48454 Courses delivered Online

Duration 5 Days 30 CPD hours This course is intended for Application Consultant Business Process Owner / Team Lead / Power User Overview This course will prepare you to: Provide an overview of basic customizing settings in the main components of Financial Accounting with SAP S/4HANA Configure the Master Data Settings (G/L Accounts, Customer and Vendor Accounts) of Financial Accounting with SAP S/4HANA Configure the Document Control and Posting Control Settings of Financial Accounting with SAP S/4HANA Configure the Settings for Financial Document Clearing of Financial Accounting with SAP S/4HANA The course provides an overview of how to implement Financial Accounting capabilities of SAP S/4HANA in order to cover the related business requirements. You will gain the mandatory foundation knowledge required in order to understand and configure business processes for the SAP S/4HANA financials module in the areas of general ledger, accounts payable, and accounts receivable accounting. For the Master Data, the Document Control/Posting Control and Financial Document Clearing you will practice some configurations and verify the result by using the application. Course Outline Short Overview of SAP S/4HANA Core Financial Accounting (FI) Configuration Managing Organizational Units in Financial Accounting (FI) Checking the Basic Settings in New General Ledger (G/L) Accounting Outlining the Variant Principle Managing Fiscal Year Variants Master Data Maintaining General Ledger (G/L) Accounts Managing Customer and Vendor Accounts Document Control Configuring the Header and Line Items of Financial Accounting (FI) Documents Managing Posting Periods Managing Posting Authorizations Posting Control Analyzing Document Splitting Maintaining Default Values Configuring Change Control Configuring Document Reversal Configuring Payment Terms and Cash Discounts Maintaining Taxes and Tax Codes Posting Cross-Company Code Transactions Financial Document Clearing Performing Open Item Clearing Managing Payment Differences Additional course details: Nexus Humans S4F12 SAP Basics of Customizing for Financial Accounting: GL, AP, AR in SAP S/4HANA training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the S4F12 SAP Basics of Customizing for Financial Accounting: GL, AP, AR in SAP S/4HANA course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 4 Days 24 CPD hours This course is intended for This course is for technical professionals who need to know how to deploy open source intrusion detection systems (IDS) and intrusion prevention systems (IPS), and how to write Snort rules. Security administrators Security consultants Network administrators System engineers Technical support personnel Channel partners and resellers Overview After taking this course, you should be able to: Describe Snort technology and identify resources available for maintaining a Snort deployment Install Snort on a Linux-based operating system Describe the Snort operation modes and their command-line options Describe the Snort intrusion detection output options Download and deploy a new rule set to Snort Describe and configure the snort.conf file Configure Snort for inline operation and configure the inline-only features Describe the Snort basic rule syntax and usage Describe how traffic is processed by the Snort engine Describe several advanced rule options used by Snort Describe OpenAppID features and functionality Describe how to monitor Snort performance and how to tune rules The Securing Cisco Networks with Open Source Snort (SSFSNORT) v2.1 course shows you how to deploy a network intrusion detection system based on Snort. You?ll learn how to install, configure, operate, and manage a Snort system, rules writing with an overview of basic options, advanced rules writing, how to configure Pulled Pork, and how to use OpenAppID to provide protection of your network from malware. You will learn techniques of tuning and performance monitoring, traffic flow through Snort rules, and more Course outline Introduction to Snort Technology Snort Installation Snort Operation Snort Intrusion Detection Output Rule Management Snort Configuration Inline Operation and Configuration Snort Rule Syntax and Usage Traffic Flow Through Snort Rules Advanced Rule Options OpenAppID Detection Tuning Snort Additional course details: Nexus Humans Cisco Securing Cisco Networks with Open Source Snort v2.1 (SSFSNORT) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Cisco Securing Cisco Networks with Open Source Snort v2.1 (SSFSNORT) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 5 Days 30 CPD hours This course is intended for This course is designed for application developers. Overview Deploy microservice applications on Red Hat© OpenShift Container Platform. Build a microservice application with Quarkus. Implement unit and integration tests for microservices. Use the config specification to inject data into a microservice. Secure a microservice using OAuth. Build and deploy native Quarkus applications. Develop microservice-based applications with Quarkus and OpenShift. Many enterprises are looking for a way to take advantage of cloud-native architectures, but many do not know the best approach. Quarkus is an exciting new technology that brings the reliability, familiarity, and maturity of Java Enterprise with a container-ready lightning fast deployment time. Red Hat Cloud-native Microservices Development with Quarkus (DO378) emphasizes learning architectural principles and implementing microservices based on Quarkus and OpenShift. You will build on application development fundamentals and focus on how to develop, monitor, test, and deploy modern microservices applications.. This course is based on OpenShift 4.5 and Quarkus 1.7L 1 - Describe microservice architectures Describe components and patterns of microservice-based application architectures. 