The art of successful negotiation is the careful exploration of
opposing positions with the goal of achieving a positive outcome. Through a
series of case studies, role plays and self-reflection, this program will
provide you with a greater understanding of what it takes to engage in
principled negotiations and get the outcome both you and the other parties
desire.
Several case studies based on the delegates’ real
life scenarios of the different situations they are required to
negotiate in will be covered throughout the course. This will ensure that the
role plays emphasize and stress on the concepts covered on the course and that
the delegates are able to apply them to situations with confidence when faced
with them.
- Define what a negotiation is
- Identify your own particular negotiation style
- Learn what skills will help make you an effective negotiator
- Understand the role of communication in negotiations
- Develop your confidence to give you the ability to ‘think on your feet’
- Deal effectively with different behaviors during negotiations
- Learn how to develop an effective plan and strategy for any negotiation
- Know when and when not to negotiate
- Understand and know how to use principled negotiation skills
- Identify and counter negotiation tactics
- Learn how to become more persuasive
- Learn how to handle negotiations in an ethical manner that strengthens relationships
- Understand what you want from each negotiation and what will cause you to walk away from it
Day One
An introduction to
marketing
·
The
definition and scope of marketing
·
The
key dimensions of marketing
·
Marketing
mix basics and the 4 P’s
·
Analysis
tools: product strategy, market strategy and market positioning
·
Define
and identify a market
What is a marketing
plan?
·
The
importance of having a marketing plan
·
Current
situation
·
Where
the business is heading
·
The
strategic opportunities
·
Why
and what is planned
·
Strategies
to achieve the plan
Stages of developing a
marketing plan
·
Confidentiality
statement and memorandum of risk
·
Executive
summary
·
Current
marketing situation
·
Threats
and opportunities
·
Objectives
and issues
·
Marketing
strategies
·
Operational
plans
·
Budgets
·
Controls
Day Two
Branding
·
What
is a brand?
·
Importance
of branding
·
The
corporate identity mix
·
Brand
development: brand extension and multi-brands
·
Brand
management
Marketing communications
·
The
marketing communications plan
·
The
communication mix
·
Analysis
tools: SOSTAC, the 3 M’s, DAGMAR and AIDA
·
Situation
analysis and the marcom plan
·
Segmentation
and target marketing
·
The
importance of integrated strategies
·
The
rules of integrating communications
·
Planning
tool: map communication planner
·
The
format and preparation of a communication plan
·
The
tactical execution of the plan
Day Three
Advertising essentials
·
Advertising
agency types and structures
·
Choosing
an agency: RFQ, pitch, selection criteria and remuneration options
·
Media
mix essentials
·
Analysis
of media vehicles
·
Buying
media
·
The
changing media scene
Marketing: new
objectives, dimensions and thinking
·
Research:
information is power
·
Customer-driven
versus product-driven marketing
·
Essentials
of global marketing strategy
·
Relationships
and brand loyalty
·
Strategic
tools to keep your focus
Overview
·
Marketing
processes
·
Defining
the competition
·
Understanding
marketing strategies
·
The
marketing mix
·
The
relationship between sales and marketing
·
New
production introduction
·
Market
driven or product driven
The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited. Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:
- Group discussion
- Individual and syndicate activities
- Individual and group tasks
- Case studies
- Role plays
- Audio and video evaluation
- Action planning
- Experiential learning games
- Presentations
- Assessments