59 Negotiation courses in Birmingham

Project Leadership Skills: In-House Training To be effective within an organization, project managers need to have a wide variety of skills and abilities. Included among these are: creating and executing on a vision; motivating others; influencing without authority; networking; communicating up, down and laterally; negotiating; managing stakeholders; and managing conflict. This highly interactive workshop focuses on building the soft skills that are critical to leading a team and creating sustainable business change. Participants will gain insight into the social science as well as the brain science behind motivating and empowering others. They will learn and experiment with a variety of influencing strategies and tactics. Working in pairs as well as small groups, they will collaborate with others to brainstorm, share experiences, and apply concepts to everyday challenges. Participants will also discover their personal communication preferences, strengths, and blind spots and will gain insight into how best to communicate with others they find 'difficult.' They will gain insight into managing the people side of change, learning strategies for dealing with each step in the process. Hands-on negotiation and conflict management activities enhance the theoretical learning, grounding it in real life and making it actionable. Interweaving role play with experiential learning and group activities, this course will help participants refine a skill set that is invaluable to their organization, and one that transfers easily across their professional and personal lives. What You Will Learn At the end of this course, you will be able to: Explain the importance of vision in driving motivation and engagement Apply science-based research to better motivate those around you Strategically leverage both personal and positional power to achieve positive project results Determine influencing and networking strategies needed for personal growth Identify ways to problem solve communication challenges when others have different personality styles Connect stakeholder expectations to project success criteria Assess key stakeholders across various dimensions of complexity Apply the four rules of principled negotiation to a real-life conflict situation Recognize key aspects of a physiological response to conflict Utilize selected tools and techniques to 'defuse' an emotional situation Leverage various strategies and tactics to successfully deal with ambiguity at work Getting Started / Foundation Concepts Introductions Course structure, goals, and objectives Beginning a personal action plan Managing Vision and Purpose / Motivating Others Communicating and aligning around vision Tying the present to the future The importance of purpose The art and science of motivation Networking and Influencing Positive politics and project success Types of power within organizations Power and influence Networking best practices Communication The medium and the message Personality and communication styles Communication challenges Stakeholder Management and Negotiation Identifying stakeholders Analyzing stakeholders Negotiation basics Principled negotiation Conflict Management Dynamics of conflict The anatomy of conflict Conflict management approaches and tools Dealing with ambiguity Summary and Next Steps Key concepts review Creating your personal action plan

Overview Contract Management and understanding International Contract Law are very important when it comes to negotiation.

IPsec training course description This hands on course focuses on IPsec VPNs. Rather than focusing on one implementation this course concentrates on the technologies and protocols of IPsec. Starting with an overview of the complete IPsec architecture the course then moves onto ESP packet analysis along with encryption and authentication provided. IKEv1 and IKEv2 are both covered in detail. Having covered IPsec with pre shared keys the course then moves onto IPsec with certificates followed by IPsec issues. The course is vendor neutral with hands on with both Cisco and Microsoft implementations. What will you learn Explain how IPsec works. Explain the role of AH, ESP and IKE. Configure IPsec. Troubleshoot IPsec. IPsec training course details Who will benefit: Technical staff working with IPsec. Prerequisites: Definitive IP VPNs for engineers. Duration 3 days IPsec training course contents What is IPsec? How to spell IPsec, IPsec is IP security, confidentiality, integrity, authenticity, replay protection, what is a VPN? Network layer security, IPsec and IPv4, IPsec and IPv6, the suite of protocols, the standard, IPsec RFCs, IPsec history. Hands on Analysis of 'normal' IP packets. IPsec architecture The IPsec protocols, AH vs ESP, Why two headers? transport mode, tunnel mode, Remote access VPNs, site to site VPNs, security associations, SA database, Security Parameters Index, implementations: Host tack, Bump in the Stack, Bump in the Wire. Hands on Configuring IPsec. AH What AH does, the stack, The AH header, What is authenticated? Device authentication. AH in transport mode, AH in tunnel mode. Hands on AH packet analysis. ESP What ESP does, the ESP header, ESP in transport mode, ESP in tunnel mode, ESP and SA, ESP and SPI. Hands on ESP packet analysis, policy configuration. IPsec encryption IPsec is a framework, standard algorithms, ESP keys, the role of IKE, key lifetimes, how IKE generates the keys, DES, 3DES, AES, cipher block chaining, counter mode, other encryption. Hands on Encryption configuration. IPsec authentication Authentication types, IPsec authentication, Authentication algorithms: MD5, keyed SHA-1, HMAC-MD5, HMAC-SHA-1, HMAC-RIPEMD, other authentication algorithms. Hands on Authentication configuration. IKE Internet Key Exchange, IKE and the SAD, the two phase negotiation, ISAKMP, ISAKMP header, pre shared keys, digital signatures, public key encryption, Diffie Hellman, proposals, counter proposals, nonces, identities, phase 1 negotiation: main mode, aggressive mode, base mode. Phase 2 negotiation: quick mode, new group mode. Hands on IKE packet analysis. More IKE PFS, IKE and dynamic addresses, XAUTH, hybrid authentication, CRACK, ULA, PIC. User level authentication. IKE renegotiation, heartbeats. Hands on Troubleshooting IPsec. IKEv2 The IKEv2 exchange, IKE_SA_INIT, IKE_AUTH, CREATE_CHILD_SA, IKEv2 packets, the informational exchange. Comparing IKev1 vs IKE v2. Hands on IKEv2 configuration and analysis. PKI What is PKI?, Digital certificates, Certificate authorities, CA servers, RA, VA, certificates, CA hierarchy, CRLs, certificate formats. Hands on installing and configuring certificate servers. IPsec issues NAT, IPsec overhead and fragmentation. Summary IPsec strengths and weaknesses. Where to get further information.