2 - Implement a microservice with Quarkus Describe the specifications in Quarkus, implement a microservice with some of the specifications, and deploy it to an OpenShift cluster. 3 - Build microservice applications with Quarkus Build a persistent and configurable distributed quarkus microservices application. 4 - Implement fault tolerance Implement fault tolerance in a microservice architecture. 5 - Build and deploy native Quarkus applications Describe Quarkus in native mode and describe its deployment on OpenShift Container Platform. 6 - Test microservices Implement unit and integration tests for microservices. 7 - Create application health checks Create a health check for a microservice. 8 - Secure microservices Secure microservice endpoints and communication. 9 - Monitor microservices Monitor the operation of a microservice using metrics and distributed tracing. Additional course details: Nexus Humans Red Hat Cloud-native Microservices Development with Quarkus (DO378) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Red Hat Cloud-native Microservices Development with Quarkus (DO378) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 2 Days 12 CPD hours This course is intended for A Dynamics 365 for Finance and Operations Functional Consultant is responsible for performing discovery, capturing requirements, engaging subject matter experts and stakeholders, translating requirements, and configuring the solution and applications. The Functional Consultant implements a solution using out of the box capabilities, codeless extensibility, application and service integrations. Overview This course provides the practical knowledge to Navigate and efficiently use search, filtering and queries Use operational workspaces Work with Business Document Management Work with record templates Integrate Power BI with Dynamics 365 Finance and Operations apps Personalize workspaces Run and analyze security reports Create and use workflow for approval Work with Organization Hierarchy and its purposes. How to use personalization feature Use Data Management workspace Create and use and entity templates Import and export data and manage data by using Office Integration Dynamics 365 Finance and Operations apps include, but are not limited to, Dynamics 365 Finance, Dynamics 365 Supply Chain Management, and Dynamics 365 Supply Chain Management, Manufacturing. This foundational course provides students with the important first steps in automating and modernizing both global financial and supply chain operations. USE COMMON FUNCTIONALITY AND IMPLEMENTATION TOOLS Introduction Identify and use common Dynamics 365 Finance and Operations apps features and functionality Describe use cases for Power Platform apps and services Module Summary CONFIGURE SECURITY, PROCESSES, AND OPTIONS Introduction Implement security Design and create workflows Configure Organization administration features Configure System administration features Module Summary MANAGE DYNAMICS 365 FINANCE AND OPERATION DATA Introduction Manage data in Dynamics 365 Finance and Operations apps Plan a migration strategy Prepare data for migration and migrate data Module Summary VALIDATE AND SUPPORT THE SOLUTION Introduction Test solutions in Dynamics 365 Finance and Operations apps Implement Lifecycle Services tools Module Summary Additional course details: Nexus Humans MB-300T00 Microsoft Dynamics 365: Core Finance and Operations training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the MB-300T00 Microsoft Dynamics 365: Core Finance and Operations course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 1 Days 6 CPD hours This course is intended for This course is intended for: Developers responsible for developing Deep Learning applications Developers who want to understand concepts behind Deep Learning and how to implement a Deep Learning solution on AWS Overview This course is designed to teach you how to: Define machine learning (ML) and deep learning Identify the concepts in a deep learning ecosystem Use Amazon SageMaker and the MXNet programming framework for deep learning workloads Fit AWS solutions for deep learning deployments In this course, you?ll learn about AWS?s deep learning solutions, including scenarios where deep learning makes sense and how deep learning works. You?ll learn how to run deep learning models on the cloud using Amazon SageMaker and the MXNet framework. You?ll also learn to deploy your deep learning models using services like AWS Lambda while designing intelligent systems on AWS. Module 1: Machine learning overview A brief history of AI, ML, and DL The business importance of ML Common challenges in ML Different types of ML problems and tasks AI on AWS Module 2: Introduction to deep learning Introduction to DL The DL concepts A summary of how to train DL models on AWS Introduction to Amazon SageMaker Hands-on lab: Spinning up an Amazon SageMaker notebook instance and running a multi-layer perceptron neural network model Module 3: Introduction to Apache MXNet