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Advanced Negotiation Skills Certification 4 days International

Overview

You could pour everything you have into preparing for that inevitable showdown across the conference table with your opponent. Reciting and simulating constantly to have every possible angle covered against their maneuvers. And yet, be completely swept aside.

How and why does this happen?

The simple answer is that hard work means nothing if you still don’t grasp the key principles at work in advanced negotiation skills and how they can be applied to specific contexts and conversations.

This course offers a comprehensive education on what goes into constructing highly effective persuasion strategies and the character traits required to convey them confidently. Through simulations, case studies, roleplay and games utilizing EQ, performance analyses, theoretical and practical discourse, you’ll be developing the skills and methods to maximize your strengths and turn the tables on your oppone

Learning Outcomes

By the end of the course, you will be able to:
 

  • Develop an effective strategy for any negotiation by knowing the "style of infuence" to adopt in any scenario.
  • Learn new influential perspectives to achieve agreements beyond “bottom lines”.
  • Develop and practice successful persuasion tactics applicable to any scenario.
  • Be preemptive, creative and critical to analyse your Opponent's strategy and lead them other to your preferred outcome.
  • Mitigate and exit losing situations.
  • Acquire and apply verbal and non-verbal strategies and methods.
  • Recognize and counter pressure tactics by maintaining a calm state of mind.
  • Effectively manage risks and close deals with grace and respect.

Who Must Attend

Anyone seeking to take their negotiation skills to the next level. From novices to experienced negotiators.

Course Details

MODULE 1 – INTRODUCTION TO STRATEGIC NEGOTIATIONS and DEAL MAKING
- The Trade Buzz – Projects on Time – What Did We Learn?
- Self Assessment: How Good a Negotiator Are You? 
- Defining Strategic Negotiation and Deal Making and Understanding its Fundamentals
- Psychometric Analysis: My Preferred Negotiation Styles
 
MODULE 2 – INTRODUCTION TO NEGOTIATION POWER
- Sources of Negotiation Power
- How the Powerless Can Gain Power
- The Relevance of Confidence and Protecting It
- The Science and Art of Framing
- Preemptive, Creative and Critical Thinking in Negotiations
 
MODULE 3 – THE HUMAN MIND FROM THE NEGOTIATORS PERSPECTIVE
- The 3 Levels of the Mind – Purpose and Function 
- The Primary Motivators of Human Actions and Their Manifestations
- Human Needs Analysis – Why the Other Needs Your Offer
- Need Energy of the Other – Factors That Influence and Analysis
 
MODULE 4 – THE VALUE OF YOUR OFFER and ITS PRESENTATION
- In How Many Ways Can You Rearrange Your Offer Features?
- Tangibles and Intangibles
- Benefit Analysis – How the Other Benefits 
- Offer Analysis – Apparent and Real Values of Your Offer
- Multiplying the Value of Your Offer
 
MODULE 5 – YOUR IMAGE and ITS MESSAGES DURING NEGOTIATIONS
- Baggage Will Show –Leaving it Behind
- Developing The Negotiator Attitude Switch
- Confidence Self Coaching – the Mindset For Confidence
- Yours and Your Organization Image - Alignment
- Visual Impact of Negotiators
- Etiquette During Negotiations
 
MODULE 6 – UNDERSTAND PERSONALITIES IN NEGOTIATION
- Assessing the Other’s Styles and Strategies
- Mental Map of the Other
- The Different People You Meet in Negotiations
- Recognizing Cues and Signals 
- Reading Their Body Language
- Adapting To Their Styles
- Using Visual-Audio-Kinesthetic Preferred Information Processing Styles to Your Advantage
 
MODULE 7 – BEHAVIOURS and STYLES IN NEGOTIATION
- Clearing the Disablers; Activating the Enablers
- Relationships for Long Term Goals and Strategies
- Developing the Stamina to Persevere
- Rapport Building Body Signals, Gestures, Posture, Expressions During Negotiations
- Rapport Building Language During Negotiations
 
