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This course will introduce you to the international sales negotiation process, outline the importance of pre-negotiation research, and explain why concession planning is essential to international sales negotiations. This course will introduce you to the international sales negotiation process, outline the importance of pre-negotiation research, and explain why concession planning is essential to international sales negotiations. This course will then explore how to conduct pre-negotiations research by assessing the factors influencing buying decisions, determining the reason for a buyer’s interest in your product, and analyzing competitors to inform your concession planning. Finally, the course will outline how culture influences international sales negotiation, and why all of the above are key components when constructing an international sales negotiation plan.

Any successful business manager will tell you that you never get the deal you deserve - you always get the deal you negotiate! This two-day workshop includes recent research and practical techniques from the Harvard Business School Negotiation Project and provides a unique opportunity to learn and practice these skills in a safe environment using up to date materials and life-like practice negotiation case studies. This course will help participants to: Understand the basics of negotiation Develop negotiating skills Increase their business acumen Develop their communication skills Learn the models, techniques and tools for an effective negotiation Identify the barriers to agreements Close the deal 1 What is negotiation? Key skills for negotiation Types of negotiation Win-lose negotiations versus Win-win negotiations Wise agreements and Principled Negotiation 2 Four key negotiating concepts BATNA - Best alternative to negotiated agreement Setting your reservation price ZOPA - Zone of possible agreement Creating and trading value 3 Business acumen Understanding pricing, gross margins and profit Knowing the key points on which to negotiate 4 A Four Phase Model for negotiation Nine steps to successful planning Discussing a deal - creating and claiming value Making and framing proposals Bargaining for the winning deal 5 Effective communication Effective questioning Active listening skills Understanding and interpreting body language Barriers to effective communication 6 Understanding influence and persuasion Influencing strategies Ten proven ways to influence people Six universal methods of persuasion Understanding why people do business with other people 7 Negotiating tactics Tactics for win-lose negotiations Tactics for win-win negotiations Effective team negotiating Understanding and using powerv What do you do when the other side has more power? 8 Barriers to agreement Common barriers to agreement The Negotiators Dilemma Dealing with die-hard negotiators Dealing with lack of trust 9 Potential barriers to cross-border agreements Understanding business methods and practice in other cultures Figuring out who has the power and who makes decisions Recognising and dealing with cultural differences What's OK here might not be OK there 10 Closing the deal Four steps to closing the winning deal

This course looks at the key processes in supply chains and how they interact; the most common supply chain terms and how they are utilised to describe supply chain activities. It will cover the definitions of transport modes and how to select the most appropriate one; the role of logistics partners in the extended supply chain and the definition and use of Incoterms. PARTICIPANTS WILL LEARN HOW TO: Explain the term “Supply Chain” Define main activities in Transport & Freight Management Describe the key principles of Warehousing Interpret INCOTERMS COURSE TOPICS INCLUDE: Freight terminology & global trade terminology Warehouse, logistics and transport operations Transport modes Parties involved in international shipments INCOTERMS Freight calculations

This intensive one-day IACCM-approved programme helps participants develop the skills, knowledge and competencies required to plan for and carry out effective negotiations in a range of different environments. By the end of the programme participants will be able to: Understand the basic concepts of negotiation and how it adds value to the organisation Recognise the stages of negotiation and the skills required at each stage Make use of tried-and-tested negotiation planning tools Apply a range of negotiation tools and techniques to support the organisation in obtaining value for money, quality and fit-for-purpose outcomes Set negotiation objectives Appreciate the importance of interpersonal skills in maximising the opportunities for reaching win/win agreements 1 Welcome Introductions Aims and objectives Plan for the day 2 Why negotiate? Understanding the negotiation context Negotiating with suppliers Negotiating with stakeholders 3 Understanding the process The phases of negotiation and what to do in each phase Before During After 4 Planning Appreciating the importance of planning Different approaches Identifying the key variables Setting objectives for each of them Practical negotiation planning exercise 5 Doing The key skills required, Communication Numeracy empathy Applying these skills in a role play: practical exercise 6 Close Review of key learning points Personal action planning

