know-how and skills from around the world

Main Target Audience Management

Negotiating Skills Course: Fundamentals

01. Your Benefit

You learn the main steps of the negotiating process and the key elements of effective preparation.

02. Program Objective

To understand the fundamental principles of the negotiation process.

03. Target Group

Managers who prepare for participating in complex negotiations involving multiple issues.

04. Topics Covered

  • The difference between selling and negotiating
  • The underlying principles of negotiating
  • Effective preparation
  • Setting priorities
  • Handling complaints
  • Making and receiving proposals

05. Duration

1 day
Delivered under the licence of
«Scotwork International» Glasgow, UK

Negotiating Skills Course: Advancing Negotiation Skills

01. Your Benefit

You make better deals in a shorter period of time

02. Program Objective

Improve the negotiating performance by helping participants to:
  • understand the structure underlying all negotiations
  • indentify the appropriate skills used for negotiations
  • practice these skills in a constructive learning environment

03. Target Group

Anyone whose work gives them authority to agree or to vary the terms of any arrangement, indeed any detail such as timing, priority, delivery, price, specification, employment terms and so on.

04. Topics Covered

  • Understand the «8 Steps» and how to use them to manage the negotiation process
  • Preparation, Argue, Signals, Proposal, Repackage, Bargain, Closing, Agreement
  • Making and handling complaints
  • Minimising rejections of proposals
  • Use the skills of team negotiating
  • Use and handle various negotiation tactics
  • Handling deadlocks

05. Duration

1 evening and 2 ½ days
Delivered under the licence of
«Scotwork International» Glasgow, UK

Negotiating Skills Course: Advancing Negotiation Skills 2

01. Your Benefit

You learn how to make good deals even better

02. Program Objective

To double the number of negotiation tools and techniques used on a regular basis in order to manage the negotiation process more effectively.

03. Target Group

This course is for those who have completed the Advancing Negotiation Skills course and wish to improve their negotiation abilities further.

04. Topics Covered

  • Review of the 8-step negotiation process
  • Analysis of the negotiation process on the basis of five live negotiation cases
  • Techniques and strategies to supplement your negotiation toolkit

05. Duration

2 days
Delivered under the licence of
«Scotwork International» Glasgow, UK
Previous participation in the course «Advancing Negotiating Skills» obligatory!

Negotiating Skills Course: Strategic Negotiating

01. Your Benefit

You master the skill of managing the most complex negotiations

02. Program Objective

To think beyond the single deal and consider the bigger picture, negotiate within strategic guidelines and manage teams of negotiators.

03. Target Group

This course is for those who have completed the Advancing Negotiation Skills course and wish to develop their abilities to strategic level and manage negotiation teams.

04. Topics Covered

The course is about what happens outside the meeting (i.e. between negotiation rounds) rather than what takes place in the negotiation room:

  • Advanced preparation
  • Strategic goals and guiding principles
  • Strategic analytical tools
  • Buyer and Seller behavior during negotiations

05. Duration

2 days
Delivered under the licence of
«Scotwork International» Glasgow, UK
Previous participation in the course «Advancing Negotiating Skills» obligatory!

Effective Business Presentation

01. Your Benefit

You have a much higher chance of getting your proposals approved

02. Program Objective

Learn to communicate information, make proposals and get approval for your ideas. Learn how to make clear, concise and logical presentations.
Become more convincing, more confident and have a greater impact.

03. Target Group

All levels of management who need to deliver confident and convincing presentations in English or Russian. To participate in the English course, participants must possess an adequate level of English as this is not a language course.

04. Topics Covered

  • Target audience analysis
  • Story / Script
  • Visuals / Design
  • Personal impact / Platform skills
  • Media Handling
  • Audience interaction / Handling questions, objections and disturbances

05. Duration

3 days
Delivered under the licence of «HPS GmbH» Vienna, Austria

Selling to Groups

01. Your Benefit

You improve the quality of your group decision making process

02. Program Objective

«Selling» can mean different things: getting approval for your ideas, placing products, convincing others to use your services. It also means running meetings effectively, presenting your case clearly and handling questions. This training will help you do all of this, reacting flexible and always keeping the goal in sight.

03. Target Group

This training is perfect for managers, project leaders, sales specialists and consultants. It is especially useful if you want to deliver convincing, logical presentations to small groups (3-6) at meetings.

