Negotiation Iran style cohort 2…

Once again I have been enjoying the sunshine working with a second cohort of managers from a global FMCG brand, identifying ways to ensure that negotiations are more successful for all.

We began day one by looking at the 5 negotiation positions and identifying the good and bad in each before discovering which of them we prefer to use and which we tend to avoid. We then looked at the negotiations that have not gone well in the past and checked to see if we took the correct approach and made action plans to ensure we used a different more appropriate approach next time.

Then we took a look at the 5 step negotiation process and the skills required in each step.

We then set about putting the skills into practice negotiating some very tight deals.

As the course progressed the stakes got higher and the final negotiation to was save the world!

I am pleased to say everyone left with more confidence and some actions for future negotiations.

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Negotiation Iran style…

Once again I have been enjoying the sunshine working with a group of managers from a global FMCG brand, identifying ways to ensure that negotiations are more successful for all.

We began day one by looking at the 5 negotiation positions and identifying the good and bad in each before discovering which of them we prefer to use and which we tend to avoid. We then looked at the negotiations that have not gone well in the past and checked to see if we took the correct approach and made action plans to ensure we used a different more appropriate approach next time.

Then we took a look at the 5 step negotiation process and the skills required in each step.

We then set about putting the skills into practice negotiating some very tight deals.

As the course progressed the stakes got higher and the final negotiation to was save the world!

I am pleased to say everyone left with more confidence and some actions for future negotiations.

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Effective briefings level 1…

Today I am working with a large group of team leaders for a premier exhibition centre in Dubai…

We are working to find ways to ensure team briefings are always effective as well as being shorter, whilst still ensuring that the events are executed as expected.

We start by understanding what briefings are, when we should have them, what should be covered and who should be there, before moving on to look at how we communicate so that a clear and consistent message is delivered to all.

We then built our own briefing plans and used them to brief our fellow delegates.

We finished up looking at ways to use the briefing to also motivate and engage the team so they all work together effectively.

I highly interactive and entertaining day, all delegates left with a fresh perspective and lots of new actions to take…

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Espresso sessions Dubai….

Spent the day with 10 people from a global consultancy firm, looking at ways to build trust, how to develop more self awareness and finally how to act as an Ambassador.

The sessions all lasted 90 minutes and the delegates did a lot of deep thinking to help them make good auction plans for the future.

A very enjoyable day…

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Negotiation structure and skills Beirut style…

I have spent the last 2 days working with 12 managers from a global FMCG brand looking at ways to get more from negotiations, be they with internal partners or external customers or buyers…

We identified what a professional negotiator is, before devising which skills and behaviours we need to develop further and adding them to our action plans.

Then we began to look at the 5 step process that takes place during negotiation and added the required skills and techniques to each step, before finally looking at how mindset has a big part to play in the final result

There were lots of negotiations throughout the course.

We finished up making firm actions for the future.

An enjoyable two days…

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Espresso in Qatar…

Spent the day with 10 people from a global consultancy firm, looking at ways to build trust, how to develop more self awareness and finally how to act as an Ambassador.

The sessions all lasted 90 minutes and the delegates did a lot of deep thinking to help them make good auction plans for the future.

A very enjoyable day…

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Recruitment, selection and Induction…

Working for a major automotive manufacturer with a group of managers looking at how to ensure we get the right people, with the right skill set to join our business…

We started by looking at how we are currently recruiting people, before breaking the whole process down into its component parts.

We started by looking at Job Descriptions and how to create them based on essential skills, desirable skills and those that can be trained. This was then compared to some job adverts to see if they would attract the right candidates.

We then explored where and how to place the adverts to ensure maximum exposure and ensure they were legal.

We then identified advantages of using application forms to speed up the initial sifting and short listing.

We then began to look at the interview process and the skills required and created the right environment, process and questions, before trying them out.

Finally we looked at how to induct the successful applicant into the role so they become productive quickly and stay with the business for a long while.

I highly interactive course enjoyed by all, each delegate left with a set of actions to ensure they achieve their goals…

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Hello are you there session 3…

Round three…

Today I am working with sales executives from a global automotive manufacturer, identifying ways to maximise showroom visits from inbound telephone enquiries…

We started by identifying the customer journey and their expectations, before moving onto look at ways to ensure our process supported this, we moved on to look at the latest industry studies of customer buying behaviours to identify how big the opportunity is.

We went on to listen to some real calls to identify what was missing.

Once this was done we began the work of creating a call guide, that helps the customer navigate their journey whilst allowing the dealership to ensure a firm appointment is made.

We finished up recording calls and playing them back to critique.

Each delegate went away with a refreshed approach to handling the calls and tips to handle the challenges that may arise.

I look forward to the rest of the courses…

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What a nice start to August…

I started this month working from home, which is always nice, I have been working on some TNA questions for a major can manufacturer which involves using the old great matter…

It’s harder than you think!

And for the last couple of days I have been delivering virtual training for another manufacturer so that that can roll out their new online training system to the network and get utilisation immediately.

I’m off to run the last session now…

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