WORKSHOP OBJECTIVES 

• Quickly develop your communication, negotiation, and persuasion skills!
• Effectively communicate and negotiate with clients, vendors, colleagues, staff, team members and management!
• Successfully relate to others, persuade and influence people!
• Professionally resolve various conflicts at work.

• Managers, supervisors, team leaders
• Engineers, accountants, IT, safety and project management professionals
• Sales executives, business development managers
• Internal and external consultants, advisors, analysts
• Purchasing, human resources and training specialists
• Anybody who wants to gain superior communication, negotiation, persuasion and conflict-resolution skills

You will learn powerful time, life and career management strategies and tactics from one of the foremost management trainers in Australia today: Igor S. Popovich.

While employed in senior engineering and management positions in Australia, Igor wrote 6 internationally published management books in 5 years and created 5 management seminars in 4 years! He’s also conducted dozens of management seminars worldwide. How is that for time management! How did he do it? He will share his insights with you in this fast-paced program, just as he has shared his management methods and philosophy with hundreds of managers and professionals who attended his courses.

Igor has been presenting public and in-house courses in the Gulf since 1997.  He has presented in-house courses for Australian Department of Defence (Australia), ASB Bank (New Zealand), Nabalco (Australia), PDP Australia, Centrelink (Australia, Kuwait National Petroleum Company (Kuwait), Qatar Gas (Qatar), Saudi Aramco, SAFCO, ADNOC, Saudi Consolidated Electrical Company (KSA), Bahrain Ministry of Public Works (Bahrain), Oman Ministry of Defence (Oman), Qatar Gas, APD (Malaysia), Anglo-American Mining Company (South Africa) and other international clients.

Igor is the creator and presenter of various popular management seminars. As a consultant, Igor helps clients with various aspects of organizational, team and individual improvement.

Igor's engaging, humorous and enthusiastic style makes him a highly sought-after trainer. He is able to present dull, misunderstood or complex topics in a simple, illustrative and enjoyable manner. This ability blends naturally with his gregarious and open personality and enables him to arouse interest and provoke thinking. He knows how to motivate participants and get them actively involved in discussions and practical exercises.

Day 1

COMMUNICATION STYLES

• Levels and styles of communication
• What are the characteristics of an effective communicator?
• Active listening skills - avoiding 5 common listening mistakes
• VIDEO: Gender and communication
• CASE STUDY: The story of unhappy supervisors

Verbal and non-verbal communication

• 3 types of people, how to recognise them and how to communicate with them: auditory, visual, kinesthetic
• The foundations of NLP (Neuro Linguistic Programming)
• Body language – how to read & interpret people’s behavior
• How to spot the signs of deception and dishonesty!
• VIDEO: Body language

Probing - The Art of Asking Smart Questions

• How to ask powerful questions
• Probing questions (barometric)
• 7 ways people use to avoid answering questions
• How to eliminate assumptions that work against your interests!
• VIDEO: Level with me – honest communication

Day 2

INFLUENCING AND PERSUADING PRINCIPLES

• 6 principles of influence
• How to get your message through to others
• The art of persuasion - the shark's strategy versus dolphin's strategy
• Aristotle's ingredients for persuasion success: Ethos, Pathos and Logos
• Learn 7 most powerful closing techniques for wining sales, contracts and business

UNDERSTANDING & REMOVING RESISTANCE

• What is resistance and what forms does it take?
• Neutral, undecided or informed? How to identify the best way to persuade people
• Distinguishing between symptoms and the real causes of resistance
• Strategies for overcoming resistance
• ROLE PLAY: The Partnership Negotiation

NEGOTIATING STYLES AND PERSONALITIES

• The five Ps of negotiation: Preparation, people, process, positions and perceptions
• Co-operative negotiator - Combative negotiator - Principled negotiator
• What are the characteristics of an effective negotiator?
• How to achieve win-win outcomes? Is win-win always possible?
• ROLE PLAY: The photocopier problem

 Day 3

PREPARING FOR NEGOTIATIONS

• Clarifying your objectives – goal setting
• Determining the crucial or pivotal aspects of a deal
• Analysing the other side’s needs, options, goals, power base, anticipating their strategy
• Drafting your negotiation plan and formulating your negotiating strategy

OWER IN NEGOTIATION

• Sources of POWER - how to get it
• Aspects of POWER - how to keep and increase your power
• Buyers or sellers - who's got the advantage?

THE GAMES NEGOTIATORS PLAY

• Identify and neutralise the tactics and games others will use on you
• Use the most effective negotiating tactics to your advantage: Escalating approval / Principal / Price-Package / Sudden escalation / Bait and switch / The Nibble / Peanuts / The Flinch / Low-balling / Deadline / Fait accompli / First draft / Withdrawal / The call girl /Salami / The bottom line / The sidelining / Precedent / Pressure cooker / The puppy dog / Good guy-bad guy / Tell me how they play / Phoney offer, and many others …
• Use the most effective counter-tactics your advantage - what works and what doesn't

Day 4

CONFLICTS AND CONFLICT RESOLUTION

• Types of conflicts in organisations: Instrumental conflict, interest conflict, value conflict, personal conflict
• Positive aspects (advantages) and negative aspects (disadvantages) of conflicts
• EVALUATION: How do you deal with conflict? Discover your conflict-resolution style!
• How to resolve conflicts

DEALING WITH DIFFICULT PEOPLE

• Common types of difficult people
• What do difficult people do to make your lives difficult? Why do they do it?
• Assertive Behaviour Training (ABT) for dealing with difficult people
• 7 signs of low assertiveness (Do you suffer from lack of assertiveness?)
• 5 strategies for dealing with difficult people at work

Day 5

CROSS-CULTURAL COMMUNICATION AND NEGOTIATION

• Why different cultures approach negotiation and communication differently?
• High context versus low context communication cultures
• Communication styles - direct or indirect,  formal versus informal

COMMUNICATING AND NEGOTIATING IN TEAMS

• Team negotiating roles
• Communicating in a team: The "line-and-circle" experiment
• Some common team structures – which one to use and when
• TEAM NEGOTIATION role play & exercise: The Road Building Project
• Team problems – analysis and discussion