Negotiating In A Tough Environment (Workshop)

24-10-2019
08:00AM - 05:00AM
Dubai


 



 

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ABOUT THE TRAINING:
 

Clearly, in business it becomes more challenging to deliver real ‘win-win’ negotiation outcomes when times are tough.  Clients are obligated to adopt a tougher negotiation approach, focusing even more closely on price, and vendors have to work even harder to protect their margins.

In a tough environment, it’s not as matter of adopting different negotiation strategies and tactics.  Instead, it’s being even more rigorous than before in negotiation preparation and conduct to protect the long-term interests of all parties.

The two areas that are the most important to concentrate on in this context are the identification of variables to trade and responding to the exaggerated negotiation tactics of the other party.  This workshop ensures that all the other essential preparation elements are fully taken care of before focusing particularly closely on these.
 

LEARNING OBJECTIVES:
 

By participating in this workshop, participants will:

  • Learn where the pressure points are in a tough negotiation environment and how to respond to them
  • Have clarity on all the key areas to prepare for in depth
  • Identify a comprehensive list of valued and costed variables to ask for and to offer
  • Be clear on the best ways to respond to the pressure tactics of the other party
  • Be skilled at closing negotiations with powerful true ‘win-win’ confirmation statements


TARGET AUDIENCE:
 

  • From the client side, all purchasing and procurement personnel.
  • From the vendor side, all salespeople, sales managers, sales directors, key account managers.


TRAINER: Simon Lawson
 

Trainer  - Simon Lawless

Simon has worked as a sales and general management trainer for 20 years, following a successful sales and account management career. He has identified training needs for, and conducted training courses on behalf of, many senior managers from global blue-chip manufacturing and business service companies.

Simon has a particular interest in both the management of major sales and major customers. Increasingly, he is training account managers to manage customers successfully on a global basis. In addition, he enjoys working with senior, middle and junior level participants on general management and soft skill training topics.

His training style is highly-participative, involving his audience in exercises and practical sessions as much as possible. Simon is both energetic and passionate and participants report high levels of engagement throughout his courses.

Simon has had 20 years of experience as a management trainer, consultant and coach. Before this, he had line management experience as a sales representative, sales manager, marketing executive and strategic account manager with a number of leading UK financial and communications companies. Simon’s first degree was in Psychology and he has always been interested and involved in human and management communications issues.

His areas of expertise include communications skills, strategic and key account management, selling skills and negotiation skills. Simon has also conducted many general management, listening and questioning training assignments and is a qualified MBTI practitioner, an approach that he has included on a number of communications skills and management training assignments. Simon has been able to utilise a number of psychological, communications and behavioural profiling instruments into his training projects.

As an experienced trainer, Simon is able to communicate complex ideas to an audience enthusiastically and with humour. His training style is both challenging and provocative, whilst encouraging the maximum participation from his audiences.

In addition to front line training and coaching, Simon has always been actively involved in the identification of new opportunities within existing clients and selling to prospect clients, both on his own and working alongside colleagues from other training provider organisations. He has prepared and delivered many communication skills and sales proposals for major training projects to blue-chip companies in the UK and in Europe.

Simon has been invited to contribute to a number of articles and publications written by other practitioners whom he has worked alongside, reflecting his interest in on-going personal and career development.

Simon's clients have included: ABB, AIB, Akzo Nobel, Baltimore Aircoil, Basell, Ciba Speciality Chemicals, Coca-Cola, HE Space, Hoganas, Huntsman, IKEA, Irish Sugar, Management Centre Europe, Microsoft, Motorola, Nokia, Nordea Bank, Novo Nordisk, Novozymes, Nynas, Roche, RSA, Sun Microsystems, Sabic, Toyota, Unilever, Vodafone

 

INVESTMENT:
 

DQG Member: AED 1,000*
Non Member: AED 1,250*
 
*All prices are inclusive of 5% VAT


REGISTRATION:
 

For registration / further information, please contact Mr. Saleel Shinewi on +971-4-3431950 / saleel.shinewi@dqg.org

 

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Cash / Cheque payments can be delivered to Dubai Quality Group office or deposited to DQG’s Emirates NBD Account (Account No: 1012567867101) or Mashreq Bank Account (Account No: 010490310067). Cheque payments should be made in favor of ‘Dubai Quality Group’. Only local cheques will be accepted.

Payments can be transferred via Telex / Wire Transfer to any of the banks mentioned below:
EMIRATES NBD MASHREQ BANK
Account Name Dubai Quality Group Dubai Quality Group
Account Number 1012567867101 010490310067
Bank branch Group H.O, Dubai, U.A.E Burjuman Branch, Dubai, U.A.E
Iban AE180260001012567867101 AE600330000010490310067
Swift Code EBILAEAD BOMLAEAD
Currency Arab Emirates Dirhams Arab Emirates Dirhams
Account Type Current Account Current Account

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