“This course is truly
12 - 16 MAY 2013 Beyond Negotiation,
LEADERSHIP RADISSON BLU plus the Principles & Tools
SERIES DUBAI DEIRA CREEK UAE of Strategic Influencing”
COURSE OVERVIEW YOUR INTERNATIONAL
Negotiation is a fundamental skill that is called upon virtually every day, from the COURSE FACILITATOR
salesroom to the boardroom. Knowing how to negotiate well is the key to forging
profitable business relationships, enhancing team cohesion, working smoothly with
customers, and achieving individual goals. Dr. Melanie Billings-Yun
This highly interactive, skills-centered course introduces Dr. Billings-Yun’s GRASP
five-step method for negotiating value-maximizing and durable agreements International
with particular emphasis on establishing value, building trust and overcoming Negotiations Consultant
resistance. Based on her widely praised book, Beyond Dealmaking, this course
introduces the principles and tools of relationship-based negotiation.
Dr. Melanie Billings-Yun, author of Beyond Dealmaking: Five
Steps to Negotiating Profitable Relationships, is an
international negotiation consultant. Formerly research
Workshop Benefits: director and lecturer on history at Harvard’s Kennedy
School of Government, Melanie has spent the past two
Understand and achieve your goals decades assisting Western & Asian companies, NGOs and
Speak to be heard, to persuade and to motivate public agencies to achieve their goals through improved
relationship-management. Her list of over 50 corporate
Resist unfair demands and force clients includes Deutsche Bank, Citibank, PTT, the Boston
Consulting Group, Abu Dhabi Investment Council, Siemens,
Handle disputes efficiently and productively
Samsung, Hyundai, and Unocal.
Know when and how to walk away
A professor of International Management at Portland State
Negotiate and draft effective contracts University, Melanie has a Ph.D. from Harvard University and
an MSc from the London School of Economics. She also
Move from one-time transactions to long-term relationships holds a mediation certificate from the Singapore Mediation
Work more successfully in teams and across cultures Centre.
In addition to Beyond Dealmaking, her publications include
a chapter on “Trust in Mediation” in The Asian Perspective
on Mediation (Singapore: Academy Publishing, 2009),
“You may have attended other negotiation Decision Against War (NY: Columbia University Press, 1988),
and numerous articles on negotiation, relationship
training courses but not ‘Beyond Dealmaking’.” management & dispute resolution. She regularly speaks to
professional associations & business conferences around
the world on negotiation, influencing & leadership
PRAISE FOR BEYOND DEALMAKING communication.
“Melanie is highly personable, in charge of her subject, and possessed exceptional A native or Portland, Oregon, She has lived in Thailand,
presentation skills. A highly enjoyable and rewarding 3 days” Hong Kong, South Korea, Indonesia, Singapore, and France
- Antony Oremosu, Group General Manager, Al Futtaim and has worked throughout Asia, Europe, and the Middle
East. She currently lives in Washington, DC.
“The balance between useful theory and exciting exercises was just perfect! I am
walking out with a comfort I never thought I would achieve when it comes to
negotiations and problem solving.”
– Dorota Lewis, Training & Development Manager, Abu Dhabi Investment Council Exclusive takeaways:
“Dr. Billings-Yun’s workshops have always received the highest kudos from our 1. A copy of her best-selling book
members. For those of us who negotiate daily with institutions and governments “Beyond Dealmaking: Five Steps to
around the world, the key to long-term financial success is in building strong
relationships.” Negotiating Profitable Relationships”
- Tami Overby, Executive Vice President, American Chamber of Commerce in Korea 2. Workshop Materials: a training
manual containing an overview of
“I have never felt so confident going into a negotiation. Thanks!” the course plus work-sheets,
- Anne Arrowsmith, Director of Sales & Marketing, the Regent Singapore--A Four
Seasons Hotel examples and exercises.
© 360 BSI (M) Sdn Bhd (833835-X), Level 8 Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia.
d hd l l l k l l 1
DAY1 THE GRASP NEGOTIATION METHOD WHY THIS EVENT
Introduction and agenda Dr. Melanie's approach to negotiation is very
Discussion: What is negotiation? What are your challenges? When do you appealing. She will get you to open up and see
negotiate? things from a fresh point of view. She will show
Negotiation role play: The Recording Contract you why outsiders act or react the way they do
Self-analysis: How do you deal with opposition? so that you can work toward building a better
Lecture: Beyond Dealmaking: Five Steps to Negotiation relationship.
Case study: Yamhill Berry Farm Harnessing inner strengths and external
negotiating skills is deeply explored in this
DAY2 THE ART OF PERSUASION Dr. Melanie has produced an innovative,
refreshing approach to negotiation based on her
Discussion: What are my communication challenges? two decades of practical experience around the
Self-Analysis: My communication style world. She treats negotiation as an on-going
Lecture: Persuasive communication process that forms the core of a successful
Discussion: Communication boosters and busters relationship.
Video: Words and body language The combination of interactive presentations,
Case study/role play: Four types to persuade hands-on exercises and open discussion groups,
ensures you will obtain maximum value from
DAY3 CONTRACT NEGOTIATION
Negotiation role-play: The Software Contract
Discussion: What is a contract? Why do we have them?
Lecture: Drafting enforceable contracts
Exercise: Who’s in the right?
Contract writing exercise
DAY4 CROSS-CULTURAL NEGOTIATION
AND DISPUTE RESOLUTION
Lecture: Building international partnerships
Self-Analysis: Cross-Cultural questionnaire
Exercise: The deal that wasn’t
Lecture: Changing minds
Role Play: When Business Goes Down the Drain WHO SHOULD ATTEND
Heads of Departments
All Middle to Senior Level Executives/Managers
DAY5 MULTIPARTY NEGOTIATION Professionals/Entrepreneurs
HR Personnel across all sectors
Lecture: Building consensus Purchasing & Contracts Officers
Exercise: Collaboration challenges Business Development Managers
Role play: Dividing the Spoils Legal Counsels & Advisors
Case studies: Putting it all together Negotiators at all levels
Q&A Service Providers
8.00 Registration & Coffee/Tea
8.30 Workshop commences
10.10 - 10.30 Morning coffee/tea
12.30 - 13.30 Lunch
14.40 - 15.00 Afternoon coffee/tea
16.00 End of day
DEALMAKING REGISTRATION FORM
Profitable Fax: +603 9205 7788
Tel: +603 9205 7772
Mobile: +6016 3326 360
12 - 16 MAY 2013
RADISSON BLU Email: firstname.lastname@example.org
DUBAI DEIRA CREEK UAE
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