2-day Workshop in Kuala Lumpur
24-25 Oct 2018
Early Bird & Group Rates Available!
Reserve your seats today.
A Counter Instinctive Negotiation Skills Training Program
Negotiation is a skill that we use almost every day. It is also one of those skills that everyone learns on the job. From early age, kids learn how to negotiate with their parents over what they want and enhance this skill as they learn from their
success. However, as we grow we seem to lose that skill and become less
successful in getting exactly what we want. Somehow our perspective changes
and we develop bad habits. Unfortunately, most people are not trained
systematically on negotiations even though this skill can be quite beneficial to
them in both their personal and professional lives.
The importance of negotiating is not about winning at all costs. To influence and
negotiate, we recognize that we enter into the negotiation by aligning both
party's goals in such a way that both sides win in the long term (the bigger
picture) irrespective of whether we are the giver or the taker, buyer or the seller.
We want to win people around without causing conflict or disagreement. When
we become more aware of the impact we have on others as well as an
understanding of what drives our key counterpart’s opinion and position is vital
when negotiating & influencing others.
The core principle in this workshop is to focus on the single concept of finding
win-win solutions. The program is based on developing trust through openness
instead of posturing to create deception. This program looks at the aspects from
both parties’ perspective. The hands-on approach allows participants to
experience the process by using various situations designed to illustrate the
impacts on both sides. Concepts in positioning are evaluated from both
perspectives and the best ways to position strategies are developed and
This program also looks at the details of the various stages of the influence and
negotiation process. It provides strategies and develops the skills that enable
both sides in the negotiation to retain control over the key aspects while
ensuring that they mutually move towards a satisfactory agreement. It covers a
wide range of topics such as negotiation strategy, psychological tactics, human
emotional states, bargaining and so on which prepares delegates for a variety of
situations that require negotiation. Comprehensive step-by-step instructions are
provided to help delegates understand the core principles of negotiation and
monitor their progress through assessments, practical exercises & role-play.
Why You Should Attend
At the end of this workshop, participants will gain a detailed understanding of key influencing and negotiation skills and in particular will achieve the following objectives
- Develop the ability to understand social styles & apply these social styles in negotiation
- Understand the underlying principles of negotiation and learn what you can do to get the best outcome
- Use a negotiation strategy that moves you closer to a win/win outcome
- Prepare for negotiation by following a step-by-step counter instinctive approach and set your critical limits
- Use a set of psychological tactics to explore the other side’s motives and learn how to respond to tactics used by them
- Derive specific values based on your negotiation variables and use them to bargain systematically over your settlement range
- Finalize the outcome of your negotiation to get exactly what you have asked for.
"Negotiating is an art. There is no secret recipe,
there is no secret formula, depends on who you
are negotiating with. But the tip is to be
prepared. Never go into negotiation without
doing your homework."
--- Tan Sri Anthony Francis Fernandes
What is Learned - Key Content
1. The Mindset & Responsibility of a Good Negotiator
Most often people fear negotiations because they do not know who they will
meet or how the other party will react and
what strategy they will use. Furthermore
they do not know what the competitors are
offering. In fact all the energy that goes into
such fears is not necessary.
Going into a negotiation with the right mindset and understanding your
responsibilities as a competent negotiator
which is having the real purpose of
negotiation in mind, will create the
conditions for a successful negotiation that
will be carried out smoothly, in a relaxed
atmosphere and where the outcome is a full
win-win collaboration. In this section, we
will revisit the fundamental principles of
negotiation & dwell into in-depth study of
the characteristics & skills of an effective
Key areas covered in this topic are:
Discovering the real meaning of
negotiation & what negotiation isn’t
Understand the types of negotiations
& the various negotiation styles
The 7 characteristics of a confident
The importance of ethics in negotiation
Ethical & unethical practices in
Consequences of unethical behavior in
Handling conflicts in negotiations
Ways to build rapport during
The importance of communication skill
Listening skills & body language in
2. The Importance of Social Style in Negotiation
We are judged not only by the content of
what we say but also by how we say & what
we do when we say. Four out of ten newly
recruited managers will fail within the first
18 months because they are not aware of
the way their colleagues or customers want
to be treated.
The way we behavior has a direct impact on
our interaction with people and in particular
on the success when we negotiate.
Understand Social Style, which is the
world’s leading Behavioural Style model will
promote your relationship with people that
you encounter every day.
