Strategic Negotiation and Deal Making
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This Strategic Negotiation and Deal Making program is designed delegates who are part of managing high-stakes deals, settling major disputes, or navigating challenging negotiations and you need more than persuasive tactics to achieve the best outcomes.
In this results-proven program, you'll learn how to bring together the right players, tackle the right issues, develop the right process for each type of deal, especially very big deals and master negotiation techniques that yield maximum value
Outline
Introduction
- What is Negotiauction?
"Deals today are neither just auctions or negotiations—they're most often playing on both fronts." Guhan Subramaniam, Harvard Business School.
- Psychometric Analysis “Where are you as a Negotiator?”
Module 1: Influence, Strategic 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
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
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
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
DAY TWO
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
Practical Workshop: Conflict Resolution and Mitigation
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
Day 3
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
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
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
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 leaders world class negotiations around the Globe. He has been actively developing customised trainings and conducted them in Malaysia, Thailand, Indonesia, Philippines, the UAE, Sudan, Mauritania and Turkmenistan.
Senior Negotiator, Lead trainer, he has a clear and comprehensive understanding of what competencies are to be developed to be 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 learnings useful for their next deal.
Barrak comes to you with more than 40 years of enriched, result-oriented experience in many positions among SMEs, government agencies, multinational and businesses.
Equipped with solid experience and a wide range of state-of-art resources and latest development, his training programs are geared towards competency development.
With only the minimum amount of necessary theory (he says the participants can read his notes later) his training/ speaking sessions are filled with mindset, behavioural and capability change activities. There is always excitement, A-Hah moments in every session at his programs.
Barrak had worked with 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 had 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 in 1973 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).
Since 2004, 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.com, continuously design and conduct customised trainings and consultancy for multi-national companies around the world.
Author
As an author, he has recently published his second book via Seaburn Publishing, New York, titled ‘Pre-Emptive Thinking – Managing Problems and Threats,’ that identifies why organizations continue to have problems at their middle management and operational levels in spite of all the systems and what has to be done to resolve this. Being the first book on this thinking, its reviewers expect it to have an international impact similar to creative and critical thinking. He is now writing his third book on Insights of International Strategic Negotiation.
To contact Barrak, please feel free to email us at [email protected] or call +603 8074 9056.
Phd, Author-Trainer-Business & Technical Consultant, Trade Negotiator, Change Agent
Barrak specialises in training leaders world class negotiations around the Globe. He has been actively developing customised trainings and conducted them in Malaysia, Thailand, Indonesia, Philippines, the UAE, Sudan, Mauritania and Turkmenistan.
Senior Negotiator, Lead trainer, he has a clear and comprehensive understanding of what competencies are to be developed to be 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 learnings useful for their next deal.
Barrak comes to you with more than 40 years of enriched, result-oriented experience in many positions among SMEs, government agencies, multinational and businesses.
Equipped with solid experience and a wide range of state-of-art resources and latest development, his training programs are geared towards competency development.
With only the minimum amount of necessary theory (he says the participants can read his notes later) his training/ speaking sessions are filled with mindset, behavioural and capability change activities. There is always excitement, A-Hah moments in every session at his programs.
Barrak had worked with 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 had 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 in 1973 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).
Since 2004, 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.com, continuously design and conduct customised trainings and consultancy for multi-national companies around the world.
Author
As an author, he has recently published his second book via Seaburn Publishing, New York, titled ‘Pre-Emptive Thinking – Managing Problems and Threats,’ that identifies why organizations continue to have problems at their middle management and operational levels in spite of all the systems and what has to be done to resolve this. Being the first book on this thinking, its reviewers expect it to have an international impact similar to creative and critical thinking. He is now writing his third book on Insights of International Strategic Negotiation.
To contact Barrak, please feel free to email us at [email protected] or call +603 8074 9056.
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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.
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