Overview Business modelling requires analysts to produce the quantitative models that top management uses to support their decision-making, but top management must also understand the strengths and weaknesses of the models if they are to use them effectively to support their decisions and robustly navigate the strategic negotiation landscape. This is particularly important for PPP projects where long-term commitments are made now based on bankability, value for money and risk allocation. During the course, participants will gain knowledge and skills on the frameworks, tools, and methodologies necessary to build quantitative models for financial decision-making in order to improve the financial viability and bankability of PPP projects. Participants will master modelling frameworks on capital budgeting, risk measurement, regression analysis and Monte Carlo Simulation among others.

Signalling training course description An intensive course that defines and explores the signalling methods that are to be found in today's telecommunications services. What will you learn Describe the Functionality and Features of Signalling. Describe the Functionality of Analogue & Digital Subscriber Signalling. Describe the various types of signalling used on different network types. Describe the Functionality of Private Network Signalling. Describe the Functionality of Public Network Signalling. Signalling training course details Who will benefit: Personnel involved with systems design, implementation and support. Prerequisites: Telecommunications Introduction Duration 2 days Signalling training course contents Introduction What is Signalling?, Standards, ITU-T Recommendations, Signalling Categories - Supervisory Addressing, E.164, Call Information, Network Management, Network Components, Inband/Outband Switch Signalling, Analogue Vs Digital Signalling. Analogue Subscriber Signalling Analogue Local Loops/Switches/Trunks, Digital Switches/Local Loops, Telephone Handset, Accessing the Local Exchange, Pulse/Tone Dialling. Digital Subscriber Signalling Integrated Digital Access, DASS2 & DPNSS, DASS2 - Call, IMUX, Euro ISDN, Q.931 Call Control, Message Identification, Message Types, Call Establishment Messages, Call Clearing. Network Types Service Types, Circuit Switched, Packet Switched, Signalling Terminology, In-Channel Signalling, G.704, Performance and Quality, Digital Signalling, CAS, CAS Applications, Foreign Exchange, CCS, Break-In/Out Private Network Signalling Types Networking PABXs, Inter PABX Analogue Signalling Methods, E & M, Tone-On-Idle, Inter PABX Digital Signalling Methods, DPNSS, DPNSS Deployment, PABX Support for DPNSS, DPNSS Call, Q.Sig, Q.Sig support/functionality/protocol, Message Overview, Call Establishment. Public Network Signalling SS7, SS7 Operations, SS7 Topology, SSP, STP, SCP, Database Types - CMSDB NP LIDB HLR VLR, Signalling Modes, Link Types, Further Redundancy, Linksets, SS7 addressing, Point Codes, Sub-System, Global Title Addressing and Translation, ANSI PCs, ITU-T PCs, SS7 Protocol Stack, MTP Level 1, MTP Level 2, Flow Control, FISU, LSSU, MSU, MSU SIF, MTP Level 3, SCCP, TCAP, TUP, Facility Format, Main Facilities, Flow Control Negotiation, Closed User Groups, Reverse Charging, Fast Select Facility, Throughput Class Negotiation, Call Barring, On-Line Facility Registration. BTUP, ISDN ISUP, Supplementary Services, ISUP Call - IAM, Progress/Answer/Suspend/ Resume/Release Messages, Intelligent Network (IN) Introduction, IN Evolution, IN Conceptual Model, IN Target Services & Service Features, Service Independent Building Blocks