Practical skills in effective interpersonal
communications & understanding individual
and group behavior allow us to
communicate & build trust with people
quickly and thus increase the success rate
of arriving at a win-win situation when we
Key areas covered in this topic are:
Understand the relationship between
influencing & negotiating
Understanding the concept of Social
Style that influence decision making
Using the skill of influencing in the
Identifying negotiating parties
Communicating with each
Choosing the right approach with
each Behavioural Style
3. The Negotiation Process
Why do confident negotiators follow a
process? There is no magic or mystery to
negotiations or to what makes a master
negotiator. Every time you negotiate, you
have to make choices that affect whether
you achieve a successful outcome for your
To get the best outcomes, you need to
understand the steps involved in the
negotiation process because in the event
when things goes wrong, you know exactly
where it went wrong. There are 6 steps and
practices that consistently work. The model
presented here identifies the six stages of
any negotiation in a simplified framework
that helps you to analyze, absorb and apply
the best negotiating practices.
"If you cannot describe what you are
doing as a process, you probably do
not know what you are doing."
W. Edwards Deming
Key areas covered in this topic are:
Understand the power of Opening to capture audience attention
The secrets of creating a great first 3 minutes to connect with the audience
The How, When & Why of using icebreakers!
Avoiding the 6 sure ways that destroy your Opening
4. Negotiation Techniques, Strategies & Dirty Tricks
Besides understanding the importance of
needing a negotiation process, always approach negotiations with a clear set of strategies, messages and tactics that can
guide you from planning to closing. When people prepare for bargaining encounters,
they spend hours on the factual issues, the legal issues, the economic issues, and the
political issues. They spend no more than ten to fifteen minutes on their negotiation strategy.
When they begin their interaction, they have
only three things in mind relating to their negotiation strategy:
(1) where they plan to
(2) where they hope to end up; and
(3) their bottom line.
Between their opening
offer and the conclusion of their encounter, most individuals “wing it” thinking of the
interaction as wholly unstructured. If they
only understood how structured bargaining transactions are, they would know what to do during each stage of the process by
using the right techniques & strategies.
Key areas covered in this topic are:
Preparing & refining your best
Factors to consider when choosing a
Understand the difference between
negotiation strategies & techniques
The 5 common negotiating strategies
Avoid negotiating against yourself
How to handle negotiations that are
primarily transactional in nature
Handling psychological tactics used
in negotiations and how to respond to
The 12 negotiation techniques
Responding to ploys, surprises & dirty tricks
Who Should Attend
This program will benefit those who
need to develop skills for more
effective negotiation both within
and outside the organization and
especially for those who take part in
How Learning Takes Place
This workshop makes use of
individual self-assessments, team
discussions, brief negotiation
dilemmas, lectures and role-plays.
Participants analyse their individual
negotiating situations in depth and
prepare sound, workable strategies
for their next negotiating session.
"Negotiation in the classic diplomatic sense
assumes parties are more anxious to agree
than to disagree"
--- Dean Acheson
Robert Leong has more than 15 years experience in the training and development industry, having served & worked with organizations and institutions in Thailand, Indonesia, Singapore and Malaysia since 1999.
Prior to his calling as a professional speaker, his career has included senior positions with managerial responsibilities in private companies in Malaysia and Singapore with more than 20 years of regional business experience in sales management consultancies. He was a Senior Director and Chief Executive Officer of several IT companies.
His teaching methods, techniques and the skills he possesses are gleaned from personal experience through the years as a public speaker. He has the unique ability to reduce a seemingly complex issue into a series of easy to follow steps on how to adapt to every scenario in today’s business & corporate world which he demonstrated it during his career as a professional speaker.
He is well accepted by his clientele from both the private sector & government linked companies (GLC) which includes some of the more reputable names such as ALSTOM Power Asia Pacific, Avery Dennison Materials, Bauer Equipment Malaysia, Century Automotive Products, Dunlopillo Malaysia, KDU Smart School, Lanson Place Residence Hotel, LG Electronics, Malayan Steel Works, Malaysia Debt Ventures, MAS Academy, MIMOS, Nestle Products, NSK Bearings Malaysia, UCSI Education, Perbadanan PR1MA Malaysia & Telekom Smart School.
He is a Nanyang Polytechnic (Singapore) graduates in Electronics Engineering from the School of French-Singapore Institute and holds a professional qualification in Marketing Management (GDMM) from the Singapore Institute of Management.
Date: 24 - 25 Oct 2018
Venue: Qliq Damansara (Venue subjected to change)
Click here to register
Click here to download forms & brochure
- Official fee: RM2,280
- Early bird offer for registrations received one month before event's date- ONLY RM1,680
- Early bird offer for registrations received two weeks before event's date - ONLY RM1,980
This programme can be conducted as in-company training programme, customised to meet your company training needs or companies can send their staff to attend our public workshops.
Other training programmes by same trainer:
-Stand, Speak & Inspire
-Relationship Approach To Selling
-Improving Sales Effectiveness with Versatility
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