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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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