Negotiation Skills Training for Managers by 08pBkT


									The REAL Negotiations Skills for Sales Managers & CEO
The essence of successful business interactions from both the seller's and buyer's

Featuring role plays and case studies developed by Project on Negotiation at Harvard Law School

Those who know how to negotiate get the bigger piece of the pie. No exceptions.

Negotiating effectively is a subtle, unobtrusive professional skill. It has to be learnt just like any
other skill. It directly influences corporate profitability. All company staff members SHOULD
know how to negotiate. If you are not aware of negotiation principles, you are costing your
company millions of dollars in lost opportunities.

Your prospects, customers, suppliers, partners and associates are applying negotiation principles
and tactics on you right now, encouraging you to give them a bigger portion of your share of the
pie -- without your realizing it. Of course, you don’t realize it -- because the basic premise of
negotiating is that it is applied without the other side even remotely sensing it.

This program equips you with powerful negotiating and influencing techniques and strategies.

   Links ideas presented directly to participants' actual negotiation / influencing situations
   40% expert input (or lecture), 60% audience participation (learning by doing);
   Discusses current best practices in business negotiations, adapted to suit the Asian
     business environment
   Each participant receives a comprehensive fact-filled workshop-manual-cum-resource-
     book for easy on-the-job reference;
   40% expert input (or lecture), 60% audience participation (learning by doing)
   Extensive workshop-manual-cum-resource-book for future reference
   Validated by EDS Advance Academy, Asia Pacific, in collaboration with Southern Luzon
     State University, Batangas State University, Sultan Kudarat Polytechnic State College,
     Laguna State Polytechnic University, Palawan State University, Akamai University, and
     American Heritage University for CEU award purposes
   Endorsed by HRD Gateway, malaysiaHRonline, HumanTalents International, and
   In association with HRD Gateway, this program offered in: India, Pakistan, Sri Lanka,
     Singapore, Malaysia, China, Taiwan, Indonesia, Brunei, Thailand, Cambodia, Vietnam,
     Laos, Myanmar, Philippines, Czech Republic, and USA
You will …..
    Discover your negotiation profile;
    Learn how to prepare for business negotiations;
    Know how to use the William Ury Model;
    Capitalize on the power of benefits;
    Learn how to apply negotiation strategies in various situations;
    Know all about money in negotiations;
    Maintain control in most difficult situations;
    Be able to place and give concessions;
    Know how to use variables in negotiating;
    Understand the concession curve;
    Be aware of negotiation games other people play on you;
    Learn to use countering tactics in negotiations;
    Know how to use the perception of power when negotiating;
    Learn how to be credible in the eyes of the other party;
    Know how to close a deal.

By the end of the session, participants would understand principles of business negotiation that
they can use to create a competitive edge for themselves and their companies. They would be
able to prepare, plan, develop and execute appropriate strategies in business negotiation and

So far, how have you been negotiating?
Group exercise: “How not to lose your shirt in a negotiation encounter”

Negotiation concepts
The four stages of Negotiation

Negotiation styles
Characteristics of a competitive style
Why would the other party use competitive style of negotiation?
When should you use the competitive style of negotiation?
Characteristics of cooperative style of negotiation
When should you use the cooperative style of negotiation?

Strategy in negotiation
Personal wins and hidden needs
Two Levels of Benefits
How to uncover hidden personal wins
Influencing strategies used by sales people
How a doctor sells
Using WIIFM in negotiating, influencing and persuading

Opening tactics
Test yourself on "The Opening Statement"
Who opens first?
Krunch early and krunch often
If you have to open first
                                                                               PROGRAM SCHEDULE
Entry points, exit points, BATNA
Assumptions                                                                            Day 1
                                                             8:30 a.m. – 9:00 a.m.       Registration
Tactics -- How to's                                          9:00 a.m. – 10:15 a.m.      Training Start
Over 50 tactics used in negotiating / influencing            10:15 a.m. – 10:30 a.m.     Morning Break
How to counter tactics
                                                             10:30 a.m. – 1:00 p.m.      Training Continue
                                                             1:00 p.m. – 2:00 p.m.       Lunch
When they say they want this, do they REALLY mean they
want this?                                                   2:00 p.m. – 3:30 p.m.       Training Continue
Issues, positions, interests, options, and variables         3:30 p.m. – 3:45 p.m.       Tea Break
The question of position versus interest                     3:45 p.m. – 5:30 p.m.       Training Continue
Position-Interest role play
                                                             5.30pm                      End of Day 1
Creating Options
                                                                                       Day 2
Options Role Plays
                                                             8:30 a.m. – 9:00 a.m.       Registration
All about making concessions (giving in)                     9:00 a.m. – 10:15 a.m.      Training Start
Variables in negotiation                                     10:15 a.m. – 10:30 a.m.     Tea Break
Some variables                                               10:30 a.m. – 1:00 p.m.      Training Continue
Other variables applicable to your business                  1:00 p.m. – 2:00 p.m.       Lunch
                                                             2:00 p.m. – 3:30 p.m.       Training Continue
Deadlock, impasse, stalemate
                                                             3:30 p.m. – 3:45 p.m.       Tea Break
The wrong way to break a deadlock, impasse, stalemate
How to break deadlocks, impasse, stalemates                  3:45 p.m. – 5:30 p.m.       Training Continue
                                                             5.30pm                      End of Training
Video presentation
Mark McCormack's "What They Don’t Teach You At Harvard Business School

Money and negotiation
Various ways of working around money
The use of “funny money”
How to create perceptions on value of money
How to negotiate a price increase
The ubiquitous “It’s too expensive......”

