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Negotiation Skills

Introduction

In today's environment business research has found that effective negotiations are crucial. Win-Win Negotiations are necessary to create the results to succeed in the market today. People highly skilled in negotiation skills are able to manage situations more effectively whether with internal or external clients.

Course Objectives

• Use interpersonal skills to improve the negotiating climate.
• Plan and Prepare for a negotiation.
• Analyze your - and the opponent’s - power positions.
• Recognize and avoid common negotiating traps.
• Apply pressure tactics and defend against them.
• Devise ways to avoid a deadlock.
• Understand the difference between co-operative and competitive negotiating strategies, when each should be used and their appropriate tactics.
• Read non-verbal gestures accurately and respond effectively.
• Conclude negotiated agreements that stand the test of time.

Course Outline

Introduction

Anatomy of a Negotiation
• Planning and Preparation
• The Opening
• Opening Gun
• Aspiration Level
• Pro & Con
• Exploration
• The Close and Agreement

Mastering Body Language in Negotiating
• Read non-verbal gestures of opponent.
• Use positive or negative gestures intentionally.
• How to counter against negative gestures.

The Effective Negotiator
• Avoiding Deadlock
• Establishing Common Ground
• Behaviors and Activities of Successful Negotiators
• Characteristics of a Successful Negotiators
• Important Traits of a Good negotiator
• The Negotiating Zone
• Exchange items & Concessions
• Power, Pressure and Pressure Tactics
• Negotiating Strategies
• Tactics & Negotiating Traps
• The Negotiating Process

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

Anyone who wants to improve their negotiation skills and also in communicating with others

Course Details

Date:

4 December 2009

Time:

9:00am to 5:00pm

Venue:

NTU@one-north campus, Executive Centre

Closing Date:

20 November 2009

Fee:

Standard: SGD$350 Alumni: SGD$280 Group (3 & Above): SGD$315

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)