POWERFUL BUSINESS NEGOTIATION SKILLS

13 - 15 MAY 2013 DUBAI 24 - 26 JUNE 2013 JAKARTA 22 - 24 JULY 2013 SINGAPORE

For Sales & Marketing Professionals

MANAGEMENT SERIES COURSE OVERVIEW

Negotiation skills and sales skills go hand in hand. This unique program brings in the winning ingredients from both fields for your success. You deal with people when you sell, market and negotiate your ideas, products, and service. Powerful Business Negotiation Skills brings you the hard steps of negotiating and selling along with the essential soft skills for persuading and influencing the professionals you deal with. This program takes participants to a set of skills and practices rarely experienced in the world of bargaining. The programs unique approach sends each negotiator into the business world with a sharp edge over traditional win-lose & conflict-laden approaches.

YOUR INTERNATIONAL COURSE FACILITATOR

Jim Hornickel
Director of Training & Development Bold New Directions
Jim Hornickel brings more than 25 years of professional and personal experience in Leadership, Management, Negotiations, Public Speaking, Coaching, Corporate Training and Transformation to his service. He has worked in small and large businesses, profit and non-profit, union and non-union environments. Jim is a published author and has also successfully started and operated three small businesses. Jims passion is to inspire professionals to take bold new directions in their lives for increased fulfillment and professional success. He knows that when we awaken from within we can harness our deepened personal power to expand our positive influence. Jim operates from the philosophy that all professionals have an innate yearning to perform well at work and in their lives and can reconnect to this yearning through exceptional corporate training experiences. Jim Hornickel has successfully brought this approach to the facilitation of training programs with Fortune 500 organizations in the US, Canada, South America, Europe, Middle East and Asia.

The most important trip you may take in life is meeting people half way.
- Henry Boyle

Workshop Benefits:
Transforms understanding of negotiation process Deepens understanding of consultative selling Reveals the S.H.A.R.E.S. Model for sales success Expands personal power for effective bargaining Uncovers differing personality types Creates range & alternatives for best results Unveils 5 phase negotiations approach Instills the Six Principles of Influence Heightens ability to diminish conflict Teaches a mutual-gains strategy Builds relationships for the sales & negotiating process

PAST TESTIMONIALS ABOUT THE TRAINER

The course was very well organized & Jim is very knowledgeable & passionate about the subject. Very well done! - Camellia Mohiddin, Admin Executive, Petronas Carigali Brunei Ltd Jim is an extraordinary coach & mentor. - J.B. Suresh, Product Trainer - Process Analytics, Siemens LLC Jim is a highly focused professional who brings energy, passion and tremendous knowledge to his work. Top-notch communication skills with the ability to see the large picture while attending to details... - Anne M. DiDomenico, Project Manager

EXCLUSIVE TAKEAWAYS:
Workshop Materials: Every participant receives a copy of the Powerful Business Negotiation Skills manual, containing an overview of the course, including worksheets, examples and exercises.

Tel: +6016 3326 360

Fax: +603 9205 7788

kris@360bsigroup.com

COURSE CONTENT DAY1 NEGOTIATION SKILLS

Benchmarking Your Current Sales & Negotiating Process Rediscovering Human Basics Understanding Differing Personality Styles Assessing Six Critical Buying Factors Exploring Buyers Motives Integrating the Six Principles of Ethical Influence Introducing the S.H.A.R.E.S. Selling Model Role Playing What is Success? Using Why, What and How Developing Range & Alternatives Preparing for the Meeting Summarizing with S.M.A.R.T. Goal Action Planning

WHY THIS EVENT

Highly experiential exercise-filled learning brings participants to a greater understanding of their communication, sales and negotiation strengths and weaknesses. We work individually to decrease distracting, ineffective behaviors and to increase powerfully effective skills. The combination of interactive presentations, hands-on exercises and open discussion groups along with real case studies, ensures you will obtain maximum value from attending.