04. Topics Covered

  • Follow the Six-Step Plan - a strategic concept from the opening to the close and beyond
  • Identify partner needs, interests and benefits and incorporate them into the presentation
  • Focus on the benefits with a logical but flexible structure (FLEXO-Struct )
  • Learn to recognise critical verbal and non-verbal signals and react appropriately
  • Practise to neutralise objections and turn them to your advantage
  • Work with the best media support for small group presentations (TOP-Flip, laptop, etc).

05. Duration

3 days
Delivered under the licence of «HPS GmbH» Vienna, Austria

Positive Power and Influence (Influencing Skills)

01. Your Benefit

You’ll be more often able to influence others regardless their positional power

02. Program Objective

  • Meet objectives more often and maintain or build (working) relationships
  • Develop influence style flexibility
  • Become neutral about the styles
  • Expand use of influence in daily (work) situations

03. Target Group

Anyone whose work depends heavily on horizontal and vertical influencing skills without having the positional power.

04. Topics Covered

  • Understand the Situational Influence Model
  • Learn and practice the various influence styles, i.e. persuading, asserting, bridging, attracting and disengaging
  • Self-assessment: understand the styles currently applied and currently disregarded
  • Minimising rejections of proposals
  • Learn to analyse an influence situation, the influence objective and to decide on the most appropriate influence style in this particular situation

05. Duration

3 days
Delivered under the licence of «SMS Inc.» Nashua, NH, USA

People Management Skills

01. Your Benefit

Stronger, more motivated and more efficient teams in the organization

02. Program Objective

Learn how to lead, coach and develop your group of subordinates and to make them a strong and energized team.

03. Target Group

Everybody who has subordinates and is supposed to coach and manage them.

04. Topics Covered

This workshop consists of several modules, which can be selected according to customer needs and training requirements. Many of the modules are available in a long and a short version and are adaptable to the level of the participating group.
  • Appraisal Systems
  • Coaching developing and giving constructive feedback
  • Communication
  • Conflict Management
  • Decision Making
  • Delegation
  • Difference between a group of subordinates and a real team
  • Leadership
  • Motivation
  • Performance Measurement and Management
  • Personality Matrix
  • Running Meetings
  • Setting Objectives
  • Time Management

05. Duration

2-9 days (depending on number of modules used, however it can be run in installments as well)

Long Term Strategic Planning

01. Your Benefit

You get a clear idea of where you want to go and how to arrive there

02. Program Objective

Develop an idea (Vision) of what your company should look like in the future, develop  a relevant Strategy and an Action Plan to support this Vision.

03. Target Group

Top management across all functions.

04. Topics Covered

  • Company vision
  • Long-term objectives
  • Long-term strategy
  • Corporate culture
  • Short- and midterm action plans for each department

05. Duration

2-4 days depending on the complexity of your business. We recommend running this workshop in 2 sessions 2 days each.
This is not a regular teaching/learning course.
We facilitate this workshop to help you identify YOUR long-term vision.

Team Building

01. Your Benefit

Stronger, more motivated and more efficient teams in the organization

02. Program Objective

Boosting the team spirit of your company as well as the team's alignment with the company's business objectives.

03. Target Group

  • Company management
  • Project teams
  • Departments

04. Topics Covered

  • Difference between a group of individuals working together and a real team
  • Team-building elements
  • Setting objectives
  • Motivation
  • Delegation
  • Coaching, developing and giving constructive feedback
  • Team-building exercises

05. Duration

1 day
Relevant team-building exercises may be incorporated into any other training course if time permits

A.R.M.S. TH LIGHT

Many of our workshops are available in a LIGHT version:

  • Less theory
  • Fewer exercises
  • No video-recorded roleplays
  • No handouts
LOWER TRAINING COSTS FOR YOU!
 

know-how and skills from around the world
best practices from around the world

Key Contacts in Russia

«A.R.M.S. Training House» Ltd.
/ +7 499 141 3985
+7 916 115 9118
(Russian) lilia@armsth.ru
(Russian) liliaarmsth

(English) herbert@armsth.ru
(English) herbertarmsth

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Key Contacts in the Ukraine

«A.R.M.S. Training House Ukraine» Ltd.
+38 050 071 0357
+38 096 519 0109
(Russian) konstantin@armsth.com.ua
(Russian) konstantinarmsth

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