Course Objectives

• Understand the power of leadership competencies
• Know when to manage and when to lead his team
• Clearly visualize his goals and communicate them to his team
• Help his team find creative solutions to workplace challenges
• Develop a high-performance team i.e. build a winning team.
• Use effective communication to motivate and coach
• Find an appropriate balance between the five major leadership roles
• Effective prepare for a Negotiation
• Conduct and Close a Successful Negotiation

Course Outline:

Leadership

• Function of Management
• Knowledge, Skills & Competencies
• Traits of a Leader
• Leadership Attributes
• Situational Leadership
• The Equity theory
• The Contingency theory

Communicating Effectively

• Elements of Effective Communications
• Verbal Communications
• Non-verbal Communications
• Understanding body language
• Principles of Effective Communications
• Reasons of ineffective Communications
• How to ask Questions
• The art of Listening

Preparing for a Negotiation

• Defining Negotiation
• Understanding the principle of exchange
• Identifying objectives
• Preparing yourself
•  Assessing the opposition
• Choosing a strategy
• Using an agenda
• Creating the right atmosphere
• Using seating plans

Conducting a Negotiation

• Judging the mood
• Making a proposal
• Responding to a proposal
• Responding to ploys
• Persuading
• Establishing positions
• Strengthening your positions
•  Weakening the other party's position

Closing a Negotiation

• Trading Positions
• Choosing how to close
• Moving to a close
• Handling breakdown
• Using a mediator
• Going to arbitration
•  Implementing decisions
• Assessing your ability