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Persuasive Principled Negotiation Skills

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Training by ATCEN

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On-Site / Training

MYR 2,400.00

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Details

The Persuasive Principled Negotiation Skills is specially designed to equip individuals with the necessary knowledge and skills for successful negotiations through persuasive communications. It seeks to expose participants to the intricacies of negotiation in sales, daily situations and at the workplace with colleagues. Achieving the ultimate aim of enabling them to be more successful negotiators individually by gaining leverage on preparation, understanding self and assessment of negotiation opponents.

Workshop Learning Objectives

•Understanding what is persuasive negotiation and how to use it in negotiation situations;

•Assessing of individual negotiation behaviour and preferences;

•Learning the various stages in the negotiation process;

•Applying the various techniques available in a negotiation;

•Develop an understanding of how to listen to and use your opponents words to gain an advantage;

•Learning how to prepare a team for negotiation.

Outline

Module 1: Business Communication Overview

• The Power of Persuasive Communication in Business

• The Dynamics and Process of Persuasive Communication in Negotiations

• 4 Types of Persuasive Communications: Intrapersonal, Interpersonal, Group Communication and Mass Communication

Module 2: Personal Negotiation Styles

• Assessment of Individual Negotiation Techniques Using the AICA Model: Aggressive, Investigative, Cooperative and Ambitious

• Appreciating the Benefits and Weakness of Your Negotiation Style

• Preparing by Assessing and Understanding Your Counterpart to Achieve Success

Module 3: Prelude To Principled Negotiations

• Creating the Right Environment for a Negotiation Process

• Developing In-depth Knowledge of Your Opponents

• Pre-Negotiation Preparations: Physical, Mental and Support Materials

Module 4: The Finer Points In Negotiation

•Using the 12 Leverages of Power in Negotiation

•Developing the 8 Key Negotiation Techniques

•Understanding Soft, Hard and Principled Negotiations and when to Best Use Them

Module 5: Negotiation In Teams

•Appreciating the Benefits and Weakness When Negotiating In Teams

•Developing the Specific Negotiation Roles In a Team to Enhance the Negotiation Process

•Preparing a Team to Negotiate to Achieve Success

Module 6: Nonverbal Communication

•5 Major Types of Non-verbal Behaviors

•5 Principles for Interpreting Non-verbal Behaviors

•The Role of Non-verbal Communication

Speaker/s

Ken Ng

Ken serves as Principal Consultant and Chief Master Trainer for The ATCEN Group – the People Development expert. He is a Certified Professional Speaker, Certified Support Manager from Service & Sales Support Professional Association of America, Certified Master Trainer from Western Kentucky University, Certified Master Key Account Manager and holds a BSc in Marketing and Organizational Communication. Ken has been in the forefront of the Asian customer interaction management and sales industry since the mid-90’s and is better known as “Service Sifu” and the “Ultimate Sales Dragon” to his peers, colleagues, partners and customers.

With more than 25 years of both strategic and operational sales and customer interaction experience, Ken is an author of numerous articles distributed internationally and has conducted in-depth research and studies on sales, marketing, contact centers and Customer Experience in Asia Pacific. Dynamic and energetic, he is a much sought after speaker and has been involved in providing strategic directions for the Asian sales, marketing and customer contact management industry through summits, congresses, conferences and knowledge sharing tradeshows. He is nominated by the Customer Relationship Management & Contact Centre Association of Malaysia (CRM & CCAM) as one of the notable judges in the highly recognized CRM & CCAM Annual Awards in various categories.

His expertise has led to consulting and performance enhancement engagements regionally with Multi-national Companies, Large Local Conglomerates and Government Linked Companies where he focuses on the mission critical aspects of sales, marketing and customer interaction; Customer Experience Strategy Mapping, Strategic Sales and Service Blueprint design, Human Capital Recruitment & Development, Sales & Marketing Framework, Sales Motivation & Teamwork, Branding, Business Development, Key Account Management, Business Process Improvement, Performance Management implementation and Contact Center Management.

Ken first became involved with sales and Service in the mid-80’s while he was still in America. Since then, he has held a variety of leadership, management and operational roles in sales, service, marketing, collections for major sales and service operations. Ken is also a pioneer/owner of the first premier cyber cafe chain in Malaysia and has held key positions in many organizations such as CEO of an Experiential Learning Company, CEO of a Leadership Development Company, Senior Consultant with the largest Business Process Outsourcing organization in Asia, Head of Technical Support for the Nokia Care Line responsible for supporting the South East Asia and Asia Pacific region, Marketing Consultant for Microsoft Malaysia’s MSN portal, Sales and Marketing Strategist for the Kirby Company, USA to Manager of University Service Delivery of Oklahoma University.

Special Offer

Early Bird Discount – RM5,500 for 3 pax.

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ATCEN aspires to be Asia’s People and Capacity Development Partner. We believe all individuals can contribute to the betterment of self, the organization and the community. Having played an active role in developing high performance in the human capital of large, medium and small organizations in the Asia Pacific Region, we continue to strive to deliver measurable change in our services.

Established since 2003, we have garnered extensive experience in delivering business training, business events and capacity building engagements for professionals and businesses worldwide.

In our customers’ eyes, ATCEN represents Accountable, Partnering, Integrity and Customer Centric. The ATCEN Team delivers exceptional quality services by empowering our people to fulfil our purpose and mission to develop people and build sustainable capabilities in organizations.

ATCEN’s Affiliations and Partners:

Pembangunan Sumber Manusia Berhad (PSMB/ HRDF): ATCEN is a Class “A” training provider for PSMB (HRDF) and a 5 Star Rated Training Provider.
Ministry of Finance: Registered for training, course/seminar and education management.
Western Kentucky University (WKU, USA): ATCEN is a WKU Asia partner, offering their certification programs for the Asian community. ...

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Negotiation Skills Personal Training Personal Development