WHO SHOULD ATTEND

• Managers and leaders in organizations who wish to accelerate their leadership competency to higher levels by enhancing their interpersonal skills.
• Those who wish to strengthen their negotiating skill

COURSE PURPOSE

• Help attendees recognize the importance of negotiation in business and how to implement negotiation skills, arts, methods and techniques creatively to achieve good results.

TRAINING METHODOLOGY

• Discussions - We provide learners with the context of change through interactions, both amongst the learners and between the trainer and the learners. Rather than the traditional lecture method, the interaction and communication between the groups have proven to be a much more effective and powerful method of learning.
• Demonstrations - Students conduct case studies, and learn from hands - on activities and through multi - media.
• Consultative training - Students are provided with the necessary knowledge and tools to successfully apply the skills to their own business contexts.

COURSE CONTENT

Part I: Roles of negotiation in business

• Importance of negotiation in business
• Information handling process in negotiation
• Barriers in negotiation and techniques to break these barriers
• Features influencing on negotiation
• Modern negotiation culture in business

 Part II: Negotiation process

• Before the negotiation:

- Collect market information
- Collecting negotiation partners’ information
- Collecting information about partners and competitors relating to the negotiation

• Preparation
• Carry out
• Ending
• After ending

 Part III: Overview about business negotiation types

• Negotiation for contract
• Email, fax negotiation
• Phone negotiation
• Direct negotiation

 Part IV: Methods and techniques in negotiation

• Methods for successful negotiation
• Indispensable techniques in negotiation
• Practice in real cases