This 2-day workshop is offered with an internal and external focus. Day 1 will focus on building your internal network and relationships by focusing on your personal network, your brand, influencing skills and perceptions. Day 2 focuses on your external relationships with suppliers, patient groups etc. This will focus on assertiveness, outcome rather than relationship focus, and influencing and negotiating skills. DAY ONE 1 Can you succeed by yourself? 2 Relationship awareness theory 3 The Strengths Deployment Inventory / Your FACET5 profile 4 Building rapport 5 Influencing power bases 6 Active listening 7 Building your personal internal network 8 Perceptions 9 Your brand DAY TWO 3 Preparing for conflict 2 The negotiation conversation 1 Your stakeholders and what they want from you 4 Influencing others 5 Your communication approaches for success 6 Emotional Intelligence 7 The trust model 8 Knowing your outcomes

This workshop will help you improve the impact, clarity, accuracy and effectiveness of your sales proposals. It takes bid and proposal teams right through the process, from start to finish - from forming the team and gathering the information, through to writing and reviewing the proposal document, and on to presenting it to the client. The learning points shared in the programme come from the trainer's extensive real-world experience with a wide variety of businesses. As a result of attending this programme, participants will be able to: Write more clearly, more grammatically and more persuasively Structure their written communications more effectively Avoid the 'howlers' that can cost you business Impress your clients Win more business 1 Bid strategy How to combine your knowledge of the market or customer, your products and services, and your competitors, to create a quality bid New insights into your comparative advantages and competitive position in the marketplace Understanding more about how your client views you and other suppliers A plan of attack to build on your strengths and attack the weaknesses of your competition Dealing with RFP/ITT situations 2 Teamwork How a bid or proposal team needs to prioritise and manage preparation time Co-ordinating input from team members Agreeing responsibilities 3 The importance and role of a well-written sales proposal Why bother? - the value of the sales proposal to you and to the customer What the customer wants and needs to make a decision in your favour Understanding and delivering on customer expectations Review and discussion of different proposals - with real-life examples 4 The best way to structure your sales proposals A section-by-section, page-by-page review of best practice in structuring great sales proposals How to improve the way you match your proposal to the customer's objectives and requirements Plan your sales documents systematically - to make them easy to read and more persuasive How to make your proposal look like the 'least risky' option 5 Making your proposal a compelling and persuasive proposition Choosing the right words that sell effectively Selecting the right content and information for your document or proposal Using an option matrix to summarise complex choices and increase final order value How to write an executive summary 6 Well-written and error-free Developing your writing style for maximum impact Expressing the content (ie, selling points) clearly, concisely and correctly Proof-reading and editing work effectively, using formal marks and techniques Improving visual layout, format and appearance Keeping it customer-focused 7 Presenting to the client - overview Presentation options Understanding the client's objectives - as well as your own The proposal review meeting - logistics Managing to the next step Designing and delivering a compelling presentation Isolating objections and concerns Follow-up and follow-through 8 Positioning your final proposal Finalising your bid - presenting the right 'best few' USPs, features and benefits and making them relevant and real to the customer Smart ways to position price and be a strong player - without being the cheapest How to differentiate yourselves by how you present, as well as what you present How to design and deliver a successful bid presentation 9 Bid presentation practice session with structured feedback Participants work in small groups or pairs to prepare and later present a sample section from a real life bid or proposal presentation The trainer will provide assistance and input During group review and discussions, input from others will be encouraged and many best practice ideas summarised 10 Managing the end game How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns How to read the situation to plan the next step Identifying negotiation tactics - and how to deal with them Planning for a negotiation and how to get the customer feel they have the 'best deal' 11 Workshop summary and close

Recovering Troubled Projects: In-House Training Despite our best intentions, many of the projects that organizations undertake either don't achieve their intended business results or end in complete failure. Most seasoned project managers have had their share of experiences with difficult or troubled projects and unless they are careful, they will encounter more. This workshop does not focus on 'failed' projects but rather on those projects which without appropriate intervention would be headed for failure. Failed projects are those beyond help and which should be terminated. Here we focus on projects that are salvageable. It is an exercise-driven, no-nonsense, professional practice-focused workshop positioning the participant to immediately apply the tools and lessons learned in the classroom. The workshop employs the use of both illustrative and practical/working case studies. Illustrative case studies will examine insights from real-world troubled projects. Participants will be asked to bring descriptions of their own examples of troubled projects on which they're currently working or on which they have worked in the past. A number of these will be used as the basis for the practical/working case studies. The approach builds on and complements the disciplines addressed in Project Management Institute's PMBOK® Guide and also addresses issues that arise when managing projects in a complex environment. What You Will Learn You will learn to: Recognize the value of a structured project recovery process Explain the reasons most projects fail Analyze the causes of a project's troubles Construct a negotiation process to use with key stakeholders Apply an effective strategy to planning the recovery effort Manage, evaluate, and adjust the ongoing recovery effort Foundation Concepts Recognizing a troubled project Defining the project recovery process The Reasons Projects Fail Putting failure in perspective Reviewing management issues Analyzing planning issues Exploring complexity issues Assess the Project Stabilizing the project Determining preliminary Go / No-Go Conducting a detailed recovery assessment Negotiate the Recovery Reviewing the basics of negotiation Setting reasonable expectations Obtaining appropriate PM authority Securing key stakeholder support Plan the Recovery Planning for recoveries Rebuilding the project team Reshaping the project plan Managing parallel activities Planning for change management Implement and Adjust the Project Implementing project recoveries Facilitating change Enabling continuous learning Fostering the project team Sustaining stakeholder engagement

