#Dubai Training: Certified Master Negotiator- #PersonalDevelopment - #Meirc

Interpersonal aspects of body language, a pers...
Interpersonal aspects of body language, a person and the other (Photo credit: Wikipedia)
Certified Master Negotiator-Interpersonal Skills and Self Development - Meirc Training And Consulting
Program Objectives:
By the end of the program, participants will be able to:
  • Prepare and manage effective negotiations.
  • Employ the concessions management process with minimum loss while preserving good relationships with the counter party.
  • Assess their own negotiating strengths and weaknesses and those of the other side.
  • Use a range of negotiating tactics and master the rule of halves.
  • Achieve long-lasting and mutually profitable agreements on a timely-basis.
  • Prepare and manage team negotiation.
Who should attend:
Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel, and others who are involved in commercial and negotiation activities at all levels of the organization.

What Negotiation Is Really All About
  • The Many Faces of a Negotiation
  • Some Negotiation Philosophies
  • Historical Retrospectives on Negotiation
  • The Reasons Behind the Urge for Being a Good Negotiator as a Business Entrepreneur
  • Persuasion versus Negotiation
  • The Stages of Persuasion
  • Establishing Good Rapport with the Other Party
  • Understanding Your Own Personal Strengths and Weaknesses
  • Characteristics of a Good Negotiator 
  • The Five Stages of the Negotiation Process
  • Barriers to Effective Negotiation 
  • The PROBE Negotiation Technique
  • How to Develop Negotiation Skills 
  • Getting Ready to Negotiate (BATNA, MLATNA, WATNA)
  • Identifying Your Conflict Negotiation Style 
  • Selling versus Negotiating 
  • The Buyer’s Decision Process
  • The SPIN Questioning Strategy (Uncovering Needs)
  • Influencing the Customer’s Choice
  • Understanding How People Make Choices 
  • Influencing Decision Criteria
  • The Concept of “Hard” and “Soft” Differentiators 
  • Addressing and Overcoming the Customer’s Final Fears
  • Different Levels of Negotiation Rules
  • The Importance of Preparing “The Envelope of Negotiation”
  • How to Prepare “The Envelope of Negotiation”
  • Mastering the “Rule of Halves” during the Negotiation Process
  • Setting a Concession-Making Timeline
  • Defining and Sorting Negotiable Issues and Creating Alternatives
  • Developing Contingencies
  • Measuring Your Negotiation Relative Outcomes Using a Grade Point Average
  • The Most Common Negotiating Mistakes
  • Team Leadership
  • Choosing Your Negotiating Team
  • Advanced Negotiation Tactics


#Dubai Key Managerial Skills for New Managers and Supervisors- #Leadership and #Management - #Meirc #Training

TRIZ process for creative problem solving
TRIZ process for creative problem solving (Photo credit: Wikipedia)
Key Managerial Skills for New Managers and Supervisors-Leadership and Management - Meirc Training And Consulting

Program Objectives:
By the end of the program, participants will be able to:
  • Discover their role as new managers  or supervisors.
  • Apply different leadership styles to successfully lead and motivate their employees.
  • Empower employees through delegation.
  • Build and manage winning teams.
  • Manage self, time, and stress in a restless work environment.
  • Apply new tools and techniques to improve decision-making and problem-solving.
Who should attend:
New managers or supervisors, prospective managers or supervisors, and managers or supervisors with some experience but no formal training.
Responsibilities of New Managers
  • Managing for Competitive Advantage
  • Roles and Responsibilities 
  • The Four Functions and Ten Roles of Management
  • Skills Needed at Different Management Levels
  • Common Mistakes Made by New Managers and Supervisors
  • What Makes a Team?
  • Stages of Team Formation
  • Teams Dynamics and Team Building
  • Situational Leadership and its Application to Team Leadership
  • Current Trends and Issues
  • What is Motivation?
  • Myths about Motivation
  • The Main Theories
  • Current Trends and Issues
  • Implications for Managers
  • What is Delegation and Why to Delegate?
  • Root Causes of Poor Delegation
  • Learning the Steps to Effective Delegation
  • Empowering and Motivating Employees through Delegation
  • The Do’s and Don’ts of Delegation
  • Definition of Time Management
  • Identifying Your Time Wasters – Activity Log
  • Dealing with and Managing Your time Wasters
  • Start Planning Effectively
  • Using the Priority Matrix and To-Do-Lists
  • Definition of Stress 
  • Causes and Symptoms of Stress
  • Techniques and Approaches to Managing Stress
  • Tools and Techniques
  • The Traditional Approach to Problem-Solving
  • The Helicopter View
  • The Ishikawa Fishbone Technique
  • The How-How Technique
  • The Do’s and Don’ts of Brainstorming Techniques

