BEYOND DEALMAKING

Negotiating Profitable Relationships

LEADERSHIP SERIES COURSE OVERVIEW

12 - 16 MAY 2013 RADISSON BLU DUBAI DEIRA CREEK UAE

This course is truly Beyond Negotiation, plus the Principles & Tools of Strategic Influencing

Negotiation is a fundamental skill that is called upon virtually every day, from the salesroom to the boardroom. Knowing how to negotiate well is the key to forging profitable business relationships, enhancing team cohesion, working smoothly with customers, and achieving individual goals. This highly interactive, skills-centered course introduces Dr. Billings-Yuns GRASP five-step method for negotiating value-maximizing and durable agreements with particular emphasis on establishing value, building trust and overcoming resistance. Based on her widely praised book, Beyond Dealmaking, this course introduces the principles and tools of relationship-based negotiation.

YOUR INTERNATIONAL COURSE FACILITATOR

Dr. Melanie Billings-Yun
M.Sc., Ph.D.

International Negotiations Consultant

Dr. Melanie Billings-Yun, author of Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships, is an international negotiation consultant. Formerly research director and lecturer on history at Harvards Kennedy School of Government, Melanie has spent the past two decades assisting Western & Asian companies, NGOs and public agencies to achieve their goals through improved relationship-management. Her list of over 50 corporate clients includes Deutsche Bank, Citibank, PTT, the Boston Consulting Group, Abu Dhabi Investment Council, Siemens, Samsung, Hyundai, and Unocal. A professor of International Management at Portland State University, Melanie has a Ph.D. from Harvard University and an MSc from the London School of Economics. She also holds a mediation certificate from the Singapore Mediation Centre. In addition to Beyond Dealmaking, her publications include a chapter on Trust in Mediation in The Asian Perspective on Mediation (Singapore: Academy Publishing, 2009), Decision Against War (NY: Columbia University Press, 1988), and numerous articles on negotiation, relationship management & dispute resolution. She regularly speaks to professional associations & business conferences around the world on negotiation, influencing & leadership communication. A native or Portland, Oregon, She has lived in Thailand, Hong Kong, South Korea, Indonesia, Singapore, and France and has worked throughout Asia, Europe, and the Middle East. She currently lives in Washington, DC.

Workshop Benefits:
Understand and achieve your goals Speak to be heard, to persuade and to motivate Resist unfair demands and force Handle disputes efficiently and productively Know when and how to walk away Negotiate and draft effective contracts Move from one-time transactions to long-term relationships Work more successfully in teams and across cultures

You may have attended other negotiation training courses but not Beyond Dealmaking.
PRAISE FOR BEYOND DEALMAKING
Melanie is highly personable, in charge of her subject, and possessed exceptional presentation skills. A highly enjoyable and rewarding 3 days
- Antony Oremosu, Group General Manager, Al Futtaim

The balance between useful theory and exciting exercises was just perfect! I am walking out with a comfort I never thought I would achieve when it comes to negotiations and problem solving.
Dorota Lewis, Training & Development Manager, Abu Dhabi Investment Council

Exclusive takeaways: 1. A copy of her best-selling book Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships 2. Workshop Materials: a training manual containing an overview of the course plus work-sheets, examples and exercises.

Dr. Billings-Yuns workshops have always received the highest kudos from our members. For those of us who negotiate daily with institutions and governments around the world, the key to long-term financial success is in building strong relationships.
- Tami Overby, Executive Vice President, American Chamber of Commerce in Korea

I have never felt so confident going into a negotiation. Thanks!

- Anne Arrowsmith, Director of Sales & Marketing, the Regent Singapore--A Four Seasons Hotel

360 BSI (M) Sdn Bhd (833835-X), Level 8 Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia. d hd l l l k l l

COURSE CONTENT DAY1 THE GRASP NEGOTIATION METHOD

Introduction and agenda Discussion: What is negotiation? What are your challenges? When do you negotiate? Negotiation role play: The Recording Contract Self-analysis: How do you deal with opposition? Lecture: Beyond Dealmaking: Five Steps to Negotiation Case study: Yamhill Berry Farm

WHY THIS EVENT

Dr. Melanie's approach to negotiation is very appealing. She will get you to open up and see things from a fresh point of view. She will show you why outsiders act or react the way they do so that you can work toward building a better relationship. Harnessing inner strengths and external negotiating skills is deeply explored in this unique program. Dr. Melanie has produced an innovative, refreshing approach to negotiation based on her two decades of practical experience around the world. She treats negotiation as an on-going process that forms the core of a successful relationship. The combination of interactive presentations, hands-on exercises and open discussion groups, ensures you will obtain maximum value from attending.

