OIEC - Corporate Skills Training
Negotiation Skills
length of training. Usually the training is scheduled over 20 - 80 hours which can be either run over
regular 2 to 4 hour sessions weekly or alternatively seminar based over weekends or up to 5 days
consecutively.
The Negotiation Skills training incorporates the many facets of a successful international
negotiator. Some of the main topics covered are;

  • Cultural awareness
  • Creating a win-win situation
  • Getting to know your “opponent”
  • Successful pre-negotiation preparation
  • Setting the scene for a round of negotiations
  • Closing specific areas of a negotiation
  • Using scheduled “breaks” in negotiations
  • Appropriate phrases and idioms
  • Avoiding culturally sensitive issues  
  • Team negotiating
  • Note taking during meetings
  • Clarifying points to gain agreement
  • Dealing with conflict situations
  • Showing empathy when appropriate
  • Setting the scene for further negotiations
International Project Management
through a series of lectures, case studies and workshops and participants are expected to actively
take part in all parts of the training package to fully benefit from the course content. Following is a
brief description of the main topics covered throughout the 3 to 5 day training package;

  • Winning the Tendering Process
  • International Standards for Governments, NGOs and International Corporations
  • The UNDF and Other UN managed agencies
  • European Union Rules and Regulations
  • North American Governmental Regulatory Practices
  • Varying practices of international corporations
  • Joint venture projects between corporations
  • The tender and project winners
  • The advantage of knowing how the tender process is won
  • Working with the winners of contracts
  • Positioning  your company to match the expectations of contractors and project sponsors
  • Laying out a clear strategy
  • Effective preparation and Start Up of Projects
  • The uses of systems mapping in project planning
  • Promote the preparation and start up concept
  • Planning the preparation and start up process
  • Incorporating needs and expectation analysis into initial project management
  • Manage preparation and start up workshops
  • Intensify communication by skilled facilitation
  • Planning the administrative management
  • Structure and project management documents
  • Managing the administrative tasks
  • Implement improved preparation and start up
  • Auditing and health checks of project management
  • Understand the concepts and projects of program auditing
  • Recognising the increasing types of auditing and their importance
  • Using audits to learn more about the evolution of a project
  • Required behavioral competencies of project auditors
  • Managing project value, uncertainty and risk
  • The opportunities of favourable public opinion and political influence
  • Managing perceived value through economic turmoil
  • Managing exchange rate fluctuations and material costs
  • Assessment of contractors and their financial strengths and weaknesses
  • Foreseeing risk as opposed to setting a plan to overcome a problem
  • Calculating risk for all parties involved
  • Deadlines and their possible adverse effect of increasing risk to project success
  • Program and project management to innovate effectively
  • Effective negotiation of change with contractors
  • Helping all parties to learn from their own mistakes
  • Open discussion leading to a win-win innovation
  • Leading groups to find a solution
  • Individual and team coaching used as a tool for innovation
  • Avoiding unnecessary conflict situations
  • Dealing with conflict
  • Being the arbitrator in a conflict situation
  • Using your knowledge and converting it to the meeting room
  • Qualitative and Quantitive Needs Analysis
  • Always using the 2 dimensional approach to management
  • Encouraging the self –learning approach
  • Management of change
  • Negotiating through project start up to completion
  • Developing a personal “CODEX”
Marketing Courses and Training
The field of marketing and our training packages have many facets. The training package we use
is usually adjusted to the following criteria of the participants/organization;

A. The area or field of business marketing is conducted
B. The product or service to be marketed
C. The level (seniority) of the members of staff to be trained
D. The market at which products or services are aimed
E. The media by which the marketing is to be conducted (Advertising, Telesales, Face to Face,
etc.)

A brief list of the areas and skills that can be chosen as a focus for training packages is as
following;

  • Presenting a product or service
  • Researching your target marketplace
  • Researching your target buyers
  • Cultural awareness
  • Creating a need
  • Selling product/service benefits
  • The many facets of closing
  • Body language used in marketing
  • Intonation and setting the pace of negotiations
  • Phrases and idioms to be used and avoided in marketing
  • Advertising design and implementation
  • Timing involved in campaigns
  • Marketing management
  • Servicing clients
  • Networking
  • Cold calling
  • Re-selling
  • And many more……..

