Professional Development Program of KIMEP University JSC that has state-recognized license and
certified by FIBAA, Germany, Bonn, invites you and your employees to participate in this seminar.
MINI MBA MODULE
«TRAINING OF BUSINESS (PROFESSIONAL) COMMUNICATION.
TECHNIQUES OF SUCCESSFUL NEGOTIATIONS» (“WIN-WIN NEGOTIATIONS”)
Duration of classes: 3 days, 9:30-17:00
Location: Almaty, JSC “University KIMEP”, Abai Ave., 4
(Valikhanov Str. crossing), Hall # 117 (EEC - Executive Education Center)
Negotiation skills to agree with various people is necessary and in an ordinary life, and in professional sphere. Be you the manager or the
bookkeeper, you should solve problems with participation of associates. Everyone knows, how it is uneasy. Those who on a sort of the activity,
constantly negotiate with suppliers, wholesale clients, dealers and conclude with them transactions.
Negotiations are the process of bilateral information interchange aimed at achievement of the arrangement in conditions of partial concurrence
of interests of the sides. Whether to spend a rigid line or to show compliance? How to discuss conditions of the transaction, not leading
negotiations up a blind alley? Daily we should assert the positions, to go on compromises in reply to a concession of partners, to try to receive
the conditions most favorable to … Protect yourself from the psychological manipulations, the compelled choice with the help of correct
preparation and effective receptions of negotiating.
Topics covered by the course (NEGOTIATIONS):
Negotiations preparation
 Statement of negotiations goals
 Realization of personal interests and partner interests of
negotiations
 Model of negotiations preparation
 Planning Techniques of negotiations process
 Harvard school of negotiations process
 "Win-win" Negotiations and Main stages of negotiation process
You and Negotiations process
 Skills improvement
 Creating self-reliance
 Ability of adapt for any non-standard situations
 Skills of achievement of negotiations goals, training of skills of
consistent behavior of negotiations
Negotiations process
 The first impression
 Realization of positions, strong aspects and resources of
participations of negotiations process
 NLP, trimming (rapport) and negotiations
 Nonverbal communication
 Verbal communication
 Argumentation Techniques and Presentation of Proposal
 Working with the objections
 Negotiations Manipulations
 «Dirty» strategies of negotiations process
 Approving some methods and techniques of counteraction of
pressure and negotiations manipulations
 Techniques of negotiations completion
The success of any negotiations both in sphere of business, and in politics, and in daily interpersonal communication, depends not how
much on advantage or unprofitableness of the offer, how much from a degree of readiness of participants to negotiating process. In the main
image - from the strategy chosen them and model of negotiating.
The present seminar will help you to feel more confidently due to knowledge of a method of basic negotiations. With its help you can effectively
apply the mastered receptions of business communication to achievement of objects in view.
Goals and tasks of a seminar: All our life is filled with negotiations. If you want to become successful, it is necessary to learn to agree with
others. At a seminar
YOU WILL LEARN:
- In what difference and advantages of a method of basic negotiations in comparison with other strategy of behavior;
- Under what conditions cooperation is expedient;
- Why on negotiations not a place to single combat of the sides;
- What strategy is effective and in what the main prize;
YOU WILL SEE:
- How to prepare and propose, which it is difficult to refuse;
- As themselves a message in problem situations on negotiations when circumstances do not favour to you;
- How to conclude the good bargain and to strengthen attitudes{relations} with the partner;
YOU COULD:
- Effectively to be prepared and estimate the chances of success from first minutes of negotiations;
- Skillfully to maneuver and to conduct the tenders, not destroying fragile balance of interests;
- To notice and decipher inwardnesses of partners, in due time to undertake reciprocal actions.
Proceeding from features considered at a seminar that, with the purpose of increase of competence and personal efficiency of participants of a
seminar, will apply the following combination of methods: Mini-lectures; Discussion; Business games; Command and individual tasks; ‘Brain
storm’; Cases.
1
The training goal is improving the skills of business communication, increasing of psychological competence.
The training problems:
 Development of skills of the effective communication with a management, subordinates, partners and clients. Psychological contact
to the interlocutor.
