Management 2
Module 1
Advanced Negotiation Skills.
This advanced negotiation skills module is designed for experienced negotiators who are looking to
develop advanced negotiation skills in the more complex and challenging aspects of the negotiation
process. It is a highly interactive module which will help delegates examine the advanced negotiation
process as it relates to the on-going demands of their business.
At this advanced level we will apply concepts already learned to help deal with complex situations
involving negotiating teams, multi-party negotiations and negotiators of varying skill levels.
There will be a focus on the team as an effective negotiating unit and extensive use of case studies to
provide practice in real world situations. Further practice using role-play and small group activities
provides immediate feedback that delegates can use to refine their skills.
o The essential elements involved in negotiation
o Self-analysis - understanding behavioural patterns
o Understand negotiation structure
o Improve preparation and planning
o Be aware of and use signals
o Deliver assertive proposals
o Creative use of variables within negotiation
o Minimise and optimise concessions
o The needs and motivations that exist in negotiation
o Develop a negotiation mentality
Module 2
Change and Time Management
They say that in business, the only constant is change and to succeed in todays fast
paced environment you not only have to adapt quickly to change, you also have to
initiate it. To be truly successful you have to look at the areas under your control that
need to be changed and have the skill and ability to see it through. topics covered in
these two key areas. The main topics included in the change module are: Managing Change
• The dynamics of change
• Why change
• The change journey
• Facilitating change
• Steps to effective change
• The benefits of change
• Mobilising commitment
• Developing a shared vision
• Fostering consensus
• Identifying resistance
• Overcoming resistance
• Implementing change
• Monitoring and adjusting
• Cause and effect
Throughout the change process and beyond, your own effectiveness is a key
component so learning how to effectively manage your time is crucial to your
overall performance. The items we will cover on the course include:
Managing Your Time
• Consequences of bad time management
• Planning your time
• Setting goals for success
• Smart objectives
• Prioritising tasks
• Delegating tasks
• Being organised
• Being flexible
• Knowing your prime time
• Using intelligent neglect
• Knowing your job
• Maintenance and progress tasks
• Rewards of good time management
Module 3
Building High Performance Teams
Building a high performance team is important for managers in all organisations. High performance
teams deliver better results and deliver them faster. They work in an open and honest environment
allowing cross-fertilisation of ideas and good team spirit. This building high performance teams
workshop concentrates on how leadership style and management behaviors can impact on individual
and team motivation and performance. It is an interactive day comprising presentation, best practice,
discussions, case studies and self-assessment questionnaires.
o Appreciate the power of good teamwork
o Understand the impact of different leadership styles
o Identify the development stage of individual team members and master Situational Leadership
o Increase ability to motivate teams
o Appreciate the stages of team development
o Understand different team roles and their importance
o Resolve conflict and team performance issues
o Evaluate the effectiveness of the team
Module 4
Communication Skills for Managers
Communication skills for managers are vital and most managers recognise that communication skills
are essential in business. Managers need to be able to communicate, build relationships and work with
individuals at all levels and their behavior and interpersonal skills can affect others both positively and
negatively; consequently, this is a major element of good management.
This communication skills for managers module enables students to enhance their personal and team
productivity by improving their working relationships. The programme will allow delegates to develop
a greater awareness of the affect their behavior has on others and increase their options when dealing
with difficult staff, conflict or work-related problems.
o Acknowledge your personal behavioral style and its affect on the performance of you, your team and
colleagues
o Use an enhanced understanding of the dynamics at work within a team and contribute in a more
productive manner as a team leader
o Communicate and negotiate in a more persuasive and compelling style
o Adopt an appropriate style of interpersonal behavior for the variety of interactions you complete
during a working day
o Enhance the performance and motivation of your team and individual team members through
improved managerial communication skills
o Develop a range of responses to deal successfully with difficult people and conflict whilst maintaining
effective working relationships
Module 5
Managing Stress
o Benefits of stress management
o Controlling information overload
o Staying calm and focused
o Reduced stress through improved organisation
o How to reduce stress in others
o Avoiding stress
Module 6
How To Win By Managing Your People
o Creating a 'winning environment'
o Understanding strengths and weaknesses
o Management and leadership styles
o Planning your strategy
o Developing individuals
o Using time to organise work and assess results