Details
THEY ARE PLAYING THE NEGOTIATION GAME ON YOU RIGHT NOW!
Those who know how to negotiate get the bigger piece of the pie. No exceptions.
Negotiating effectively is a subtle, unobtrusive professional skill. It has to be learnt just like any other skill. It directly influences corporate profitability. All company staff members SHOULD know how to negotiate. If you are not aware of negotiation principles, you are costing your company millions of dollars in lost opportunities.
Your prospects, customers, suppliers, partners and associates are applying negotiation principles and tactics on you right now, encouraging you to give them a bigger portion of your share of the pie -- without your realizing it. Of course, you don’t realize it -- because the basic premise of negotiating is that it is applied without the other side even remotely sensing it.
This program equips you with powerful negotiating and influencing techniques and strategies.
Outline
PROGRAM TOPICS
Introduction
Problems you face when negotiation with others
So far, how have you been negotiating?
Group exercise: “How not to lose your shirt in a negotiation encounter”
The paper tearing exercise – Don’t ASS U ME
Opening tactics
Test yourself on "The Opening Statement"
About the opening statement
Who opens first?
Krunch early and krunch often
If you have to open first
Assumptions
Entry point, exit point, BATNA
All about trades offs and variables
The need for trade offs
Variables in negotiation
Some variables
Other variables applicable to your business
Tactics -- How to's
Over 50 tactics used in negotiating / influencing
How to counter tactics
When they say they want this, do they REALLY mean they want this?
Issues, positions, interests, options, and variables
The question of position versus interest
Position-Interest role play
Creating Options
Options Role Plays
Deadlock, impasse, stalemate
Definition
The wrong way to break a deadlock, impasse, stalemate:
How to break deadlocks, impasse, stalemates
Solo negotiation or team negotiation
Solo negotiator – Advantages, Areas of concern
A team of negotiators – Advantages, Areas of concern
The Negotiation Team – rules of engagement
Money and negotiation
Various ways of working around money
he use of “funny money”
How to create perceptions on value of money
The ubiquitous “It’s too expensive......”
Video presentation
Mark McCormack's "What They Don’t Teach You At Harvard Business School
Power in negotiation
Informal leadership power
Legitimate power
Tactical power
How to help the other party come to a decision
How to trial-close
Buying signals -- spoken, unspoken
Making final offers
Conclude with a nibble
What to do when a decision with the other party is reached
Role plays
The general manager and the consultant
The customer and the customer service representative
GE International, Inc.
(other role plays depending on industry and need)
Speaker/s
Facilitator
The course leader, G K Lim (aka Sawadpong Limtrakul), is experienced in sales, marketing and business, and in cutting-edge adult learning techniques
Fellow of the Institute of Sales and Marketing Management;
Approved CMSI Sales Personnel Certification Advisor & Instructor;
ISO Certified In Marketing & Sales (ISO CMS 991182);
Certified e-Business Associate (EC-Council);
Certified EC-Council Instructor;
Certified Herrmann Brain Dominance Instructor;
Certified Competency-Based Training & Education Instructor;
Certified facilitator for "Psychology of Winning," "It's A Deal," "Adventures in Attitudes," and "You Were Born Rich Video Program;"
Accredited Facilitator, Accelerated Entrepreneurs Development Program;
Silva Mind Control facilitator;
Associate, Profiles International;
Process Implementation Specialist, SMI
NLP practitioner;
Affiliate, Jim Rohn International;
Member, Ecumenical Society of Psychorientology;
Member, Intuition Network;
Founding Member, International Association of Coaches;
President, HRD Gateway;
Past President, China HRM;
Principal Consultant, Human Resources Services;
and Project Leader, HRD Gateway Management Development Centre program development project
Schedules
| No. of Days: | 2 |
| Total Hours: | 16 |
| No. of Participants: | 25 |
Your challenge: grow the organization
Solution: HRD Gateway
WHY CHOOSE US?
Because organizations must grow
HRD Gateway Sdn Bhd (HRDG) is your one-stop center for all your corporate training needs. We have over 85 carefully selected training consultants and resource specialists in our roster, each a specialist in her/her area of expertise, ready to help you manage and carry out your training functions.
For an organization to grow, its people must grow first. The best way to grow your people is to help them develop and to work on their strengths, their talents. Not their weaknesses. Help your people work around their weaknesses
Let us know your needs and we will meet them. Our mission is to take the guess work out of training. Through HRDG, you can solve all of your training needs.
DEVELOPING STRENGTHS
Research has shown that organizations that develop their employees’ strengths grow faster and are more resilient to market forces. When employees are provided training on what they are good at, they see it as a reward; as opposed to as a punishment if they are provided training on what they are weak at. When employees see training and development as a reward, they are more receptive and therefore better able to benefit from the training provided. ...
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