The motivation for and benefits of using MXNet and Gluon Important terms and APIs used in MXNet Convolutional neural networks (CNN) architecture Hands-on lab: Training a CNN on a CIFAR-10 dataset Module 4: ML and DL architectures on AWS AWS services for deploying DL models (AWS Lambda, AWS IoT Greengrass, Amazon ECS, AWS Elastic Beanstalk) Introduction to AWS AI services that are based on DL (Amazon Polly, Amazon Lex, Amazon Rekognition) Hands-on lab: Deploying a trained model for prediction on AWS Lambda Additional course details: Nexus Humans Deep Learning on AWS training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Deep Learning on AWS course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 0.5 Days 3 CPD hours This course is intended for Security EngineersNetwork Engineers Overview This course is intended to provide a top-level overview of Palo Alto Networks© Traps? Endpoint protection product. Upon completion of the class the student will be able to understand these principles: Explain the core technologies of Traps? and how it differs from traditional signature recognition technologies. Understand the advantages of these technologies over existing solutions. Understand Traps? product architecture and deployment requirements. Installation requirements for Traps? installations. Deploy Exploit Prevention Module defenses to endpoints with Policies. Deploy Malware Protection defenses to endpoints. Provide Application Execution Control in conjunction with WildFire?. Understand deployment strategies and tactics for Workstations, VDI and Server endpoints. Gather and analyze Security Event reports and forensics. Foundation classes are just introductory trainings, NOT a full technical training. Compromise isn?t inevitable, or, at least, it shouldn?t be. Traditional endpoint protection simply cannot keep up with the rapidly evolving threat landscape, leaving organizations vulnerable to advanced attacks. A new approach is needed, one that can rebuild confidence in endpoint security. This new approach needs to prevent advanced attacks originating from executables, data files or network-based exploits ? known and unknown ? before any malicious activity could successfully run. Palo Alto Networks© call this ?advanced endpoint protection.? By focusing on the attacker?s core techniques and putting up barriers to mitigate them, the attacker?s path for exploitation becomes known, even when the attack isn?t. Traps? focuses on the core techniques leveraged by exploits in advanced cyberattacks and renders these techniques ineffective by breaking the exploit sequence and blocking the technique the moment it is attempted. IntroductionThe Traps? technology alternative to endpoint defenseTraps? Exploit and Malware protectionTraps? Product ArchitectureTraps? DeploymentTraps? Exploit Policy ManagementTraps? Malware Protection PoliciesTraps? ForensicsPractical Traps? Implementation considerations Additional course details: Nexus Humans Palo Alto Networks - Foundations of Palo Alto Networks Traps Endpoint protection (EDU-180) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Palo Alto Networks - Foundations of Palo Alto Networks Traps Endpoint protection (EDU-180) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 3 Days 18 CPD hours This course is intended for This course is intended for network engineers, support personnel, reseller support, and others responsible for implementing Juniper Networks ScreenOS firewall products. Overview After successfully completing this course, you should be able to:Explain the Juniper Networks security architecture.Configure administrative access and options.Back up and restore configuration and ScreenOS files.Configure a ScreenOS device in transparent, route, Network Address Translation (NAT), and IP version 6 (IPv6) modes.Discuss the applications of multiple virtual routers.Configure the Juniper Networks firewall to permit and deny traffic based on user defined policies.Configure advanced policy options.Identify and configure network designs for various types of network address translation.Configure policy-based and route-based VPN tunnels. This course is the first in the ScreenOS curriculum. It is a course that focuses on configuration of the ScreenOS firewall/virtual private network (VPN) products in a variety of situations, including basic administrative access, routing, firewall policies and policy options, address translation, and VPN implementations. The course combines both lecture and labs, with significant time allocated for hands-on experience. Students completing this course should be confident in their ability to configure Juniper Networks firewall/VPN products in a wide range of installations. Chapter 1: Course IntroductionChapter 2: ScreenOS Concepts, Terminology, and PlatformsChapter 3: Initial Connectivity Lab 1: Initial Configuration Chapter 4: Device Management Lab 2: Device Administration Chapter 5: Layer 3 Operations Lab 3: Layer 3 Operations Chapter 6: Basic Policy Configuration Lab 4: Basic Policy Configuration Chapter 7: Policy Options Lab 5: Policy Options Chapter 8: Address Translation Lab 6: Address Translation Chapter 9: VPN ConceptsChapter 10: Policy-Based VPNs Lab 7: Policy-Based VPNs Chapter 11: Route-Based VPNs Lab 8: Route-Based VPNs Chapter 12: IPv6 Lab 9: IPv6 Appendix A: Additional FeaturesAppendix B: Transparent Mode Lab 10: Transparent Mode (Optional) Additional course details: Nexus Humans Configuring Juniper