WIN WIN NEGOTIATION SKILLS
Approved Professional Development Centers by The Institute of Commercial Management, UK
OTC RM200 voucher to be given away---
Group pricing available- 5 pax and above!!!
HRDF SBL CLAIMABLE
2 Days Practical Training Course: 24 & 25 June 2009 Sheraton Hotel, Subang Jaya
For details: call STEPHANIE /Tel: 03-56330553 email: sheela@otc.com.my
OVERVIEW
The ability to negotiate well is a very important skill in business. However, to attempt achieving a Win / Win
outcome is even more important. Most negotiations result either in a win / lose or lose / win situation where
one party leaves the negotiating table dissatisfied. In a win / win scenario, both parties end up being satisfied
with the outcome of the negotiations. There are skills that can be acquired enabling one to effect a win / win
outcome each time negotiations take place. Such skills culminating in the ability to negotiate professionally
transcends the business arena. One would be able to use such skills in many of life's situations as well.
REASON TO PARTICIPATING
?? It introduces the process of professional negotiations.
?? It illuminates on the qualities and characteristics required of good negotiators.
?? It introduces techniques and tactics necessary in effecting a win / win outcome in negotiations.
?? It demonstrates the use of negotiations in many situations.
WHO SHOULD ATTEND
?? Personnel who are actively involved in negotiations on behalf of their companies.
?? Anyone who finds that they have to constantly negotiate even in non-business situations.
COURSE OUTLINE
1. Programme Starters
?? Discussion of attainable objectives to be achieved through the programme.
?? The relationship between Learning & Improved Productivity
?? The 4 Rules to Successful Skills Acquisition.
2. The Need Theory Of Negotiation
?? What is a Negotiation?
?? Why the need to negotiate? Situations where negotiations make a difference.
?? When to negotiate?
?? The different levels of negotiations
3. Styles Of Negotiations
?? Understanding the different personality types of those we negotiate with
?? Matching the style of negotiation with the situation and the personalities involved.
4. Preparation Phase
?? Analysing our offer and that of the competition.
?? What do we need to know?
?? Utilising information to help strengthen our position.
?? Preparation checklist
5. Discussion Phase
?? Setting the tone and pace for negotiations
?? The use of appropriate ice-breakers
?? Stating of opening positions.
?? Recapitulation of agreed points.
6. Negotiation Techniques And Tactics
?? The various negotiation techniques and tactics available and the situations during which each are suitable
?? Recognising tactics commonly used by other parties
?? Selecting proven techniques to overcome these tactics.
7. Proposal Phase
?? How to use the "if…then" method appropriately to our advantage when faced with difficult parties.
?? Skills on evaluating, offering and exchanging concessions leading to two-way movements.
?? Blue and Red Chips.
8. Bargaining Phase
?? The importance of knowing when and how to make firm offers
?? Mental checks and balances in ensuring a win/win outcome.
?? How to make firm and final offers to achieve a mutually beneficial agreement.
9. Video-Taped Role Plays
?? Role-playing sessions which will be video-taped to facilitate the learning experience.
?? Peer evaluation and facilitator's feedback.
?? Repeating role-plays with tact and skill.
OUR CONSULTANT
Benjamin B. Davidson B.A. Hons. ( Accounting ) London
M.B.A. ( Marketing ) Warwick
MCIM, ABIM, CMHKMA
Benjamin does professional consulting work in the frontline revenue areas of Strategy, Marketing, Sales and Customer Service,
primarily via the learning avenues of development training and executive coaching.
His career has included senior positions with managerial responsibilities in both private and public-listed companies in a range of
industries in Malaysia, Singapore and Hong Kong. His range of experience includes developing export markets and networks of
overseas distributors for local companies in Europe, Australia and the Far East. He was also a Corporate Planner with
responsibilities which included formulating expansion and rationalising plans for companies within a group which was
public-listed in Kuala Lumpur, Singapore and London. His career further progressed into the international arena when he joined a
Hong Kong-based public-listed company as an Advisor on special projects. He was also responsible for several high-profile
acquisitions for another leading public-listed company in Hong Kong and London. He was then that company's sole mergers and acquisitions
specialist with geographical responsibility over Asia, Australia and North America.
Benjamin has been a Corporate Consultant for the past fourteen years. He has had the privilege of working on assignments with some of the
world's largest organisations. His assignments have taken him to countries as far east as The People's Republic of China and as far west as India,
and virtually every country in between.
He continues to work with large multinational companies throughout the region. He has and is currently personally consulting with and training
the following clients:
Transportation Industry: Hanjin Shipping, Maersk, Mediterranean Shipping, M.I.S.C., Singapore East Port
Financial Industry: Affin Bank, Alliance Finance, American Express, MUI Continental Insurance, SCOR Pacific
Communications Industry: Klotz Digital Asia, Sapura Telecom, Time Telekom
Petroleum Industry: British Petroleum, Castrol, Connell Bros. Ltd.
Real Estate Industry: Ascendas Singapore, Jones Lang-Wootton, Metro Kajang, SembCorp Parks Management
Mfg & Trdg Industries: Ace Canning, Adabi, B.A.S.F., British American Tobacco, Bolton Group, Boustead Sissons Paints, Cathay Motors,
Champion Photochemistry, CSR Building Materials, Dutch Lady Milk Industries, Energizer, Ginvera Marketing, Goodyear, Intrapac Trading,
JAC (now Avery-Dennison), Jebsen & Jessen, Kara Marketing, Malayawata Steel, Mitsubishi Motors, Muda Holdings, Paperboard (A Carter
Holt Harvey Business), UMW Toyota Info Tech Industry: Canon, Hewlett-Packard, Infinite Quest, Microsoft Retail: Bakers Cottage, Bally Boutiques, CCK
Freshmart, Cool Kids, Haagen-Dazs, Levi Strauss, Hotel Industry: Four Seasons Regent Hotel, Holiday Inn Group, Quality Hotel Group, Shangri-La Hotel
Group Publishing Industry: Addison-Wesley Publishers, The Financial Times.
Pharmaceutical Industry: Akzo Nobel (Organon Pharma), Aventis Farma, Bristol-Myers Squibb, Mead Johnson Nutritionals, Novartis, Novo
Nordisk, Zuellig Pharma
Conglomerates: Inchcape, Sime Darby Group, Reliance Travel & Tours, SAMP S.p.A., SONY
Services Ind. (Others): Alam Sekitar Malaysia, ASTRO, Malaysian Heart Institute, MHE-Demag
He brings with him a wealth of experience, not just as a Corporate Consultant, but also from the corporate worlds of some of the most dynamic
countries in Asia. Further to his extensive experience in the consultancy profession, Benjamin had set up, built and managed an accredited institution
of higher learning, as both a founder Director and Chief Executive Officer.
Benjamin holds a Bachelor of Arts (Honours) Degree in Accounting and a Master of Business Administration Degree, specializing in Marketing,
both degrees of which were obtained in the United Kingdom. He is currently completing his Doctor of Business Administration Degree (D.B.A.)
with the University of Newcastle, Australia, where his research focus is on the disparity of entrepreneurial development between two Asian Tiger
nations. He has further contributed to the international academic arena with groundbreaking academic papers centering on corporate strategy, particularly
his development of the Incremental SWOT tool. He continues to contribute through this avenue with current projects centering on Asian Branding
Practices.
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