Developing Strategic Negotiation Skills for Effective Results

20-21 Apr, 2017, Hotel Istana

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Learn from the Best

Carol Chiam a.k.a. O.K.Chiam is a professional trainer, mentor, motivator, public speaker, customer service guru and an author of 8 books.

 

She has with her more than 25 years of vast working exposure in more than 7 industries, especially the financial and service sectors. Her professional qualifications and wide exposure not only made a successful trainer but given her an extra edge in writing comprehensive books to share her knowledge.

 

She has with her no less than 15 years’ experience in training & development of staff and agents in leading multinational companies. She is a seasoned professional trainer for public and in house courses. Her participants include from large Multinational Companies, leading Conglomerates, Financial & Service Sectors, Oil & Gas Companies, Fast Moving Consumer Goods Industries (FMCG), Construction Sector, Manufacturing Sectors, Ministries, GLCs, SMIs, Universities, IT sectors, etc.

 

Carol’s Personal Development courses are very well accepted and have been successfully conducted for in house and public courses for participants from all over Malaysia. There is a popular demand for her English courses too, especially from those who have attended her trainings before.

 

She is an approved PSMB Trainer with more than 15 years training experience. Besides the Personal Development courses, she is a popular and seasoned trainer in customer focus management, sales management, public speaking and presentation skills, people management, communication skills and English grammar.

 

Carol believes that her success in training is very much due to her ability to interact with her participants in 3 languages i.e. English, Bahasa Malaysia and Mandarin and also, her vast exposure of more than 25 years in several industries, especially in multinational companies.

 

A strong believer in reinventing and continuous improvement, she places attitude as the most important criteria for any success. She strongly endorses the “keep learning” habit for personal development.

 

“ Knowledge is no power but Application is “

Venue Details

Hotel Istana

Contact us

Juliany,
03 2283 6109
juliany@ipa.com.my

Phoebe,
03 2283 6100
phoebe@ipa.com.my 

FOR CUSTOMISED IN-HOUSE TRAINING
Jane,
03 2283 6101
Jane@ipa.com.my

ADDRESS 
A-28-5, 28th Floor, Menara UOA Bangsar, 
No.5, Jalan Bangsar Utama 1, 
59000 Kuala Lumpur
www.ipa.com.my


FOCUSING ON
  • Learn From Past Failures
  • Developing Patience In Negotiation
  • Getting Prepared For The Negotiation
  • Polishing Persuasive Skills
  • Making Your Discussion A Result Oriented One
  • Speaking To The Decision Maker
  • Asking Right Questions
  • Defining Clear Alternatives
  • Making Terms At The Right Time
  • Talking More On Value
  • Dealing With Difficult Negotiators
  • Keys To Strategic Negotiation
OVERVIEW

Corporate executives, managers and salespersons should develop strong strategic negotiation skills in today’s market place.

 

The market challenges today make it necessary for various personnel to sharpen their negotiation competencies.

 

Learn the art of negotiation for better negotiation and sales outcome.

 

Achieve the desired results with top strategic negotiation skills!


OBJECTIVES
  1. Achieving negotiation goals.
  2. Meeting company’s goals.
  3. Getting the desired results of negotiation.
WHO SHOULD ATTEND?

All Corporate Executives, Managers and Salespersons

METHODOLOGY

Multiple case studies, hands-on team activities, exploratory discussions, participants will practice skills learned throughout this interactive, fast-paced negotiation course.

AFTER ATTENDING THIS COURSE YOU WILL RETURN TO YOUR JOB…
  1. Improving strategic negotiation skills.
  2. Possessing a ‘toolkit’ for negotiation.
  3. Going for collaborative “win-win” negotiations.
  4. Being able to negotiate better in various encounters.
  5. Knowing how to deal with difficult negotiators.
  6. Being aware that in the most productive negotiations, your “opponent” becomes your partner in searching for an agreement that is to be the best interest of both parties.
  7. Maintaining a firm grasp of your negotiating goals – while always seeking a flexible approach to achieving them.
  8. Establishing rapport, reducing tension, and listen to the other side’s positions.
  9. Identifying negotiating ploys and manipulations.
DAY 1
9:00 LEARN FROM PAST FAILURES
  • No preparation
  • Lack of confidence
  • Not knowing the other negotiator’s expectation
  • Wrong persons selected
  • Undecided on own expectation
  • Do not know when to walk away
10:00 DEVELOPING PATIENCE IN NEGOTIATION
  • Focus on your goals and not on personalities in the negotiation
  • Control emotions in difficult encounters
  • Maintain win-win relationship in all negotiations
11:00 GETTING PREPARED FOR THE NEGOTIATION
  • Know your potential client
  • Sharpening competitive edge before negotiation
  • Decide on expected goals before the discussion
12:00 POLISHING PERSUASIVE SKILS
  • Master your communication skills : speaking and presenting
  • Master the art of persuasion for successful negotiation
  • Show professionalism in your discussion
1:00 Lunch

2:00

MAKING YOUR DISCUSSION A RESULT ORIENTED ONE

  • Focus on your goals and not your ego!
  • Get results and not ego
3:45 SPEAKING TO THE DECISION MAKER
  • Speak to the person who can decide
  • Do not waste time talking to unimportant people
5:00 End of Day 1
DAY 2
9:00 ASKING RIGHT QUESTIONS
  • Asking questions intelligently
  • Plan questions before negotiation
  • Getting prepared to answer questions as well
10:00 DEFINING CLEAR ALTERNATIVES
  • Giving clear alternatives
  • Repeating the impact of the above
11:00 MAKING TERMS AT THE RIGHT TIME
  • Know the right timing to give your terms
  • Do not make terms when negotiation turns sour
  • Walk away when negotiation breaks down
12:00 TALKING MORE ON VALUE
  • Show value in your negotiation
  • Do not just talk about the subject
  • Tell why the other party should accept your terms
1:00 Lunch

2:00 DEALING WITH DIFFICULT NEGOTIATORS
  • Empathy : Put yourself into their shoes
  • Balancing solutions with Win Win relationship
3:45 KEYS TO STRATEGIC NEGOTIATION
  • 100% Confidence
  • Sharing Information
  • Selecting The Negotiator
  • Ranking Priorities: Yours & Theirs
  • Knowing When To Walk Away
5:00 End of Course