MODULE 8 – INFLUENCING DURING NEGOTIATIONS
- Subtle Connection to Influence
- Align to Impress and Influence
- Sustain Influence and Avoid Resistance
- Influencing Through the Other’s Strategy
- Influencing at the Unconscious Plane
 
MODULE 9 – PROBING DURING NEGOTIATIONS
- The Many Ways to Ask for Information
- Listen and Perceive the Other’s Real Needs
- Using Rhetoric Effectively
- Elicitation Skills for Negotiators
 
MODULE 10 – THE PROCESS OF NEGOTIATIONS
- Understanding the 5 Stage Process of Negotiations
- Preparation for the Negotiation
- Exchanging Information and Building the Frame
- Establishing Power and Managing Confidence
- Offers, Plans, Possibilities
- Closing the Deal and Finalizing the Contract
 
MODULE 11 – THE ELEMENTS OF PERSUASION
- The Essential Steps for Effective Persuasion – How the Mind is Persuaded
- The Anchor Technique
- Persuasive Language Patterns – Getting What You Want by Asking
- Persuasion Channel Technique
- Sequencing-Imaging Technique
- Unconscious Concurrence Technique 
- Yes-Set Technique
- Other Techniques
 
MODULE 12 – LEVERAGING TO WIN-WIN
- Leverage Your Strengths and Value Skills
- Establishing the Rapport
- Communicating Complex Concepts, Facts and Technical Ideas
- Reframing Ideas and Concepts
- Become the Expert Problem Solver
 
MODULE 13 – PREPARING TO DEAL, PERSUADE, INFLUENCE, IMPRESS
- Analysing the Factors Involved
- Planning to Negotiate Thoroughly
- Reframing Ideas and Concepts to Engage and Motivate
- Preparing a Strong BATNA to Increase Power 
- Techniques for Impact and Influence
 
MODULE 14 – STAMINA DURING NEGOTIATORS
- Anchor to Preferred Mental State
- Developing the Stamina to Persevere
- Hanging Tough
- Keeping Stretched Out Negotiations Fresh
 
MODULE 15 – OVERCOME DEADLOCKS AND MITIGATE
- Talking Your Way Out of Difficult Situations
- Finding Your Strategy After Losing the Way
- Applying A 6 Step Process to Negotiating Conflict
- Achieving Openness
 
MODULE 16 – MAINTAINING COMPOSURE
- Keeping Emotion at Bay
- Preventing Provocation in Either Direction
- Leverage Your Strengths and Value Skills
- Being in Control of Every Word
- Emotion Management Skills for Negotiators
 
MODULE 17 – STRATEGIES AND TACTICS
- Recognizing Tactics Applied by Other
- Knowing How to Counter Techniques, Tactics and Tricks
- Strategies Negotiators Use – What Works and What Doesn’t
- Applying Convincing Strategies
- Embed Commands and Suggestions
 
MODULE 18 – WIN – WIN: POSITIONAL VS PRINCIPLED NEGOTIATIONS
- Defining Win-Win in Different Contexts
- Understanding the 4 Step Process Toward Win-Win
- Recognizing the Perceptions of Other
- Overcome Barriers to Communicating Difficult Issues 
- Reading the Unsaid for Win-Win Outcomes
 
MODULE 19 – INTERNATIONAL NEGOTIATIONS
- Process of Making Business Deals Across Cultures
- Components of Culturally Different Negotiation Styles
- Using Interpreters
- International Laws and Contracts – the Essential Clauses
- Risks and Benefits of International Negotiations
- The Stated and Unstated in International Negotiations
 
MODULE 20 – NEGOTIATING OUTSIDE THE BOX
- Breaking Away From Tradition – Where Eagles Dare
- Using Your Guts as well as Your Head
- Thought Binding
- Risks and Caution

Methodology

Interactive presentation and input. Case studies and simulations. Videos to enhance the learning, role plays, practical exercises, peer and trainer evaluation.
 
