INTRODUCTION

There is an art to business success – the art of negotiation. It’s the art of making a deal a matter of persuasion rather than a crude power play. It’s the art of making the  other person your friend, rather than your enemy, no mater how though a bargain you strike. It’s the art of choosing the right strategy for each situation, painting the right business picture, projecting the right personal image, doing the right research, offering the right inducement, applying the right pressure at the right time, asking the right questions, demanding the right extras.

In today’s business climate, the importance of successful negotiation cannot be overstated. Mistakes made during negotiations today are far more serious than they  were just a few years ago. This programme has been designed for executive in general management, finance, purchasing marketing, sales personnel and industrial  relations. It develops skills for more effective negotiation both within and outside the  organisation.

OBJECTIVES

At the end of this programme, the participants will be able to: –

• Successfully manage profitable relationships and negotiate assertively with customers
• Manage every negotiating session to produce desired result
• Resolve conflicts during negotiations using a consultative problem-solving approach
• Improve customers, confidence and negotiating

 

COURSE CONTENT

MODULE 1 : THE ART OF NEGOTIATION

• Negotiation as a Basic Life Skill
• Self-Assessments of Negotiating Practices
• An Overview of the Negotiating Process: The Four Phases

MODULE 2 : PLANNING FOR NEGOTIATIONS

• Getting the facts
• Setting Negotiating Objectives
• Team Exercises
• Defining the Settlement Range

MODULE 3 : INFLUENCE BEHAVIOURS

• The Patterns of Language to Influence and Persuade Others
• The Conscious use of Language and it’s effect
• Create Positive Internal Representations
• The Language Patterns of Influence
• Intonation Patterns

MODULE 4 : UNDERSTANDING DIFFERENT PERSONALITY

• Personality Profiling
• Understand each personality profile
• Dealing with each character

MODULE 5 : AT THE BARGAINING TABLE

• Firing the Opening Gun
• Returning the Serve
• Listening Skills and Body Language
• Extracting and Granting Concessions
• Testing and Maintaining Credibility

MODULE 6 : USING POWER AND APPLYING PRESSURE

• Sources of Power and Leverage
• Using Power Tactics
• Resisting Intimidation and Pressure
• Fighting Dirty Tactics

MODULE 7 : REACHING AGGREMENT

• Co-operative Modes of Negotiation
• Analysis of role-plays Results
• Breaking an Impasse
• Coping with Deadlock
• Fallback Solutions

MODULE 8 : THE WINNING NEGOTIATOR.

• Assessing Your Negotiation Situation
• Developing a Negotiation Improvement Plan

 

TARGET PARTICIPANTS

Executive and Management level

 

METHODOLOGY

An adult learning approach using a combination of lectures and simulation, exercises, management games & group discussions

 

TRAINER

Dr Rahman Ibrahim

Mazibah Mohd Zin

Mazdurah Mohd Zin

 

FEES (WITHOUT ACCOMODATION)

RM1,100.00 per pax

Early Bird RM1,000.00 per pax

(20 days before program)

2 pax RM 1,050.00 per pax

3 pax > RM1,000.00 per pax

(This fees is inclusive of 2 morning tea breaks, 2 lunch , 2 afternoon tea breaks, notes and certificate of attendance for the participants)