DAY2 THE ART OF PERSUASION

Discussion: What are my communication challenges? Self-Analysis: My communication style Lecture: Persuasive communication Discussion: Communication boosters and busters Video: Words and body language Case study/role play: Four types to persuade

DAY3 CONTRACT NEGOTIATION

Negotiation role-play: The Software Contract Discussion: What is a contract? Why do we have them? Lecture: Drafting enforceable contracts Exercise: Whos in the right? Contract writing exercise

DAY4 CROSS-CULTURAL NEGOTIATION AND DISPUTE RESOLUTION

Lecture: Building international partnerships Self-Analysis: Cross-Cultural questionnaire Exercise: The deal that wasnt Lecture: Changing minds Role Play: When Business Goes Down the Drain

WHO SHOULD ATTEND

Heads of Departments All Middle to Senior Level Executives/Managers Professionals/Entrepreneurs HR Personnel across all sectors Purchasing & Contracts Officers Business Development Managers Legal Counsels & Advisors Negotiators at all levels Service Providers

DAY5 MULTIPARTY NEGOTIATION

Lecture: Building consensus Exercise: Collaboration challenges Role play: Dividing the Spoils Case studies: Putting it all together Q&A

COURSE SCHEDULE
8.00 8.30 10.10 - 10.30 12.30 - 13.30 14.40 - 15.00 16.00 Registration & Coffee/Tea Workshop commences Morning coffee/tea Lunch Afternoon coffee/tea End of day

BEYOND DEALMAKING Negotiating Profitable Relationships

REGISTRATION FORM
Fax: +603 9205 7788 Tel: +603 9205 7772 Mobile: +6016 3326 360

12 - 16 MAY 2013 RADISSON BLU DUBAI DEIRA CREEK UAE

Email: kris@360bsi.com
IN-HOUSE TRAINING
360 BSI is passionate about providing strategic technical programs and high potential training solutions across the region to build personal competencies and organizational capability. You will receive practical training from a professionally qualified educator with over twenty years of teaching and training experience. Please feel free to mix-and-match topics from the areas listed below to get the right training content for your staff. Other topics may be available upon request.

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OTHER PUBLIC COURSES

Persuasive Business Writing 10 Key Techniques to Improve Team Productivity BBS & Safety Leadership Root Cause Analysis Professional Proposal & Report Writing Record & Document Management & Archiving Business Continuity Planning & Disaster Recovery

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Hotel Contact Details:

For Room Reservation, contact us for 360BSI corporate rates. Telephone: 00971 4 2057105 Fax: 00971 4 2234698 E-mail: reservations.dxbza@radissonblu.com Radisson BLU Hotel, Dubai Deira Creek Baniyas Road, P.O. Box 476, Dubai, UAE

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Closing date for registration is 5th May 2013. The fees cover lunch, tea breaks, materials and certificate. Official confirmation will be sent, once registration has been received. Participants will need to arrange their own accommodation. Attire: Smart Casual

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Cancellations/Substitutions
Substitutions are welcome at any time. Please notify us at least 2 working days prior to the event. All cancellations will carry a 10% cancellation fee, once a registration form is received. All cancellations must be in writing by fax or email at least 2 weeks before the event date. Cancellations with less than 2 weeks prior to the event date carry a 100% liability. However, course materials will still be couriered to you.

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COURSE FEES

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PAYMENT DETAILS
Payment is required within 5 days upon receipt of the invoice.
Bank transfer: 360 INTERNATIONAL LIMITED Standard Chartered Bank P.O.Box 999 Al Fardan Building, Al Mankhool Area, Bur Dubai, Dubai, U.A.E Account No: 02-2077311-01 USD Swift No: SCBLAEADXXX IBAN No: AE920440000102207731101

USD 3,995 per delegate USD 3,795 per delegate - register before 28-FEB-2013 USD 11,100 - Special for Group of 3
The fee does not include any taxes (withholding or otherwise). In case of any taxes applicable the client has to ensure that the taxes are paid on top of the investment fee paid for the course. Compliance with the local tax laws is the responsibility of the client.

* Save up to 50% for In-house Training program

All payments must be received prior to the event date

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360 BSI (M) Sdn Bhd (833835-X), Level 8 Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia.