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Advanced Negotiation Skills

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. Based on the Harvard Negotiation Project (HNP), 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.

Course Objectives

• To use business psychology to effectively and achieve positive results for both parties
• To conduct the exploration stage effectively to determine brain processing and motivation for decision making
• To understand ones own negotiation styles, strengths and weaknesses
• To make them more effective in negotiations

Course Outline

1. The Exploration Stage determines the season negotiator
How you probe and the process of asking questions will enhance your ability to identify hidden agendas and motivation. To help you understand your client’s situation and position.

2. Understanding the way a person processes information and the way they think. Understanding their Human Emotional Drivers to know what motivates them and hence understand what works in negotiation.
Understanding self and others will allow the negotiator to better prepare at the negotiation table, anticipate areas of weaknesses, what to prepare in advance and what area while negotiating will be an advantage and disadvantage, understanding buying behavior and how to use it towards an agreement

3. Understanding the role of Body Language and Postures
Identify power that is translated by postures and its value and benefit in negotiations. How postures strengthen negotiations and get clients to agree.

4. Advanced communication skills presenting and listening
Presenting effectively ideas and key benefits to clients, getting attention and making impact, listening and getting the message correctly

5. How to be persuasive and conclude agreements that last
The message and how the message is delivered, speaking with confidence and getting opponent to see clearly the benefits and you would be the best choice, and ensuring the agreement will last and clients will honor it

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 had 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 instruction 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 and Interpersonal Communications. 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

Senior Management and Middle Management professionals; Directors, VPs, GMs, Project Managers, Procurement Managers, Business Managers, HR Managers, Real Estate Managers, etc.

Course Details

Date:

29 to 30 October 2009

Time:

9:00am to 5:00pm

Venue:

NTU@one-north campus, Executive Centre

Closing Date:

15 October 2009

Fee:

Standard: SGD$590 Alumni: SGD$472 Group (3 & Above): SGD$531

Registration fees inclusive of:

Course materials
Light refreshments
Lunch
Complimentary parking (1 entry/day) - applicable at NTU@one-north campus only.
Prevailing GST

Online Registration

>> CLICK HERE to Register Online

Methods of Payment

1. Credit Card (Visa 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)

Cancellation & Refund Policy

Written notification to cce@ntu.edu.sg or fax: (+65) 6774 2911 at least 10 days before course commencement	No cancellation charges (Full refund)
Written notification within 4 – 9 days before course commencement	50% of course fees (50% refund)
Written notification within 3 days before course commencement	100% of course fees (No refund)