 Increasing of mutual understanding between employees;
 Understanding of ways of the decision of conflict situations;
 Process perfection of transfer of the information in the organization;
 Understanding participants of a role of the personnel in the report of corporate culture up to the client;
 Reception of practical skills of an establishment of phone contact, development of technology of active hearing, creating questions
by phone, dialogue with the difficult interlocutor.
Topics covered by the course (COMMUNICATION):
 Business communication. The basic situations and
psychological mechanisms;
 Elements of communication; Verbal and nonverbal
components of communication.
 Receptions of belief. How to be successful in a
situation of belief;
 Axioms effective communications;






Skills of telephone communication;
The Basic communicative skills;
Aggressive, passive and assertive behaviour;
Psychological receptions of influence on the partner;
Psychological features of public performance
(performance of group of people);
The Feedback in the communications.
On the training completion participants will:
▪ overcome external and internal barriers of misunderstanding;
▪ use methods of the contact establishment;
▪ communicate effectively and without serious consequences with conflict persons;
▪ choose strategy and tactics of conducting negotiations;
▪ use effectively communicative skills;
▪ create and support a favorable microclimate of communication in labour collective;
▪ reduce quantity of mistakes by transfer of the information;
▪
consult successfully in work with the problem situations connected with communications.
Training is intended for a wide range of the persons, wishing to improve skills of the effective business interaction, and increase of
the psychological competence.
Training Methods: Training is spent in a mode of intensive interaction of the leader and participants. For effective mastering by participants
of a theoretical material a plenty of role and business games is included in the program. The program also provides the video material of
separate fragments of seminar with the subsequent discussion of the finished shooting material.
Seminar instructor: NATALIYA PAVLENKO. Psychologist, professional practicing certified business coach.
Member of Association of Psychologists of Kazakhstan.
DBA (Doctor of Business Administration), January 2015. International Masters degree in Business Administration.
MBA with honors from the HEC School of Management, France with specialization in Management. Best Student
Certificate of the International Executive MBA program (2004-2006). “Red” MBA diploma from International Academic
of Business with specialization in Management. Psychology degree from Modern Academy of Humanities, Moscow,
Russia. International Certificate in Psychology recognized by 35 countries. AMA (American Management Association)
International Certification in Management, HR Management, Strategic Leadership, Marketing and Sales. Certificates
in psychological courses, workshops and trainings (Russia and Kazakhstan). Certificate in “Trainers’ Training”, 2010
(Novosibirsk, Russia). Certificate in “Coaching in Management”, 2010 (Novosibirsk, Russia). Diploma in “Psychology
of Compatibility”, 2011 (MentalSkills, Russia). Diploma in “Situational Leadership”, 2011 (MentalSkills, Russia), etc.
Additional information:
Price for 3-day seminar is KZT 86 700.00 VAT included. The price of seminar includes: tuition, individual study
manual, handouts, certificate of completion, lunch and coffee-breaks, car parking in KIMEP University campus.
Price for corporate seminar is KZT 1 080 000.00 VAT included per group for 3 days (15-17 people in a group)
Seminar Schedule: 9:30 AM - 5:00 PM, Lunch - 12:30-1:30 PM, Tea/coffee breaks - 11:00-11:15 AM, 3:00-3:15
PM
***
2
To participate, please fill in this form and send it back to Almaty
by e-mail (abgd@kimep.kz ; solga@kimep.kz ; alex.bogdanov555@live.com)
or faxes: (727) 2374802, 2374803; тел. 2704300, 2704301
Mini MBA Module
«Training of Business (Professional) Communication. Techniques of successful
negotiations», (“Win-Win Negotiations”), duration 3 days
Name
Position
Company, address
Bank Account & Details (р/с,
БИН, ИИК, Кбе)
It is necessary to provide electronic copies of the following documents:
- copy of state registration certificate
- copy of TRN/ BIN certificate
- copy of registration for VAT certificate
Fax
PHH of the company
Tel
E-mail
Tuition payment is made before the beginning of the seminar.
Please, send a copy of the payment order to the above mentioned fax.
Alexander Bogdanov,
Manager, Professional Development Program,
Joint-Stock Company “KIMEP University”
3