Effective Negotiation & Influencing Skills Workshop by Ng Yong Hooi
Date: 13 & 14 May 2019 (Monday & Tuesday)
Time: 9:00am to 5:00pm
Venue: Hotel Melia Kuala Lumpur (Across From Berjaya Times Square)
Introduction:

We have all been involved in situations that required us to negotiate whether at home or at work, and in today’s business climate, the importance of successful negotiation cannot be overstated. Whenever we attempt to close a sale, deal with customers’ complaints, reconcile differences, resolve disputes, manage conflict, influence others, establish or improve relationships, we are negotiating.

This workshop will attempt to discuss the finer nuances of negotiation and prepare you to become an influential communicator in order to arrive at a desirable outcome.

Objectives:

At the end of the workshop, participants will be able to:

• Understand core elements to a successful negotiation
• Apply effective communication skills to build rapport
• Understand the impact of culture and the approaches to attain agreement
• Recognize and deal with dirty negotiation tactics
• Develop positive approaches to influencing others
• Implement negotiation skills in any situation

Program Content:

Module 1: Introduction to Negotiation
• Know what negotiation is and isn’t
• Why negotiation skills matters
• Negotiation difficulties

Module 2: Taking the 1st Step
• The negotiation process
• Key elements when negotiating
• Understand negotiation concepts

Module 3: The Successful Negotiator
• Characteristics of a winning negotiator
• Developing a negotiator’s mindset

Module 4: Preparation
• Knowledge of self
• Knowledge of counterpart
• Understand what drives you and others
• Know your negotiable variables
• Create the negotiation climate

Module 5: Perception in Negotiation
• Understand perception
• Factors affecting perception
• Impact of perception to negotiation success
• Manage counterpart’s perception

Module 6: Using Culture to Attain Agreement
• Recognize cultural factors
• Mind the cultural variables

Module 7: Power Play in Negotiation
• Recognize the different power play
• Manage the power behind the scenes

Module 8: Table Tactics and Tricks
• Deal with dirty negotiation methods
• The art of getting through to them
• Confront unethical ploys

Module 9: Mind Your Communication
• Identify your communication style
• The relational communicator
• Sharpen verbal and non-verbal behaviours and skills
• Cross-cultural communication

Module 10: Questioning and Listening
• Active listening and its approaches
• Questions and conversations
• How to ask effective questions

Module 11: Building Relationship in Negotiation
• How perception impacts relationship value
• Develop skills to maintain long-term relationships

Module 12: Influencing Skills
• The six laws of influence
• Persuasion skills
• Strategies to get from ‘no’ to ‘yes’

Module 13: Towards Win-Win Outcome
• Develop options for a positive outcome
• Closing the deal
• Making the agreement stick

Methodology:
Self-assessments, group discussions, interactive lectures, role plays, exercises and audio-visual.
Who Must Attend:
All Executive Level Staffs.
Investment Fees:
RM1,888.00 per participant (Standard Fee)
RM1,588.00 per participant (Early Bird Fee, register by 06 May 2019)

Group incentive: Register 3 participants from the same organization, the 4th participant is FREE. (Buy 3 Get 1 Free)
Registration:
There are 3 methods to register for this training:
  1. Kindly click here for online registration. Register Now.
  2. Kindly download this registration form, and fill up all the particulars. Please fax back to +6-03-6270-9993. Click here to download Registration Form (177KB).
  3. Call us to register. Tel: +6-03-6270-9883.
Notes:
This Training Programme is SBL Claimable *Subject to PSMB conditions.

Pembangunan Sumber Manusia Berhad (PSMB)We Are An Approved Training Provider Under SBL Scheme With Pembangunan Sumber Manusia Berhad (PSMB/HRDF)