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Understanding cultural differences in the global sales environment is critical to your salespeople’s success. Developing their intercultural communication skills and knowledge of the sales and negotiation techniques of different cultures and nationalities, will help them to ensure relationships are as effective and rewarding as possible. Bespoke courses include: The impact of language and cultural differences on the sales environment Communication techniques in international sales Effective sales questions A global mindset Culture and its impact on sales Delivering on different cultural expectations Perceptions of time across cultures and the impact on sales cycles and timelines

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Duration 2 Days 12 CPD hours This course is intended for Este curso est dise¤ado para cualquier persona que quiere convertirse en unSCRUM Master. Overview El curso de formaci¢n asegura que el candidato obtendr los conocimientosnecesarios de la metodolog¡a SCRUM con el fin de aplicar y adaptarlos a unescenario espec¡fico. SCRUM es una metodolog¡a adaptativa, iterativa, r pida, flexible y efectiva dise¤ada para entregar valor significativo de una manera r pida a lo largo de todo el proyecto. Informaci¢n general µgil y SCRUM Informaci¢n general: µgil Manifiesto µgil Principios de µgil Metodolog¡a µgil Informaci¢n general SCRUM Ventajas SCRUM Roles de SCRUM Roles centrales Roles no-centrales Propietario de producto Master SCRUM Equipo SCRUM Fases de proyecto SCRUM Iniciar Planificar y Estimaci¢n Implementar Revisi¢n y Retrospecci¢n Lanzamiento Entradas, Herramientas, y Salidas para cada proceso en cada fase Escala de Scrum Escalabilidad de Scrum Scrum en Programas y Portfolios (Carteras) Reuni¢n Scrum de Scrums (SoS) Transici¢n a Scrum Mapeo de los Roles tradicionales a Scrum Manteniendo el envolvimiento de las partes interesadas (stakeholders) Importancia de Apoyo Ejecutivo Additional course details: Nexus Humans SCRUM Master Certified 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 SCRUM Master Certified 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 The Professional Scrum Master course is for anyone involved in software development using the Scrum framework. It is particularly beneficial for those people within an organization accountable for getting the most out of Scrum, including Scrum Masters, managers, and Scrum Team members. Overview Students are challenged to think within the Scrum framework and the underlying values and principles to better understand what to do when returning to the workplace and facing complex decisions. This course covers the principles and (empirical) process theory underpinning the Scrum framework, and the role of the Scrum Master in it. This course is a combination of instruction and team based exercises, and teaches what is at the heart of the Scrum and Agile movement. Scrum theory and principlesThe Scrum FrameworkThe Definition of DoneRunning a Scrum projectWorking with people and teamsScrum in your organizationThe role of the Scrum Master

Duration 2 Days 12 CPD hours This course is intended for Professional Scrum Master Foundation is appropriate for Scrum Masters and people who are interested in Scrum projects. It will be useful for: Product Owners Scrum Masters Developers Team Leaders Overview The emphasis of the training is the practical application of Scrum. The course gives various knowledge on the logic of Scrum and the way it functions. You will learn about the roles of all participants in a Scrum project. You will also learn about different challegnes you may encounter and how to resolve them. The Professional Scrum Master Foundations course is the perfect introduction, reboot or refresher to Scrum. This course is for teams or anyone wanting to experience the Scrum way of working. The case for Agility Learn about Agile Manifesto, values and principles and how can agile bring more value and manage risks compared with traditional delivery approaches. Scrum Framework Understand Scrum Framework and the life cycle of Scrum including the events, artifacts and roles and responsibilities. Running a Sprint Deep dive into each of the events and discuss user stories, estimations, groomings, Definition of Done and Definition of Ready and how can we deliver value incrementaly. The role of the Scrum Master How can you be a servant leader of your team and support different stakeholders engagement? ÿFacilitation, coaching and ensuring transparency. Backlog and estimations Learn the importance of Product backlog in Scrum, prioritization and estimations at different levels (ex: release; sprint) Working with people and teams We will discuss motivation, communication and clarity, giving feedback, team development and effective conflict resolution. Continuous Improvement Assist your team to improve both the means and ends of their work by supporting them in problem detection and resolution as well as foster the culture of continuous improvement.