Introduction:
The ability to negotiate and manage deals is vital in building successful work relationships. The training program aims to equip participants with the knowledge and skills necessary to succeed in negotiation and contract management effectively. The program includes learning the concepts of procurement management and commercial contracts, as well as developing the necessary skills for problem analysis, decision-making, and conflict management effectively. Additionally, the program covers advanced negotiation strategies and effective communication techniques that enhance the chances of success in negotiation processes and achieving satisfactory agreements for all involved parties.
General Objective:
In this course, participants will be introduced to the concept and importance of negotiation and its role in contemporary management. They will also be equipped with advanced skills in effective negotiation techniques through the use of negotiation strategies and tactics.
Objectives:
- Understand procurement management.
- Familiarize with commercial and administrative contracts.
- Define the nature of the negotiation process and general principles of effective negotiation.
- Discuss types of negotiations.
- Identify methods of setting negotiation goals and various strategies to achieve desired outcomes.
- Define the elements of successful negotiation processes and stages of negotiation procedures and monitor the implementation of negotiated agreements.
- Apply the required skills to achieve negotiation process goals.
- Master communication skills, problem analysis, decision-making, meeting management, presentation skills, and conflict management.
Training Program Content:
- Procurement Management:
- Function of procurement management.
- Centralized and decentralized purchasing methods.
- Purchasing procedures systems.
- Purchasing information systems.
- Systems and records related to purchasing.
- Procurement planning processes and scientific methods for determining appropriate quantities, prices, timing, and required quality of purchases.
- Commercial and Administrative Contracts:
- Definition and importance.
- Methods of contracting and the negotiator's role in contract success.
- Essential conditions required in contracts of various types.
- Effective Negotiation:
- Definition and components of negotiation.
- Types of negotiations.
- General principles and key elements of successful negotiation.
- Stages of the negotiation process.
- Problem Analysis and Decision-Making Skills:
- Thinking and dealing with pressure, and problem analysis.
- Nature of decision-making and conditions for making decisions during negotiation.
- Ten commandments for making the right decisions.
- Behavioral Skills and Their Impact on Negotiation:
- Reciprocal relationships.
- Communication skills.
- Psychological preparation for negotiation.
- Analysis of interests, positions, creativity in finding solutions, and alternatives.
- Negotiation information systems.
- Influence, persuasion, motivation, and teamwork abilities.
- Skills to avoid rejection and objection.
- Addressing objections through questioning guidance.
- Negotiation Planning:
- Methods for setting objectives and identifying negotiation parties.
- Criteria for selecting negotiation strategies.
- Negotiation planning strategies.
- Meeting Management and Effective Presentation Skills:
- Nature of meeting management and its relationship to managing negotiation session time.
- Successful steps for managing negotiation meetings.
- Requirements for presentation and analysis of negotiation parties.
- Effective methods for preparing for presentation and delivery.
- Procedures of Negotiation:
- Stages and Tactics of Negotiation:
- The principles underlying successful negotiation sessions and the accompanying negotiation tricks.
- conflict Management Skill:
- Types, Levels, and Sources of Conflict
- Stages of Conflict and Methods of Resolution
- Nature and Functions of Communication:
- Understanding the process of communication and its various functions.
- Communication Methods: Verbal Communication and Body Language.
- Exploring different communication methods including verbal communication and body language.
- Basic Principles and Requirements of Dialogue Management.
- Skill of Active Listening.
- Developing the ability for active listening in communication interactions.
- Post-Negotiation Phase:
- Implementation and Follow-up of Negotiation Results
- Evaluation of Negotiation Results
- Case Studies and Practical Workshops
- Evaluation and Conclusion of the Training Program