Strategic Contract Negotiation and Deal Making
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All successful business relationships are built on equitible CONTRACTS.
Whether it's for procurement, settling disputes through re-negotiation, navigating your way to more advantageous terms and conditions or even dealing with internal departments, contract negotiation is a very HIGH-STAKES game that requires a significant
degree of STRATEGY and PERSUASION.
Organizations must know the right negotiators to deploy at the table, the right issues to tackle in every specific session and develop the right process for each unique type of deal. Pricing, delivery and production, quality levels and terms of service
are all different issues in a wider negotiation that require their respective set of tools to solve.
In this 2-Day, results-driven program, participants will learn a variety of interpersonal skills and negotiation techniques to create practical and effective solutions to these challenges.
Outline
DAY ONE
Introduction: What is Negotiation?
"Deals today are neither just auctions or negotiations—they're most often playing on both fronts." Guhan Subramaniam, Harvard Business School.
Module 1: Influence, Strategic Contracts Negotiation in Deal Making
- Understanding the Four-Stage Process of Strategic Negotiation
- Communicating Complex Facts and Technical Ideas
Module 1: Influence, Strategic Contracts Negotiation in Deal Making
- Understanding the Four-Stage Process of Strategic Negotiation
- Communicating Complex Facts and Technical Ideas
- Practical Workshop: Developing Strategies
Module 2: Elements of Influence and Persuasion
- How Influence, Persuasion and Power Work
- Persuasive Language Patterns – getting what you want by asking
- Logical and Sensible Sequencing to Persuade
- How Influence, Persuasion and Power Work
- Persuasive Language Patterns – getting what you want by asking
- Logical and Sensible Sequencing to Persuade
- Practical Workshop– Demonstrating the Power of Persuasion
Module 3: Preparing to Deal – Persuade, Influence, Impress
- Reframing Ideas and Concepts to Engage and Motivate
- Preparing a Strong BATNA to Increase Power
- Techniques for Impact and Influence
- Practical Workshop – Strategies and Preparations for Case Study 1
- Reframing Ideas and Concepts to Engage and Motivate
- Preparing a Strong BATNA to Increase Power
- Techniques for Impact and Influence
- Practical Workshop – Strategies and Preparations for Case Study 1
Module 4: Behaviours and Styles in Strategic Deal Making
- Assessing Yours and Your Partner’s Styles and Strategies
- Mental Map of Your Negotiating Partner
- Build Relationships to Sustain Long Term Goals and Strategies
- Subtle Connection to Influence
- Anchor to Preferred Mental State
- Develop the Stamina to Persevere
- Assessing Yours and Your Partner’s Styles and Strategies
- Mental Map of Your Negotiating Partner
- Build Relationships to Sustain Long Term Goals and Strategies
- Subtle Connection to Influence
- Anchor to Preferred Mental State
- Develop the Stamina to Persevere
- Practical Workshop: The Negotiators Stamina Builder
Strategic Negotiation and Deal Making 1
Participants form into teams and negotiate on given case study
– Test of Strategy, Preparation, Stamina and Capabilities Learnt on Day 1
– Test of Strategy, Preparation, Stamina and Capabilities Learnt on Day 1
Module 5: Overcome Deadlocks and Mitigate
-Talk Your Way Out of Difficult Situations
- Apply a Six-Step Process to Negotiating Conflict
- Influence Through the Other Person’s Strategy
- Achieve Openness
-Talk Your Way Out of Difficult Situations
- Apply a Six-Step Process to Negotiating Conflict
- Influence Through the Other Person’s Strategy
- Achieve Openness
- Practical Workshop: Conflict Resolution and Mitigation
DAY TWO
Module 6: High-Stake Negotiation Strategies and Tactics
- Recognize tactics applied by Counterparts
- Counter dirty tricks applied by opponents
- Apply Convincing Strategies
- Understand Win–Win: Positional vs Principled Negotiations
- Understand the Four Step Process Toward Win-Win
Module 6: High-Stake Negotiation Strategies and Tactics
- Recognize tactics applied by Counterparts
- Counter dirty tricks applied by opponents
- Apply Convincing Strategies
- Understand Win–Win: Positional vs Principled Negotiations
- Understand the Four Step Process Toward Win-Win
- Practical workshop: Strategies and Preparations for Case Study 2
Module 7: Psychology of Negotiation; Maintaining Composure
- Keep Emotion At Bay
- Prevent Provocation In Either Direction
- Sustain Influence And Avoid Resistance - Leverage Your Strengths And Value Skills
- Be In Control Of Every Word
- Keep Emotion At Bay
- Prevent Provocation In Either Direction
- Sustain Influence And Avoid Resistance - Leverage Your Strengths And Value Skills
- Be In Control Of Every Word
- Practical Workshop: Emotion Management Skills For Negotiators
Module 8: Negotiating Outside the Box
- Break Away From Tradition – Where Eagles Dare
- Use Your Intuition As Well As Your Head
-Risks And Caution
- Break Away From Tradition – Where Eagles Dare
- Use Your Intuition As Well As Your Head
-Risks And Caution
Practical Workshop: Strategic Negotiation And Deal Making 2
Participants Form Into Teams And Negotiate On Given Case Study – Test Of Strategy, Preparation, Stamina & Capabilities To Manoeuvre Through Various Challenges; Develop A Win-Win Situation Learnt On Day 1 & 2
Module 9: International Negotiations
- Process Of Making Business Deals Across Cultures
- Components Of Culturally Different Communication Styles
- Whorf Hypothesis: 'Language Determines The Nature Of Culture'
- Country Differences In High-Context and Low-Context Communication
- Using Interpreters
- Process Of Making Business Deals Across Cultures
- Components Of Culturally Different Communication Styles
- Whorf Hypothesis: 'Language Determines The Nature Of Culture'
- Country Differences In High-Context and Low-Context Communication
- Using Interpreters
- Practical Workshop: Negotiating Your Best Strategic Deal
Speaker/s
BARRAK ADAMS (Dr)
Phd, Author-Trainer-Business & Technical Consultant, Trade Negotiator, Change Agent
Barrak specialises in training world class negotiations around the Globe. He has been actively developing customised training programs and conducted them in Malaysia, Thailand, Indonesia, Philippines, the UAE, Sudan, Mauritania and Turkmenistan.
