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DTSTART;TZID=UTC:20260923T080000
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UID:1539-1790150400-1790269200@brainwork-resources.com
SUMMARY:Influencing and Negotiation Skills
DESCRIPTION:INTRODUCTION \nThere 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. \nIn 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. \n\nOBJECTIVES \nAt the end of this programme\, the participants will be able to: – \n\nSuccessfully manage profitable relationships and negotiate assertively with customers\nManage every negotiating session to produce desired result\nResolve conflicts during negotiations using a consultative problem-solving approach\nImprove customers\, confidence and negotiating\n\n  \nCOURSE CONTENT \nMODULE 1 : THE ART OF NEGOTIATION \n\nNegotiation as a Basic Life Skill\nSelf-Assessments of Negotiating Practices\nAn Overview of the Negotiating Process: The Four Phases\n\nMODULE 2 : PLANNING FOR NEGOTIATIONS \n\nGetting the facts\nSetting Negotiating Objectives\nTeam Exercises\nDefining the Settlement Range\n\nMODULE 3 : INFLUENCE BEHAVIOURS \n\nThe Patterns of Language to Influence and Persuade Others\nThe Conscious use of Language and it’s effect\nCreate Positive Internal Representations\nThe Language Patterns of Influence\nIntonation Patterns\n\nMODULE 4 : UNDERSTANDING DIFFERENT PERSONALITY \n\nPersonality Profiling\nUnderstand each personality profile\nDealing with each character\n\nMODULE 5 : AT THE BARGAINING TABLE \n\nFiring the Opening Gun\nReturning the Serve\nListening Skills and Body Language\nExtracting and Granting Concessions\nTesting and Maintaining Credibility\n\nMODULE 6 : USING POWER AND APPLYING PRESSURE \n\nSources of Power and Leverage\nUsing Power Tactics\nResisting Intimidation and Pressure\nFighting Dirty Tactics\n\nMODULE 7 : REACHING AGGREMENT \n\nCo-operative Modes of Negotiation\nAnalysis of role-plays Results\nBreaking an Impasse\nCoping with Deadlock\nFallback Solutions\n\nMODULE 8 : THE WINNING NEGOTIATOR.  \n\nAssessing Your Negotiation Situation\nDeveloping a Negotiation Improvement Plan\n\n \nTARGET PARTICIPANTS \nExecutive and Management level \n  \nMETHODOLOGY \nAn adult learning approach using a combination of lectures and simulation\, exercises\, management games & group discussions \n  \nTRAINER \nDr Rahman Ibrahim \nMazibah Mohd Zin \nMazdurah Mohd Zin \n  \nFEES (WITHOUT ACCOMODATION) \nRM1\,100.00 per pax \nEarly Bird RM1\,000.00 per pax \n(20 days before program) \n2 pax RM 1\,050.00 per pax \n3 pax > RM1\,000.00 per pax \n(This fees is inclusive of 2 morning tea breaks\, 2 lunch \, 2 afternoon tea breaks\, notes and certificate of attendance for the participants)
URL:https://brainwork-resources.com/event/influencing-and-negotiation-skills/
LOCATION:Kuala Lumpur/Selangor\, Malaysia
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