Global Project Management: In-House Training: In-House Training In this course, you will dig deeper-and differently-into project management processes, tools, and techniques, developing the ability to see them through the lens of global and cultural project impacts. In today's increasingly global environment, managing a project with customers and support organizations spread across multiple countries and continents is a major challenge. From identifying stakeholders and gathering requirements, to planning, controlling, and executing the project, the basic logistics of a global project present their own standard challenges. However, with additional cultural, language-based, and regional elements, global projects involve more complexities than teams often realize. There are unique communication needs, cultural awareness elements, varying customs and work expectations, and critical legal differences to consider. In this course, you will dig deeper-and differently-into project management processes, tools, and techniques, developing the ability to see them through the lens of global and cultural project impacts. This will leverage you to problem solve differently on global projects, prevent problems, and ensure success. The goal is for you to effectively navigate the challenges of leading projects with multi-regional footprints and globally diverse sets of stakeholders. What you Will Learn At the end of this program, you will be able to: Determine when a project meets the criteria of being a true global one Articulate global project needs based on the project grid and framework Identify and analyze global project stakeholders Recognize cultural differences and articulate how they impact project work Determine global project estimating, scheduling, and staffing challenges Assess global project risks and develop problem-solving responses Analyze complex cultural situations and align optimal project communication and negotiation tools and techniques Apply best practices for conducting virtual team work and mitigating virtual challenges Evaluate ways to control for global project scope, cost, and procurement Align customer management best practices with global customer needs Implement key global project closing activities Foundation Concepts What is a global project? What makes a global project different? A global project management framework Initiating the Global Project Launching a global project Respecting cultural differences Identifying and analyzing stakeholders Developing the communications plan Defining the ideal global project manager Crafting a global project charter Planning the Global Project Gathering requirements for a global project Defining the scope, region by region Estimating and scheduling for global projects Staffing the global project Developing the global risk management plan Executing the Global Project Managing global stakeholder expectations Embracing cultural diversity Honing global negotiation techniques Procuring goods and services on a global basis Managing global legal and regulatory issues at the micro and macro level Monitoring and Controlling the Global Project Status reporting Virtual communication Cost control Schedule control Scope control Customer satisfaction Closing the Global Project Contract closure at the macro and micro levels Administrative closure with global reach Lessons learned

Estimating for Business Analysts: In-House Training A business analyst does not have authority to estimate the project and will not be held responsible for the project staying within the proposed budget; however, the business analyst does participate in various planning exercises with the project team. Many times the business analyst is on his or her own, required to provide estimates of how long it will take to perform their tasks. This course acquaints you with the basics of estimating from the point of view of the business analyst, emphasizing time estimates for the work. It also covers some of the product cost estimates that a business analyst may have to provide when the business is performing a cost/benefit analysis for the project. What you will Learn You'll learn how to: Translate business needs and requirements into estimates Estimate durations using a variety of techniques Negotiate differences in estimates Getting Started Introductions Course structure Course goals and objectives Foundation Concepts The importance of estimating to a business analyst The good and bad of estimating The project context The meaning of good estimating Focuses of estimating Characteristics of a good estimate Estimating the Time Requirements Applicable BABOK® Knowledge Areas Business Analysis Planning and Monitoring Elicitation and Collaboration Estimating the elicitation Information Gathering Plan Relative times for elicitation activities Planning and estimating the business analysis approach and activities Planning the business analysis activities Impact of process Estimating the Product Estimating the value of the product Business analyst's role Defining and determining value Function and use case points Agile estimating Planning Poker Other agile estimating techniques Negotiating estimates Negotiation techniques Negotiation approaches Summary What did we learn, and how can we implement this in our work environment?