Power in negotiation
Factors affecting your negotiating strengths
The perception of power
Types of power
Power building strategies

How to help the other party come to a decision
How to trial-close
Buying signals -- spoken, unspoken
Making final offers
Conclude with a nibble
What to do when a decision with the other party is reached
                                        Trainer’s Biodata

                              Daniel Wong
                              Member of Malaysian Institute of Management
                              Certified Professional Trainer, MIM
                              Certified Master NLP Practitioner, NFNLP USA
                              MBA (General) University of Hull, UK
                              Council of Engineering Institutions (UK) Part I & II
                              Associate Member of Institute of Electrical Engineers, UK
                              Graduate Member of Institute of Engineers, Malaysia
                              ISO Standardization Internal Auditor
                              NLP Trainer the Trainer Certification, NFNLP

Daniel has more than 26 years experience in the corporate world, out of which 11 years has
been spent on coaching and training: teaching Management & Leadership skills,
Communication Skills & Negotiation Skills - training Companies and individuals on Sales &
Marketing, Course Consulting, Neuro-Linguistic Programming (NLP) and Sub-conscious
learning skills. And in the process, continually coaching and motivating all his students, staffs
and associates to learn, grow and expand their personal paradigms and horizons.

He also has extensive marketing and sales experience; from selling single course programs
to education franchise businesses; as well as single pieces of equipment right-up to multi-
million US dollar projects for more than 15 years. In his last major corporate appointment as
Assistant General Manager of GEC (UK), Mahkota Technologies, where he was fully in-
charge of both local and regional sales for his Division, he successfully managed over 15
different products and systems, with an annual turnover of RM60 million, for both the
domestic and regional markets.

He is an engineer by profession and has completed his professional engineering degree, the
Council of Engineering Institutions, UK., Part I & II within 2 years, one year short of the normal
period of 3 years. As such he was awarded: Excellent Performance Award in the
Professional degree. Positions held in the various multi-national corporate companies include
from a young installation/service engineer to department manager & general manager of a
leading MNC. Currently, he is a Certified Professional Trainer with the Malaysian Institute of
Management (MIM) and Cambridge ICT. He is also a Certified Master NLP Practitioner of the
National Federation of Neuro-Linguistic Psychology, USA.

He also specializes in Effective Communication & Negotiation skills, Management &
Leadership Skills, Sales training applying Neuro-linguistic Programming and Subconscious
Learning in order to accelerate adult learning. His other specialities include Functional &
Instructional English for the Workplace, Effective English for Front-liners, Writing Skills,
Presentation skills and Engaging Dialogue.

Daniel recognizes the great potential within each individual participant and he believes in making
a difference in their learning through his personalised, demonstrative, practical and dynamic
approach to make training an enjoyable and valuable experience. His passion for training stems
from his innate desire to empower all those individuals who are keen to seek knowledge, wisdom
and self improvement; so that they can be the person they need to be to have what they want
                                       The REAL Negotiation Skills for Sales,
                                       Managers & CEO

                                         COMPANY / ORGANIZATION DETAILS
        5 & 6 March 2012                 Company / Organization Name:
        4 & 5 June 2012
        3 & 4 Sept 2012
        3 & 4 Dec 2012                   Address:
*Choose your preferred date

Park Royal Hotel, KL

TIME:                                    Name Of Contact Person: Mr/Ms
9:00am – 5.00pm

TRAINING FEES:                           Tel:                            Fax:                        Email:
RM1, 580.00 per participant
- Course fee includes 2 tea
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afternoon), a lunch, course
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attendance                                          Email:                                           Designation:

TEL: 03-3343 2180                        2.         Mr/Ms:                                           Mobile No:
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FAX: 03-3341 5755
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Early bird fees – Enjoy early bird       4.         Mr/Ms:                                           Mobile No:
discount of RM150 for registration
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with payment 2 weeks prior to
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WRITTEN CANCELLATION:                    5.         Mr/Ms:                                           Mobile No:
Registration cancelled 7 days prior                 Email:                                           Designation:
to the event is subject to charge of
50% of course fee

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 No.9A, First Floor, Lintang Pekan Baru, Off Jalan Meru, 41050 Klang, Selangor
 Tel: 03-3343 2180 Fax: 03-3341 5755

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