As a Senior Negotiator and Lead trainer, he has a clear and comprehensive understanding of what competencies are to be developed for a successful negotiation. His abundant knowledge and experience addresses every situation in our fast pace business world
and everyone is guaranteed to take home valuable lessons useful for their next deal.
Barrak comes to you with more than forty years of enriched, result-oriented experience in many positions among SMEs, government agencies and multinational businesseses. Equipped with solid experience and a wide range of resources, his training programs
are geared towards competency development.
With the right balance of theory and practicality, his training/speaking sessions are filled with exciting mindset and behavioural reform activities.
Barrak has worked with various industries. They include the Audio-Visual, Automotive, Printing, Property Development, Construction, Timber and Food industries, in capacities ranging from Group Engineer, Manager, Plant Manager, Senior Negotiator, Project
Director and Managing Director.
Being a Management Consultant, Management System Auditor, Trainer and Counselor, he has consulted for an even wider range of industries that includes Medical services, Financial institutions, Petroleum industries, Metal, Plastics, Cellulose and Electronic
components manufacturers, and the Civil service around the world.
He graduated in Engineering from the Singapore Polytechnic and continued with post graduate and continuing studies in Engineering, Social Science, Rubber and Plastics Technology, Training and Development, Radiation Protection, and Quality Management, with
a PhD in Organizational Management from Iowa State (US).
For two decades, he has since been training and consulting for organizations such as PETRONAS, the National Electricity Board, the National Bank, various government ministries and agencies including Parliament House, and large corporations, further to
training in Mauritania, Turkmenistan, Abu Dhabi, Sudan, Philippines, Thailand, Indonesia and Australia.
Currently, he is a senior resource faculty member for iTrainingExpert, continuously design and conduct customised trainings and consultancy for multi-national companies around the world.
Special Offer
EARLY BIRD PRICE:
1Pax = RM 2,590.00 (Valid until 14 DAYS prior to registration).
STANDARD PRICE:
1Pax = RM 2,990.00
GROUP PRICE:
3Pax or more = RM 2,490.00 (Valid until 14 DAYS prior to registration).
STANDARD PRICE:
1Pax = RM 2,990.00
GROUP PRICE:
3Pax or more = RM 2,490.00 (Valid until 14 DAYS prior to registration).
Payment mode:
Certificate
Upon successful completion of this program, you will receive a Certificate of Achievement.
Payment mode:
1. Online Payment by Credit card: You can opt to register and pay online with our latest payment integration system through our website.
2. Bank Transfer- You can also opt to use GIRO or telegraphic transfer of payment via international banks.
3. HRD Corp Claimable Courses Skim Bantuan Latihan Khas (Applicable to Malaysian Employer Only)
Schedules
May 23, 2023 - May 24, 2023
ENDED
| Tue | 09:00 AM — 05:00 PM | |
| Wed | 09:00 AM — 05:00 PM |
| No. of Days: | 2 |
| Total Hours: | 16 |
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ITRAININGEXPERT GLOBAL PLT is the corporate training arm of The English Expert Publishing and Training Group established since 1999 by consulting partners with extensive training experience from both the government and corporate sector covering Malaysia, Singapore, Australia, China, Vietnam and Indonesia.
All our trainers are experienced practitioners, professionally certified, dedicated and specialized in their respective fields. Our corporate philosophy is of Total Customers Satisfaction. We carry out our task with integrity and full commitment. We continue to keep abreast with industry developments through individual and ongoing continuing education, in-depth training and consulting that your organization demands and deserves.
For 18 years now and counting, we have trained more than 100,000 people to improving their work productivity, leadership & communication skills, language proficiency, sales, negotiation & presentation skills, workplace management and personal development.
What do we SPECIALISE in?
Put it in an easy way, we specialize in Training and Human Development training and consultancy services covering both soft skills and technical skills, a wide range of courses pertinent to the human capital development of high performing organization. ...
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