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Advanced Negotiation Skills (SFC) 

Introduction

In an economic downturn, a clear understanding of the business situation equipped with effective negotiating skills can help you score better deals. Regardless of the nature of the deal, intelligent negotiating skills are required to reach an outstanding outcome.

In this 2-day course, you will examine how to negotiate on a principle negotiation model, measure the success of negotiations, and evaluate why negotiations succeed or fail. This programme is designed for senior executives and managers who are looking to strengthen and sharpen their skills and strategies to deal with the most complex and challenging aspects of the negotiation process, in order to achieve lasting agreements with added value. Informative and highly practical, this programme includes role plays, exercises and simulations relating to a range of negotiation contexts. You will learn to think creatively, establish a favorable climate, and create innovative agreements. 

Objectives

• To use business psychology to effectively achieve positive results for both parties
• To conduct the exploratory stage effectively to gain useful insights of your opponent’s position
• To understand and interpret signals and other non-verbal gestures
• To know one’s own negotiation styles, strengths and weaknesses
• To understand and use power tactics

Methodology
• Lecture
• Self-assessment
• Learning games
• Case studies
• Role plays
• Group discussions
• Videos
 

Outline

1. The Exploration Stage determines the seasoned Negotiator
How you probe and ask questions will determine your ability to identify hidden agendas and aspirations of your opponent.

2. Understanding the way a person process information and the way they think
Understanding oneself as well as others will enable you to better prepare at the negotiation table. You will be able to determine the areas of weaknesses of the opponent, and use them to your team’s advantage. You will be able to conclude the negotiation with perceived benefits to the other party.

3. Understanding signals and other non-verbal gestures
Learning how to read the body language and other signals of the opponent is a valuable skill as it can cue you to knowing if the other party is telling the truth during negotiations.

4. Advanced communication skills
Important communication skills such as listening, presenting and questioning can help you emerge victorious in the exchanges of concessions during negotiation.

5. How to conclude agreements that last
Successful negotiation is not about you winning at the expense of the other party. It is about how to make the other party understand your side of things and how they can see benefits for themselves in the deal. A successful negotiation is one in which both parties end up win-win, and are willing to do more deals in future.  

Trainer(s)

Mr Teo, John

John Teo has more than 25 years of working experience in senior management and more than a decade of training, management development and facilitation experience.

John is the President of International Brotherhood of Magicians (Singapore Chapter) and he frequently uses magic in his workshops presentations not only to enliven the audience, but also to bring out important learning principles in a fun way. It is in magic that John’s application of creativity and innovation is most evident.

Combining his success in management, business and magic, John is best qualified to teaching creativity and innovation. John has previously delivered Creativity workshops to Neptune Orient Lines, National Library Board, and McDonalds Asia Pacific. Here is what one satisfied customer said of his Creativity workshop: "Thank you, John, for all your valuable instructions and hard work at our McDonald's conference. You were much appreciated by all of our attendees for your wit, charm, knowledge of subject and ability to deliver... You're the best!" – Carl (CW) Wolfe, Global Manager, Marketing, McDonald's Corporation.

Besides Creativity and Innovation, John also specializes in the areas of Teambuilding, Leadership, Managing Conflicts, Handling Difficult People, Interpersonal Communications, as well as Project Management. Some of his clients include Jurong Shipyard, Land Transport Authority of Singapore, Management Development Institute of Singapore, Ministry of Defence and Singapore Prison Services.

John is a Certified Professional Behavioural Analyst (CPBA), and a member of the Marketing Institute of Singapore (MMIS). In addition, he also holds a Bachelor of Engineering from the National University of Singapore, and a Certified Professional Trainer from the International Professional Association, UK.

Who Should Attend

Middle and senior managers in a company, project managers, procurement managers, real estate managers, etc.

Course supported for the new Union Training Assistance Programme (UTAP) funding

Union members may enjoy up to $250 unfunded course fee support when you sign up for courses supported under UTAP. Conditions apply. Visit www.ntuc.org.sg for more information.  

Details

Date(s):

23 and 24 August 2017 

Time:

9:00am to 5:00pm 

Venue:

NTU@one-north campus, Executive Centre 

Closing Date:

9 August 2017 

Course Fee:

Standard: S$631.30  

NTU/NIE Alumni, Staff & Students: S$505.04  

Group (3 & Above): S$568.17

NTUC Member: S$568.17

 

Registration fees inclusive of:

  • Course materials

  • Light refreshments

  • Complimentary Lunch - applicable at NTU@one-north campus only

  • Prevailing GST

Online Registration

>> CLICK HERE to Register Online

 

Methods of Payment

1. Credit Card (Visa, American Express and Mastercard only)

2. Cheque made payable to Nanyang Technological University

3. Invoice to Company (for Company Sponsored Participants)

4. E-invoice (for Government Organizations)

5. Telegraphic Transfer or Bank Draft (Note: All related charges are to be borne by participant)

Cancellation & Refund Policy

A written notification to cce@ntu.edu.sg or fax to

6774 2911 before course closing date.

No cancellation charges (Full refund)

 

 

A written notification on or after course closing date.
 

No Refund

SkillsFuture Credit (if applicable):
- Participant to cancel their claim with WDA
- NTU-CCE reserves the rights to collect the full fee amount from the participant

Replacement Policy

Given a 3 days notice before course commencement, companies may replace participants who have signed up for the course. Terms and conditions apply.

 

There is no replacement for participant utilising SkillsFuture Credit. Participant to cancel their SkillsFuture Credit claim with WDA.

Terms and Conditions

• Course is subject to a minimum participation before commencement
• Course is subject to a first-come-first-serve basis in light of overwhelming responses
• NTU-CCE reserves the right to change or cancel any course or trainer, in light of unforeseen circumstances
• All details are correct at time of dissemination

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