Networks Firewall/IPSec VPN Products training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Configuring Juniper Networks Firewall/IPSec VPN Products course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 2 Days 12 CPD hours This course is intended for Technical professionals who need to install, configure, and manage Virtual Security Extension (VSX) solutions within their network security environment. Overview Explain the benefits of virtual network security. Understand the basic functions, components, and advantages of VSX technology. Examine the VSX management infrastructure and understand how traffic flows within a VSX network. Discuss options for deploying VSX technology within various types of organizations. Understand how to install and configure VSX Gateways and Virtual Systems. Describe different routing schemes and features that are available to use within the VSX environment. Understand how to deploy additional VSX networking configurations that may be required in the environment. Understand the differences between deploying physical Security Gateway Clusters and VSX Gateway Clusters. Understand how Virtual System Load Sharing works to enhance VSX network performance. Understand how to use the VSX Provisioning Tool to add and remove virtual devices. Recall how CoreXL technology enhances Security Gateway performance and recognize how to use the technology in a VSX environment. Understand how to employ tools for optimizing resources allocated in a VSX environment. Identify various VSX command line tools commonly used to retrieve information and perform configuration changes. Understand how to use VSX utility commands to perform various maintenance tasks for the VSX environment. Understand how to troubleshoot and debug issues that may occur in a VSX environment. This course provides a comprehensive understanding of the Check Point VSX solution and describes how to deploy it within the corporate network environment. Course Topics VSX Overview Virtual System Installation and Configuration VSX Clustering Advanced VSX Features Troubleshooting VSX LAB EXERCISES Configuring the VSX Environment Deploying a Virtual System with a Physical Interface Deploying a VS with Bonded VLAN Interfaces Configuring Virtual System HA Converting VSX High Availability to Virtual System Load Sharing Maintaining the VSX Environment Using the CLI to Manage VSX Performance Tuning in VSX Troubleshooting VSX Issues Upgrading a VSX Environment Additional course details: Nexus Humans CCVS Check Point Certified VSX Specialist training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the CCVS Check Point Certified VSX Specialist course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 4 Days 24 CPD hours This course is intended for The audience for this course should have previous experience with functional or technical focus in Dynamics 365: Finance and Operations Applications. Primarily for those who are aspired to be and new to solution architect role Overview After completing this course, students will be able to: Understand the tasks expected to be completed by the solution architect for Dynamics implementation Complete the solution blueprint artifacts Know where to find technical information to address their customer's questions This course is developed for those aspired to be and new to the solution architect role. This course provides the technical information focusing on application architecture and technical skills to start their journey into this role. This course will not cover the industrial skills and delivery skills required for this role. The Architect Role The solution architect role Manage Interactions with FastTrack Get to know FastTrack Make the most of FastTrack templates Solution Blueprint Solution blueprint definition and components Project governance and timeline Solution architecture and organizational structure Working with business process catalog Define Environments, Tools, and Deployment Strategy Understand environment planning Application lifecycle management and deployment strategy Using LCS and Azure DevOps Determine Data Management Strategy Data management overview Develop data migration strategy Determine Integration and Interfaces Strategies Develop integration strategy Integration options Define Security Architecture Important security aspects Security framework Define security strategy Define Testing Strategy Testing strategy overview Testing planning and execution Define Performance Testing Strategy Prepare for performance topics Utilize performance testing tools Business Intelligence and Reporting Implement business intelligence and reporting Determine Licensing and Support Understand licensing estimation Understand support options Prepare for Go-Live Complete solution blueprint Prepare for go-live Class recap Additional course details: Nexus Humans MB-700T00 Microsoft Dynamics 365: Finance and Operations Apps Solution Architect training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the MB-700T00 Microsoft Dynamics 365: Finance and Operations Apps Solution Architect course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

