Overview

This course provides you a systematic framework that could help you to negotiate like a pro. By following the systematic framework, it could ensure you to obtain constants results. As you are clear with your steps, it is very unlikely you will make careless mistakes and control by the other party.

Duration

2 Days

Who Should Attend

Executives, engineers, technical specialist, managers, general managers, directors and entrepreneurs, are encouraged to attend this session.

Objectives

By the end of the session, you would be able to:

  • Discover your negotiation attitudes to adapt to the styles or approaches that best fit you
  • Identify the objectives and variables that influence a negotiation
  • Know ways to obtain information of the other party and estimates the other party’s requirement based on the information
  • Formulate negotiation plan to smoothen the negotiation process
  • Apply a proven framework to conduct a successful negotiation
  • Handle different types of negotiation styles and situations
  • Manage conflict arises during the negotiation, applying proven tactics to resolve the conflicts
  • Gain control in negotiation by recognizing negotiation tactics used to gain an advantage over the other party
  • Be aware of unethical negotiation tactics and respond appropriately
  • Build your confidence in meeting with future negotiation opportunities
  • Extend your professional skills and add your career value

Course Outlines

Appreciate the importance of negotiation

  • A look on the negotiation opportunities we have in our daily life, whether to negotiate or not, and the relationship between negotiation and conflict.

Diagnose your negotiation problems

  • Review your negotiation attitudes and conflict resolution styles. Compare yourself with the characteristics of successful negotiator.

Understand the negotiation process

  1. Establish your negotiation terms of agreement
  2. Get to know the other party
  3. Formulate the game plan
  4. Conducting the negotiation
  5. Reaching the agreement

Establish your negotiation terms of agreement

  • Identify your negotiation objectives and requirements. Determine your variables, and understand your strength and weaknesses.

Get to know the other party

  • Learn the how to gather information of the party, and estimate the other party requirements.

Formulate the game plan

  • Set your ideal agreement, plan the negotiation environment and agenda.

Conducting the negotiation

  • Understand the criteria of effective communication during the negotiation. Recognize the different negotiation styles and ways to handle it.

Managing conflict during negotiation

  • Apply the conflict resolution model to resolve conflict during negotiations.

Dealing with difficult people and difficult situation

  • Ways to gain control in a negotiations with difficult people, and how to respond to unethical tactics or negotiation ‘traps’.

Training alone is not enough

  • Develop your skills and apply what you have learned in the real world.

Inhouse Training Framework - ADDIE Model

In GIN, we will work with you to modify courses or develop one to meet the specific requirements of your business. To assure your investment on training is not wasted and to maximize the value of the in-house program, we apply the ADDIE model – a dynamic, flexible guideline for building effective training and performance support tools. You may learn more about ADDIE model here.

Contact Us for Quotation

Contact us now for training at the Venue and Date of your choice throughout Malaysia and Internationally. Do let us know what is your expectation, number of participants, participants' profile and your preferred date and venue.