kit), buffet lunch, coffee/tea on arrival, morning & afternoon of each day.

AccommodationAccommodation is not included in the course fees. However, any accommodationrequired can be arranged at the time of booking.

Training MethodologyThis interactive training course includes the following training methodologies as apercentage of the total tuition hours:-

20% Lectures80% Role Play, Case Studies & Practical Exercises

In an unlikely event, the course instructor may modify the above trainingmethodology before or during the course for technical reasons.

Course Certificate(s)Internationally recognized certificates will be issued to all participants of the course.

Haward Technology Middle East

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Certificate AccreditationsCertificates are accredited by the following international accreditation organizations: -

● USA International Association for Continuing Education and Training(IACET)

Haward Technology is an Authorized Training Provider by the InternationalAssociation for Continuing Education and Training (IACET), 2201 CooperativeWay, Suite 600, Herndon, Virginia 20171, USA. In obtaining this authority,Haward Technology has demonstrated that it complies with the ANSI/IACET 1-2013 Standard which is widely recognized as the standard of good practiceinternationally. As a result of our Authorized Provider membership status, HawardTechnology is authorized to offer IACET CEUs for its programs that qualify underthe ANSI/IACET 1-2013 Standard.Haward Technology’s courses meet the professional certification and continuingeducation requirements for participants seeking Continuing Education Units(CEUs) in accordance with the rules & regulations of the InternationalAssociation for Continuing Education & Training (IACET). IACET is aninternational authority that evaluates programs according to strict, research-based criteria and guidelines. The CEU is an internationally accepted uniformunit of measurement in qualified courses of continuing education.

Haward Technology Middle East will award 3.0 CEUs (Continuing EducationUnits) or 30 PDHs (Professional Development Hours) for participants whocompleted the total tuition hours of this program. One CEU is equivalent to tenProfessional Development Hours (PDHs) or ten contact hours of the participationin and completion of Haward Technology programs. A permanent record of aparticipant’s involvement and awarding of CEU will be maintained by HawardTechnology. Haward Technology will provide a copy of the participant’s CEU andPDH Transcript of Records upon request.

● British Accreditation Council (BAC)

Haward Technology is accredited by the British Accreditation Council forIndependent Further and Higher Education as an International Centre. BACis the British accrediting body responsible for setting standards withinindependent further and higher education sector in the UK and overseas. As aBAC-accredited international centre, Haward Technology meets all of theinternational higher education criteria and standards set by BAC.

Haward Technology Middle East

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Course Instructor(s)This course will be conducted by the following instructor(s). However, we have theright to change the course instructor(s) prior to the course date and informparticipants accordingly:

Mr. Drag Zic is a Senior Management Consultant with over 30years of extensive experience. His expertise lies extensively in theareas of Presentation Skills, Time Management,Communication Skills, Negotiation Skills, Coaching andMentoring, Performance Management, Customer ServiceManagement, Quality Management, Risk Management, DataManagement Systems, R&D and Research Management,

Project Management, Planning, Budgeting & Cost Control, DocumentManagement, Record Management, Contract Management, Leadership &Business, Analytical & Chemical Laboratory Management, Statistical Analysis ofLaboratory Data, Statistical Method Validation & Laboratory Auditing, SampleDevelopment & Preparation in Analytical Laboratory, Data Analysis Techniques,Laboratory Quality Management (ISO 17025), Applied Research & Technology,Basic Geology, Quality Assurance Assessment, Quantified Risk Assessment(QRA). Further, he is also well-versed in Seismic Monitoring Systems,Seismological Software (4di, Xmts, OptiNet and ErrMap), Data Analysis, RockMass Stability Analysis, Seismic Budget Planning & ProductivityImprovement Analysis, HazMap, ISO Standards as well as BalanceScorecard. He is currently the Director and Principal Consultant of DRAMIwherein he is responsible in formulating and executing the plans for appliedresearch and technology transfer.

During Mr. Zic’s career life, he had occupied several significant positions as theSafety & Engineering Manager, Rock Engineering Manager, LaboratoryManager and Mine Seismologist with different international companies.

Mr. Zic is a Professional Natural Scientist and holds a Bachelor degree inGeophysics and a Diploma in Management Development Programme. Further,he is a Certified Trainer/Assessor by the Institute of Leadership &Management (ILM), a Certified Instructor/Trainer and an active member ofvarious professional engineering bodies internationally like the EuropeanGeosciences Union (EGU), the Canadian Institute of Mining (CIM), the EuropeanAssociation of Geoscientists and Engineers (EAGE) and the International Societyfor Rock Mechanics (ISRM).

Haward Technology Middle East

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Course ProgramThe following program is planned for this course. However, the course instructor(s)may modify this program before or during the course for technical reasons with noprior notice to participants. Nevertheless, the course objectives will always be met:

Day 1: Sunday, 18th of August 20190730 – 0800 Registration & Coffee

0800 – 0815 Welcome & Introduction

0815 – 0830 PRE-TEST

0830 – 0930 Overview of Influence

0930 – 0945 Break

0945 – 1100 Identifying your Influencing Styles & Preferences

1100 – 1215 Benchmarks in Influential Behavior

1215 – 1230 Break

1230 – 1320 The Ethics of Power Influence & Persuasive Techniques

1320 – 1420 Approach to Being Assertive

1420 – 1430 Recap

1430 Lunch & End of Day One

Day 2: Monday, 19th of August 20190730 – 0930 Choosing a Communication Style & Approach

0930 – 0945 Break

0945 – 1100 Power & Influence

1100 – 1215 Desired Results

1215 – 1230 Break

1230 – 1320 How to Expand your Sphere Influence

1320 – 1420 Building & Cultivating Network

1420 – 1430 Recap

1430 Lunch & End of Day Two

Day 3: Tuesday, 20th of August 20190730 – 0930 Exercising Influence - The Key Steps

0930 – 0945 Break

0945 – 1100 Types of Negotiation

1100 – 1215The Negotiation Cycle - Pre-Negotiation Preparation, SettingObjectives, Win-Win & Fall Back Positions

1215 – 1230 Break

1230 – 1320 Good Negotiating Characteristics

1320 – 1420 Understanding the “Other Side”: Their Perceptions & Expectations

1420 – 1430 Recap

1430 Lunch & End of Day Three

Day 4: Wednesday, 21st of August 20190730 – 0930 Developing your Emotional Intelligence

0930 – 0945 Break

0945 – 1100 The Role of Non Verbal Communication

1100 – 1215 Negotiation Styles & Strategies

1215 – 1230 Break

1230 – 1320 Positional Bargaining

1320 – 1420 Principled Negotiation

1420 – 1430 Recap

1430 Lunch & End of Day Four

Haward Technology Middle East

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Day 5: Thursday, 22nd of August 20190730 – 0830 Negotiation - A Game of Strategy

0830 – 0930 The Negotiation Process

0930 – 0945 Break

0945 – 1100 Bargaining/Concessions

1100 – 1215 Managing Obstacles

1215 – 1230 Break

1230 – 1345 Moving from Bargaining to Closing

1345 – 1400 Course Conclusion

1400 – 1415 POST-TEST

1415 – 1430 Presentation of Course Certificates

1430 Lunch & End of Course

Practical Sessions80% of this highly-interactive course is hands-on practical sessions. Theory learnt(20%) will be applied using various role-plays, case studies and practical sessions.

Course CoordinatorCristy Mamisay, Tel: +971 2 30 91 714, Fax: +971 2 30 91 716, Email:cristy@haward.org