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Essentials of Management & Negotiations

Develop the executive leadership skills and strategic mindset you need to drive your team’s performance and enhance your career, ensuring the overall success of your strategic plans.

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The Key Issues

Get the key skills you need to manage and motivate your team, delegate and to become a great all-round manager. You will also develop skills and gain insights and competencies to conduct negotiations successfully.

Becoming a great manager

Delegation strategies

Coaching
skills

Communication skills

Key Competences​

Performance management

Negotiation skills

Active Listening skills

Manage confrontations

The Right Programme for You

You are a manager with up to 3 years experience and you have a team of 3 or more people. You need to improve your management skills and become a great allround manager and learn to negotiate the best possible terms of an agreement for your company. This programme gives you the skills you need.
  • Business Professionals
  • New Managers
  • Managers
  • Senior Managers

Highlights

This programme is practical, hands-on and business focused. You learn by using role plays, exercises and tips.

Identify and use the six stages of the Negotiation Model.​

Explore the four dimensions of DISC and how it impacts persuasion and negotiations.

Plan your own strategy to apply to your negotiations.

Learn, Practice and Use

  • Understand your management roles and responsibilities
  • Improve communication with your team & set expectations for you and your direct reports
  • Adapt your management style to meet the needs of individual team members
  • Communicate organizational goals that get results
  • Apply delegation strategies to increase productivity and motivation
  • Use effective coaching techniques to maximize your team’s performance
  • Recognize different types of work conversations
  • Define the goals of performance management
  • Understanding and using the conversational triangle in your management role
  • Practice delegation discussion in role plays
  • Know when—and when not—to negotiate
  • Develop an effective plan and strategy for any negotiation you encounter
  • Learn the 6 stages of the Negotiation Model
  • Know what behaviour to adapt at each stage of the negotiation process
  • Successfully apply the principles of persuasion to any negotiation situation
  • Effectively negotiate face-to-face, on the phone or through e-mail and other media
  • Understand the four dimensions of DISC and the style tendencies of each
  • Identify why negotiations become derailed and how to avoid negotiation traps
  • Learn how to use different communication techniques in different situations
  • Become a great negotiator in your role
  • Share your knowledge and challenges with your peers and MCE's highly experienced faculty

Programme Details

Essentials of Management & Negotiations is a highly interactive programme with exercises and role plays

Thirteen Programme Modules

  • Discovering the qualities and abilities required for effective management
  • Identifying the roles and responsibilities managers perform
  • Exploring the contextual issues and challenges that new managers face today
  • Defining the goal of performance management
  • Identifying the process and challenges
  • Practicing the skills of performance management
  • Describe the importance of communication to effective management.
  • Recognizing the qualities of effective communication.
  • Understanding the process of communication and the barriers that can derail it.
  • Recognizing different types of work conversations.
  • Identifying the two key conversation skills.
  • Understanding and utilizing the conversational triangle
  • Identifying the importance of and requirements for coaching
  • Learning the micro-skills of effective coaching
  • Confronting problem behaviours in a tactful manner
  • Using the AMA Guide to manage a coaching discussion
  • Differentiating between coaching and disciplining
  • Recognizing the manager’s role in employee motivation
  • Exploring important elements of the motivational process
  • Utilizing managerial practices for building a motivational climate
  • Describing the types of delegation that managers can engage in
  • Identify the importance of, and the barriers to, effective delegation
  • Assessing your current delegation practices and their challenges
  • Recognizing what can and can’t be delegated
  • Identifying the phases of effective delegation
  • Practicing delegation discussion
  • The basic concepts of negotiation
  • What is negotiable in typical business situations
  • Identify approaches to negotation
  • Identify the six stages of negotiation
  • Use appropriate behaviours in each of the stages
  • Define the influences on the negotiation process
  • Plan a negotiation
  • Determine a settlement range
  • Apply the planning framework in practice negotiation
  • Apply the persuasion process
  • Use the frame/reframe process to understand the other party
  • Examine possible approaches to use when there is confrontation
  • Use listening skills in the negotiation process
  • Explain the four dimensions of DISC and the style tendencies of each
  • Describe the characteristics of dual styles and their impact on negotiations
  • Describe how to adapt style to maximize the results of negotiations
  • Identify why negotiations become derailed and how to avoid negotiation traps
  • Plan a strategy to apply your negotiations
  • Describe the process of identifying a problem or issue for negotiation
  • Identify steps and techniques for choosing appropriate communication methods
  • Create and apply a strategy for a business negotiation simulation
  • Apply what you’ve learned to plan a negotiation for back on the job Strategic Thinking Skills
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Faculty

Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Upcoming Programmes

Choose your preferred learning solution

Face-to-Face
4 days
€3,495

There are no sessions scheduled in the near future for this programme. Please check back soon.

In-Company
This programme is available
as an In-Company solution
for your teams.

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

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There are no sessions scheduled in the near future for this programme. Please check back soon.

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

Contact Us - Inco Request
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Testimonials

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