Negotiating and Dispute Resolutions

Course Info

Date: Aug-22-2022

Length: 1 Week

City: Kuala Lumpur

Fees: 3,900

Type: In Classroom

the date is no longer available,
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Available Dates

  • Dec-19-2022

    Kuala Lumpur

  • Feb-06-2023

    Kuala Lumpur

  • Apr-03-2023

    Kuala Lumpur

  • June-05-2023

    Kuala Lumpur

  • Aug-07-2023

    Kuala Lumpur

  • Oct-09-2023

    Kuala Lumpur

  • Dec-04-2023

    Kuala Lumpur

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  • Dec-11-2023

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    London

Course Details

Course Outline

5 days course

 

Fundamentals of Negotiation

 

  • Methodology of negotiation and understanding the do’s and don’ts in negotiations
  • Why/how disputes occur? And how to resolve them
  • Negotiation break-down and its impact commercially
  • Understanding the concept of (BATNA)- best alternative to a negotiated agreement
  • 4 stages of negotiation – preparation, opening, bargaining and closure

 

Negotiation Tools

 

  • Understanding the need for information
  • Learning to draft a proposal for discussion
  • Discussion phase or “How to start a discussion?”
  • Learning “how to bargain?” and “how to close?”

 

Techniques of Negotiation and its Tactics/Plots

 

  • Understanding the difference of cultural and international issues
  • Concept of 3 types of negotiators – Red, purple and blue
  • How to understand body language
  • Importance of non-verbal communication
  • “Time is Money”
  • Analysing the tactics/plots and thus responding effectively

 

How to Deal with Difficult Negotiations?

 

  • Importance on active team negotiation
  • Learning to propose and persuade
  • Learning on how to act as a mediator in negotiation
  • Understanding the concept of “Focusing on Interests rather than positions”

 

Practical Applications

 

  • Case studies on effective negotiations
  • Analyse your performance
  • Practical training and action planning
  • Allocation of team and training to negotiate
  • Review of the course and “Question and Answer session”