The Professional Negotiator

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • June-24-2024

    Kuala Lumpur

  • July-22-2024

    Kuala Lumpur

  • Aug-26-2024

    Kuala Lumpur

  • Sep-23-2024

    Kuala Lumpur

  • Oct-28-2024

    Kuala Lumpur

  • Nov-25-2024

    Kuala Lumpur

  • Dec-23-2024

    Kuala Lumpur

Dates in Other Venues

  • June-17-2024

    London

  • June-17-2024

    Amsterdam

  • June-24-2024

    Istanbul

  • July-01-2024

    Paris

  • July-01-2024

    Singapore

  • July-08-2024

    Barcelona

  • July-08-2024

    Dubai

  • July-15-2024

    London

  • July-15-2024

    Amsterdam

  • July-22-2024

    Singapore

  • July-29-2024

    Istanbul

  • July-29-2024

    Paris

  • Aug-05-2024

    Paris

  • Aug-05-2024

    Singapore

  • Aug-12-2024

    Barcelona

  • Aug-12-2024

    Dubai

  • Aug-19-2024

    London

  • Aug-19-2024

    Amsterdam

  • Aug-26-2024

    Istanbul

  • Sep-02-2024

    Singapore

  • Sep-02-2024

    Paris

  • Sep-09-2024

    Barcelona

  • Sep-09-2024

    Dubai

  • Sep-16-2024

    London

  • Sep-16-2024

    Amsterdam

  • Sep-23-2024

    Singapore

  • Sep-30-2024

    Paris

  • Sep-30-2024

    Istanbul

  • Oct-07-2024

    Paris

  • Oct-07-2024

    Singapore

  • Oct-14-2024

    Dubai

  • Oct-14-2024

    Barcelona

  • Oct-21-2024

    Amsterdam

  • Oct-21-2024

    London

  • Oct-28-2024

    Istanbul

  • Nov-04-2024

    Paris

  • Nov-04-2024

    Singapore

  • Nov-11-2024

    Barcelona

  • Nov-11-2024

    Dubai

  • Nov-18-2024

    London

  • Nov-18-2024

    Amsterdam

  • Nov-25-2024

    Istanbul

  • Dec-02-2024

    Singapore

  • Dec-02-2024

    Paris

  • Dec-09-2024

    Dubai

  • Dec-09-2024

    Barcelona

  • Dec-16-2024

    London

  • Dec-16-2024

    Amsterdam

  • Dec-23-2024

    Singapore

  • Dec-30-2024

    Istanbul

  • Dec-30-2024

    Paris

Course Details

Course Outline

5 days course

 

Introductions to negotiations

 

  • What is negotiation?
  • Different negotiation approaches
  • Stages of negotiations
  • Dealing with conflict
  • Persuading and Influencing
  • Planning for a negotiation
  • Key negotiation stages
  • Communication skills
  • Action Planning

 

Common tactics

 

  • Power in negotiations
  • Advanced communication skills
  • Negotiating in different contexts and cultures
  • Recognising sales and closing techniques
  • Negotiating as a team
  • Putting it all into practice
  • Action Planning

Win-win negotiation

  • Determining limits
  • Power balance
  • Enquiring and listening
  • Opening, conducting and closing negotiations
  • Applying a win-win approach
  • Adapting to feedback in both group and one on one situations

 

 

 

Problem / opportunity questions

 

  • Benefits / Need Questions
  • Negotiation tools for success
  • Creativity and problem-solving techniques
  • The importance of creativity in negotiation processes
  • Creativity tools
  • Creativity: a self-assessment tool
  • Decision making techniques
  • communication skills
  • Active listening skills
  • Outputs for asking questions
  • The art of asking questions
  • Conflict management methods
  • Workshop: Creativity in overcoming negotiating challenges

 

Maintaining alliances: critical thinking for decision making

 

  • Gaining control and using information – formal and informal
  • Identifying sources and testing assumptions
  • Framing the problem
  • Decision making under pressure
  • Reviewing strategic alliances and building a personal action

Influence & persuasion skills in managing the alliance

  • Challenges of meetings – group and individual strategies
  • Positive influence of listening in challenging situations - good and bad news!
  • Applying rules of influential presentations to maximize impact
  • Maintaining compatible body language & using logic, credibility and passion
  • Feedback and action planning

Course Video