The Top 3 Pillars of Presentations

2 Day Program

This stimulating and informative workshop will provide participants with tools and techniques to be effective and successful in giving powerful presentations.

Course Benefits:

• Principles and practice of powerful presentations
• How to prepare effectively
• The Three Pillars of Presentations (Principles)
• Using PPT for the most visual impact
• How to handle difficult questions
• Developing confidence to persuade all audiences

Take-aways:

• Improved knowledge
• Greater confidence
• A set of principles to govern their presentations
• Enhanced skills that will enable them to confidently and persuasively deliver their message.

Trainer – David D

 

 

 

 

 

 

The facilitator will use a variety of instructional approaches to ensure learning and application:

Workshop content

DAY 1

• Welcome, Introductions, Objectives and Agenda
• Excellent Negotiators

What makes someone not just good, not just great, but excellent at negotiation? Facilitated discussion.

• Negotiation defined

What exactly do we mean by negotiation? How does it relate to areas such as influence and selling?

• Attitudes to negotiating

When you have a positive attitude to negotiation you are more likely to be successful. What can get in the way of feeling comfortable when negotiating and how could any obstacles be overcome? How to manage your emotions and remain confident when things get tense and the temperature in the negotiation rises. The importance of taking a Win-Win approach as the only effective long-term strategy that avoids conflict and preserves the relationship with suppliers and other stakeholders.

• The ‘7 Element’ Framework

Participants will be introduced to and practice using the same methodology which was developed by the Harvard Negotiation Project and highlighted in the famous book, “Getting to Yes”. ?It details the important elements of a negotiation, as well as the structure and rescue-techniques.

• Opening the negotiation

Who should open a negotiation – you or the other party? Should you go high or low, so you can later go down or up? Understanding the ‘crunch’ and how to use it. Why opening positions are so important – because an agreement is typically reached somewhere in the middle of the opening positions of the two parties.

• Understanding ‘tradeables’

Understanding the idea of tradeables – things that you and the other person can trade during the bargaining phase of the negotiation. What makes a good tradable? Being creative when coming up with tradable. The advantages of false tradeables – asking for things that you don’t actually want, so you can give them up later.

• Planning your bargaining strategy – Understanding your BATNA

The importance of planning your bargaining strategy ahead of time. Thinking of negotiation as being like a game of chess and considering the possible moves you could make and what the response of the other parties might be. Issues to consider when planning a bargaining strategy. Understanding the negotiating range where you and other party overlap. Essential Dos and Don’ts of bargaining.

• Media Examples of the Elements at Work

Participants will be shown a case study of a work negotiation, which highlights use of the framework they are learning.

• Practice and Role-Playing

In order to create lasting behaviour change, participants will engage in actual negotiations on both days of the training. In order to make it as real as possible, they are expected to bring their real-life case study.

• DAY 1 Wrap-Up

 

DAY 2

• DAY 1 Review

Participants will Mindmap their takeaways from the first day on flipcharts for proper bridging.

• Preparing Effectively

Other aspects of effective planning and preparation, including understanding the other parties as fully as possible, including what they want, and knowing exactly what your desired outcome is. The dangers of not preparing adequately and trying to ‘wing it’.

• Asking questions and clarifying

Why it’s essential to ask questions to make sure you understand the other party/parties and to help them feel you are genuinely interested in them and what they want – and not just out for yourself. Effective questions to ask and questions to avoid. Pairs activity based around a prepared scenario.

• Focusing on the relationship

Building an effective relationship is crucial to success. The other party is more likely to give you a good deal if s/he likes you and trusts you. How to build rapport and create a conducive atmosphere for negotiating.

• Assessing the power balance and increasing your power

The importance of maximising the power you have in a negotiation. What different kinds of power are there? Which are the most valuable? How can you shift the power balance so it’s more in your favour?

• Reaching agreement and closing

How to bring the negotiation to a mutually acceptable conclusion. Recognising ‘buying signals’ and other indicators that tell you the person may be ready to do a deal. The dangers of using some of the tried and tested closing techniques such as the ‘right-angle close’ – because they may come across as aggressive.

• Practice and Role-Playing

In order to create lasting behaviour change, participants will engage in actual negotiations on both days of the training. In order to make it as real as possible, they are expected to bring their real-life case study.

• Next step/action plans

What will participants take away to ensure learning is sustainable and transferable?

 

FAQs – Frequently Asked Questions

• Can this course be held at our offices?
  Yes all of our courses can be held at your workplace. We also have workshops and customized training options. If you wish to know more please contact us.

• Will I need to bring anything on the day?
  No you do not need to bring anything apart from yourself and your eagerness to learn. We will provide the rest including pens, worksheets and also lunch.

• What if I decide to cancel? Can I receive a refund?
  Due to limited places and availability for each session, you will only be able to cancel by providing us with 2 weeks advance notice of the set date to receive a full refund however you will be able to rearrange and attend a later upcoming course by providing us with at least 72 hours notice.

• Where are your training locations?Currently we have training locations in some of the major cities of China, Hong Kong, the UK and Ireland.

If this course is of interest to you then please contact us for more information.