#Meirc Creative Problem-Solving and Decision-Making - #Training #Dubai

TRIZ process for creative problem solving
TRIZ process for creative problem solving (Photo credit: Wikipedia)
Creative Problem-Solving and Decision-Making-Interpersonal Skills and Self Development - Meirc Training And Consulting
Program Objectives:
By the end of the program, participants will be able to:
  • Build and expand their decision-making, critical thinking and creative problem solving skills.
  • Apply logical and creative approaches to solving problems and making decisions.
  • Use traditional and creative tools for identifying causes and generating solutions.
  • Utilize creativity and lateral thinking as business tools.
  • Analyze and solve actual problems facing them at work.
  • Gain confidence in asking the “right questions” and overcoming the stress of making complex decisions.
  • Demonstrate and build credibility with upper management.
  • Develop strategic approaches to problem-solving and decision-making.
Who should attend:
Managers, supervisors and administrators who will benefit from better problem-solving and decision- making skills  and business professionals who want to take their critical thinking to the next level.

 Problem-Solving and Decision-Making
  • Definitions and Tools: An Overview
  • The Link between Problem-Solving and Decision-Making
  • The Principle of Organizing Our Thinking about Problems
  • Identifying Our Own Mind Traps
  • Brain Analysis and Ways of Learning
  • Techniques of Recognizing Problems
  • Difference between Causes and Symptoms
  • The Helicopter Approach
  • Problem Analysis
  • Decision Analysis
  • Potential Problem Analysis
  • Being Decisive and Principles of Decision-Making
  • The How-How Method
  • Decision Analysis Weighted Worksheet
  • Consensus Decision-Making
  • Assessment of Creativity and Ways to Think Creatively
  • Lateral Thinking Tips
  • Creativity and Its Use as a Business Tool
  • Barriers to Creativity and Ways to Overcome Them
  • The Hemispheres of the Brain
  • Brainstorming Tips and Tools
  • Six Thinking Hats
  • Implementing an Action Plan and Adjusting Based on Feedback
  • People Problems and Solutions
  • Analysis and Solution of Real Cases Presented by Participants

Certified Sales Manager- #Marketing and #Sales - #Meirc Training #Dubai

Nightscape of the high-rise section of Dubai, ...
Nightscape of the high-rise section of Dubai, Unitd Arab Emirates. (Photo credit: Wikipedia)
Certified Sales Manager-Marketing and Sales - Meirc Training And Consulting
Program Objectives:
By the end of the program, participants will be able to:
  • Demonstrate traits of an excellent sales manager.
  • Plan forecasts and quotas with more accuracy and precision.
  • Set up sales coaching and counseling sessions effectively.
  • Employ and train the sales team to generate increased sales and profits.
  • Show leadership and team building abilities to optimize sales results.
  • Schedule effective and productive coaching sessions and individual sales performance reviews.
This program is designed for:
Newly appointed, prospective or current sales managers who need to respond to customer, team and company needs and seasonal sales managers who want to refine sales planning, build leadership skills and become more powerful decision makers, motivators, communicators, coaches and counselors through advanced sales manager training.
13 Apr - 17 Apr 2014
Dubai, English
conducted
JW Marriott Marquis Dubai conducted
07 Sep - 11 Sep 2014
Dubai, English
Crowne Plaza Sheikh Zayed Road conducted
02 Nov - 06 Nov 2014
Dubai, English
JW Marriott Marquis Dubai conducted
Meirc reserves the right to alter dates, content, venue and trainer with a reasonable notice time.
One extra free place for every 2 paid nominees


  • Common Characteristics of the Sales Force
  • The Sales Competency Model
  • The Primary Responsibilities and Roles of the Sales Manager
  • The Sales Management Functions
  • Major Mistakes Sales Managers Make
  • Structuring and Deploying the Sales Force
  • Developing Sales Strategies
  • Sales Planning Fundamentals
  • Sales Forecasting Guiding Principles
  • Sales Forecasting Techniques
  • Territory Design, Allocation and Management
  • Understanding the Psychology of the Buyer
  • Characteristics of Successful Sales People
  • Identifying the components of the Sales Process
  • Mastering the Sales Process Milestones
  • Recruiting Sales People (Process and Interview)
  • Identifying Key Responsibilities
  • Pinpointing Critical Tasks
  • Training Sales People For Results
  • The Field Training Process
  • Team Inventory and Assessment
  • Identifying Team Roles, Strengths and Weaknesses
  • Coaching Sales People for Peak Performance
  • Leadership Principles and Skills
  • Motivation: Guidelines and Roadmap
  • Incentive Compensation Design
  • The Critical Importance of Setting Standards
  • Types of Standards
  • Sales Force Analytics and Reporting
  • Aligning Metrics with Sales Performance
  • Sales Evaluation Methods
  • Confronting Incompetence

 

Free Webinar
Managing your project tasks using your left brain and leading your project team using your right brain

Wednesday, July 2, 2014 11:00am Asia/Dubai [GMT 4]
 

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