The 'golden rule' of negotiation is simple - don't! But life's rarely that simple and very often we do have to negotiate, particularly if we want to win the business and especially if we want to win it on our terms. Such negotiations are crucial. We need to prepare for them. We need a strategy, and the skills to execute it. Does your team have a structured approach? Is it flawlessly executed, every time? Or is there room for improvement? This programme will help them master the six fundamentals of closing better business: Manage all these elements well and you will win more business, more profitably. This course will help participants: Negotiate from a position of partnership, not competition Deal more effectively and profitably with price objections Identify and practise successful sales negotiating skills Identify strengths and weaknesses as a sales negotiator Understand different types of buyer behaviour Learn to recognise negotiating tactics and stances Apply a new and proven structure to their business negotiations Identify and adapt for different behavioural styles Be alert to unconscious (non-verbal) communication Prepare and present a proposal at a final business negotiation stage Project confidence and exercise assertiveness in all sales negotiations 1 Planning for successful business negotiations This session introduces the concept of business negotiation and looks at its importance in the context of the participants' roles and activities. It briefly examines why we negotiate and the dynamics involved. Session highlights: What kind of a negotiator are you? Negotiation skills self-assessment and best practice How to establish roles and responsibilities for both parties How to identify and set objectives for both buyer and seller How to research and establish the other person's position (business negotiation stance) 2 How to structure your negotiations This module presents an eight-step framework or structure for use in negotiations and considers how best to prepare and plan your negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a 'deal'. Session highlights: Learn and apply a formal structure to use when negotiating How to establish short- and longer-term objectives and opportunities How best to plan, prepare and co-ordinate a major business negotiation meeting, or on-going negotiations Understanding of basic legal and organisational requirements 3 Verbal negotiation skills This session examines the human and communication dynamics inherent in any negotiation situation. It emphasises the importance of professional skills in preparing for a negotiation by identifying needs, wants and requirements accurately and by qualifying the competitive and organisational influences present. Session highlights: How to fully 'qualify' the other party's needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills How to pre-empt negotiation objections by promoting and gaining commitment to options, benefits, value and solutions How best to propose and suggest ideas, using drawing-out skills 4 Non-verbal negotiation skills This module highlights how different personal styles, corporate cultures and organisation positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way. Session highlights: Gaining rapport and influencing unconsciously Understanding the importance of non-verbal communication; reading other people's meaning and communicating effectively as a result Ensure that non-verbal behaviour is fully utilised and observed to create maximum impact and monitor progress (eg, buying signals) Recognising that business negotiations are precisely structured and agreements gained incrementally 5 Proposing and 'packaging' This session highlights how best to present and package your proposal. It looks at how to pre-empt the need for negotiating by creating minor-options and 'bargaining' points, as well as how to manage the expectations and perceptions of the customer or buyer. Session highlights: How to identify the key variables that can be negotiated The power and use of 'authority' within your negotiations How to structure and present your proposal, ideas or quotation to best effect The importance of when and how to identify and influence buyer's objections 6 Dealing with price This module highlights how to best present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling are essential. Session highlights: The three reasons that people will pay your asking price How to set price in a competitive market The key differences between selling and negotiating Ten ways to present price more effectively and persuasively 7 Getting to 'Yes': tactics and strategies There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants' own personal styles and situations. The importance of 'follow-through' is also explained and how to deal with protracted or 'stale-mate' business negotiations. Session highlights: How to negotiate price and reduce discounting early in the process How to recognise negotiating tactics and strategies in your customer or supplier Key strategies, techniques and tactics to use in negotiation The importance of follow-through and watching the details How to deal with stalled business negotiations or competitor 'lock-out' 8 Case studies and review This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to be consolidated and applied in a very practical way. There will also be a chance to have individual points raised in a question and answer session. Session highlights: Case studies Question and answer Planning worksheet Negotiation 'toolkit' and check-list 9 Personal action plans Session highlights: Identify the most important personal learning points from the programme Highlight specific actions and goals Flag topics for future personal development and improvement