Should you or your organization require OIEC to prepare a marketing training package specific to
your needs please contact us directly and we will be happy to create a package that fits both your
requirements and time scale for training.
Human Resource Management
needs and expectations from study. Courses can last from 10 hours through to 3 months
dependent on the level of training needed and the topics to be covered. Some of the areas we
cover in training when required by companies are as follows;
Staff Assessment

  • Self actualization – Fulfill complete potential / use full talents
  • Esteem – recognition of worth / personal worth and importance
  • Social – Part of social group / acceptance / affection / friendship
  • Safety – physical protection / ill health / freedom
  • Physiological – food / water / shelter / clothing

Training

  • Orientation
  • On the job training
  • Off the job training
  • Educational programs

Assessment

  • Job review
  • Tasks review
  • Performance review

Company or Department Restructures or Mergers

  • Assessment of company or departmental needs
  • Assessment of products and / or services
  • Staff assessment
  • Psychological testing techniques for new job placements
  • Financial HRD consideration
  • Retraining
  • Avoiding company “gossip”
Logistics Management
Logistics management covers many areas of business and training packages are equally varied
with packages ranging from 20 hours through to 3 months dependant on the
participants/organisations needs and area of business related to logistics.
Some of the topics that the training packages cover are as follows;

  • Supply chain management
  • Transport/freight management
  • Warehouse management
  • IT in SCM
  • Inventory management
  • Sourcing and purchasing
  • Distribution management
  • Service operations management
  • Supply chain strategy
  • Principles of “Activity - based Costing”
  • Customer relations management
  • Project management
  • Designing and managing the supply chain
Hotel Management
The hotel management training packages are designed for staff, managers and owners
of hotels wishing to upgrade the level of service available at their establishment or
chain. The intensity and level of training can be tailored to match the needs of the
hotel.

Following are some of the areas OIEC has completed training packages in;

  • Globalisation – a cause of concern for all restaurateurs and hoteliers
  • Staff motivation and service management
  • Marketing the hotel and its services
  • Increasing perceived facilities without greatly increasing costs
  • Matching hotel improvements to the existing client base
  • Maintaining the hotel’s client base
  • The importance of good manager-client relations
  • Making a hotel “home from home”
  • Keeping ahead of the competition
  • Adapting to times of economic recession
  • Positioning your hotel to take advantage of economic recovery
  • Food and beverage
  • Health and safety
  • Human Resource Development
  • Meeting the needs of international guests
  • Marketing to new and existing clients
  • And many more .......
Cultural Awareness in Business
Many companies and organisations wishing to conduct business on an international scale for the
first time or increase their market share through expansion need some form of staff training on
cultural awareness. Training packages for Cultural Awareness in Business can be from as short as
Some areas that are often requested and covered in the training are;

  • National Stereotypes when doing business
  • Cultural expectations
  • Mannerisms
  • Inappropriate conversation when doing business overseas
  • Avoiding conflict within cultural differences
  • Small talk at business dinners
  • Expectations from other cultures
  • Avoiding being stereotyped when conducting international trade
  • Researching a culture from the internet and news articles
  • Using your research in business
  • Gender issues when conducting international meetings
  • Class and status issues
  • Being culturally “sensitive”
International Trade and Negotiations
business on an international scale for the first time or increase their market share through
expansion need some form of staff training on international trade and negotiations. Training
packages can be from as short as 20 hours through to 3 months dependent on the
participants/organisations needs. Some areas that are often requested and covered in the training
are;

  • National Stereotypes when doing business
  • Cultural expectations
  • Researching a culture from the internet and news articles
  • Using your research in business
  • Gender issues when conducting international meetings
  • Class and status issues
  • Getting to know your “opponent”
  • Successful pre-negotiation preparation
  • Setting the scene for a round of negotiations
  • Team negotiating
  • Note taking during meetings
  • Clarifying points to gain agreement
  • Dealing with conflict situations
  • Marketing on an international level
  • And many more……..