DAY2 ART OF COMMUNICATION

Discovering What the Other Needs Starting Conversations Effectively Overcoming Barriers to Communication Employing Positive Communication Separating Fact from Fiction Guiding with Assertiveness Communicating Value Crafting Powerful Questions Employing Levels I & II Listening Skills Summarizing with S.M.A.R.T. Goal Action Planning

DAY3 CONFLICT RESOLUTION

Checking In Before Proceeding Trading Concessions Managing Conflict with Others Exposing Tactics Handling Push-Back Overcoming Objections Refining the Soft & Hard-Angle Close Evaluating Your Effectiveness Summarizing with S.M.A.R.T. Goal Action Planning Taking Your New Skills Into Real Life

WHO SHOULD ATTEND

Company Chairman & Directors All Middle to Senior Level Executives/Managers Business Development Managers Sales & Marketing Managers Procurement & Purchasing Officers HR Directors Legal Counsels & Advisors All Sales Representatives All Professionals who Negotiate

COURSE SCHEDULE
Start out with an ideal and end up with a deal.
- Karl Albrecht 8.00 8.30 10.10 - 10.30 12.30 - 13.30 14.40 - 15.00 16.00 Registration & Coffee/Tea Workshop commences Morning coffee/tea Lunch Afternoon coffee/tea End of day

There are no pre-requisites or designated experience levels required of participants attending this workshop.

POWERFUL BUSINESS NEGOTIATION SKILLS

13 - 15 MAY 2013 DUBAI 24 - 26 JUNE 2013 JAKARTA 22 - 24 JULY 2013 SINGAPORE

REGISTRATION FORM
Fax: +603 9205 7788 Tel: +603 9205 7772 Mobile: +6016 3326 360 Email: kris@360bsigroup.com
IN-HOUSE TRAINING
360 BSI is passionate about providing strategic technical programs and high potential training solutions across the region to build personal competencies and organizational capability. You will receive practical training from a professionally qualified educator with over twenty years of teaching and training experience. Please feel free to mix-and-match topics from the areas listed below to get the right training content for your staff. Other topics may be available upon request.

For Sales & Marketing Professionals

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OTHER PUBLIC COURSES

The Craft of Technical & Scientific Writing & Presentation Finance & Budgeting for Technical Professionals Powerful Business Communication & Presentation Skills 10 Key Techniques to Improve Team Productivity Persuasive Business Writing Record & Document Management Creating Customer Loyalty

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Hotel Contact Details:

Radisson BLU Dubai Deira Creek, Baniyas Road, Dubai, UAE Telephone: +971 4 2057105 Fax: +971 4 2234698 Four Seasons Hotel, Jalan H.R. Rasuna Said, Jakarta 12920 Telephone: +62 21 2523456 Fax: +62 21 2524480 Concorde Hotel, 100 Orchard Road, Singapore 238840 Tel. +65 6733 8855 or Fax. +65 6235 0743

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General Information:
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Registrations close ONE (1) week before the training dates. The fees cover lunch, tea breaks, materials and certificate. Official confirmation will be sent, once registration has been received. Participants will need to arrange their own accommodation. Attire: Smart Casual

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Cancellations/Substitutions
Substitutions are welcome at any time. Please notify us at least 2 working days prior to the event. All cancellations will carry a 10% cancellation fee, once a registration form is received. All cancellations must be in writing by fax or email at least 2 weeks before the event date. Cancellations with less than 2 weeks prior to the event date carry a 100% liability. However, course materials will still be couriered to you.

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PAYMENT DETAILS
Payment is required within 5 days upon receipt of the invoice. Bank transfer: 360 BSI (M) Sdn Bhd HSBC Bank Malaysia Berhad Bukit Bintang Branch, Kuala Lumpur, Malaysia Account No: 203-371059-725 Swift No: HBMBMYKL All payments must be received prior to the event date
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DUBAI, UAE: 13 - 15 MAY 2013 JAKARTA, INDONESIA: 24 - 26 JUNE 2013 SINGAPORE: 22 - 24 JULY 2013

The fee does not include any taxes (withholding or otherwise). In case of any taxes applicable the client has to ensure that the taxes are paid on top of the investment fee paid for the course. Compliance with the local tax laws is the responsibility of the client.

USD 2,695 per delegate USD 6,600 - Special for Group of 3 USD 10,000 - Special for Group of 5

* Save up to 50% for In-house Training program

360 BSI (M) Sdn Bhd (833835-X), Level 8 Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia.