About

the program

During the first module participants will work on understanding leadership challenges and priorities as well have an opportunity of assessing personal leadership potential. They will also learn how to lead through using people as a key organizational resource, understand importance of teams, and develop skills for the management of effective contexts.

In the second module participants will discuss what makes a good negotiator, looking at personality and skills that help make a negotiator successful. It focuses on negotiation styles and strategies, including a survey to help determine a person’s primary negotiation style and how to use all of the styles in different situations. Some time will be spent on listening skills (including a survey to measure participants’ listening skills), non-verbal skills, and their importance in sales and negotiations in both domestic and international situations. The second part focuses on more specific negotiation and sales skills, including planning a negotiation or sales call, finding customers, making the opening offer, dealing with objections, ethical issues and closing the deal. The workshop will include a short negotiation scenario and a cases study.

The program is held in Sarajevo, Bosnia and Herzegovina.

Modules

Module I: Leadership for High Performing Teams, led by Drikus Kriek

When: April 10 - 11, 2017

Topics:

• Leadership issues – setting the scene
• Leadership contexts: leading globally and organizationally, and leading Teams
• Tools to lead people: foundations, frame, functioning, flow and performance
• Leading reflectively with my strengths and performance

Module II: Discovering Individual Negotiation Mindset and Style, led by Jennifer Pope

When: April 12 - 13, 2017

Topics:

• Relationship between negotiation and sales; Developing a win-win strategy in negotiations
• Developing negotiation skills ; Negotiation styles; Using the negotiation styles for a more successful negotiation
• Listening skills; Non-verbal skills - Importance of both in negotiations and management
• Planning for a negotiation/ Sales call; Finding the right customers
• Making the opening offer Putting the price package together; Dealing with objections; Closing the deal
• Ethical Issues in sales/ negotiations

The speakers will be joined by guest speaker Mr. Amer Bukvić.

Program Fees

1.760 € + VAT for 4 days

Early Bird: 1.670 € for 4 days till March 15, 2017

880 € + VAT for indiviual themes of 2 days

Register before March 15 and get an early bird price:

1.670 € + VAT for 4 days or 820 € + VAT for 2 days.