Activities inlclude:
 
1x : negotiation quiz : 36 questions
2x : self-analysis and assessment 
1x : negotiation case study analysis
12x : skill workshops
10x : video learning Practice and Application
1x : competitive auctioneering
2x : negotiation conflict management role play
4x : persuasion and influencing role play
4x : situational negotiation simulation
3x : non-situational negotiation simulation
4x : comprehensive negotiation case study and simulations

Course Leader

BARRAK ADAMS (Dr)
Phd, Author-Trainer-Business & Technical Consultant, Trade Negotiator, Change Agent
 
Dr. Barrak specialises in training leaders in world class negotiations around the globe. He has been actively developing customised trainings and conducted them in Malaysia, Thailand, Indonesia, Philippines, the UAE, Sudan, Mauritania and Turkmenistan.
A Senior Negotiator, Lead trainer, he has a clear and comprehensive understanding of what competencies are to be developed to be a successful negotiation. His abundant knowledge and experience addresses every situation in our fast pace business world and everyone is guaranteed to take home valuable learnings useful for their next deal.
 
With more than 40 years of enriched, result-oriented experience in many positions among SMEs, government agencies, multinational and businesses. Equipped with solid experience and a wide range of state-of-art resources and latest development, his training programs are geared towards competency development.
 
Barrak had worked with the Audio-Visual, Automotive, Printing, Property Development, Construction, Timber and Food industries, in capacities ranging from Group Engineer, Manager, Plant Manager, Senior Negotiator, Project Director and Managing Director.
Being a Management Consultant, Management System Auditor, Trainer and Counselor, he has consulted for an even wider range of industries that includes Medical services, Financial institutions, Petroleum industries, Metal, Plastics, Cellulose and Electronic components manufacturers, and the Civil service around the world.
 
He graduated in Engineering from the Singapore Polytechnic in 1973 and continued with post graduate and continuing studies in Engineering, Social Science, Rubber and Plastics Technology, Training and Development, Radiation Protection, and Quality Management, with a PhD in Organizational Management from Iowa State (US).
 
Since 2004, he has since been training and consulting for organizations such as PETRONAS, the National Electricity Board, the National Bank, various government ministries and agencies including Parliament House, and large corporations, further to training in Mauritania, Turkmenistan, Abu Dhabi, Sudan, Philippines, Thailand, Indonesia and Australia.
 
Currently, he is a senior resource faculty member for iTrainingExpert.com, continuously design and conduct customised trainings and consultancy for multi-national companies around the world.
 
Author
As an author, he has recently published his second book via Seaburn Publishing, New York, titled ‘Pre-Emptive Thinking – Managing Problems and Threats,’ that identifies why organizations continue to have problems at their middle management and operational levels in spite of all the systems and what has to be done to resolve this. Being the first book on this thinking, its reviewers expect it to have an international impact similar to creative and critical thinking. He is now writing his third book on Insights of International Strategic Negotiation.
 
To contact Barrak for any speaking, training and consultancy engagements, please contact us at +603 8074 9056 | Mobile +6012 6869  628 | +6018 2735 123 or email: info@iTrainingExpert.com

Testimonies

"This is the best program I have attended. With so much to learn in three days, learning was made possible by one practical application quickly following another."– Raihana Kareem, Project Manager, PETRONAS

“If you think you have been to negotiation trainings, come to this one, and you will know very soon that you do not know anything about negotiations” – Jason K.H. Lee, Project Manager, M900 Limited, Hong Kong

"I have at last learnt the secret that determines the final outcome of negotiations. It is so simple and stunning."– Chagrapun K., General Manager, Nawarat Public Company, Thailand

"I have been trained in negotiations locally and overseas, but finally I have learnt that further to moving on with the negotiation process, what I need to do to bring about long term success." – Gunasekaran, Independent Salvage Operator

"I must say that if your primary objective is to learn new skills coupled with your intense desire of improving your negotiation skills, this is without doubt the programme for you." – A Malek Idrus, Manager,  PETRONAS Holding Company

"As a trading analyst, negotiation is what I do every day. This programme has definitely lived up to it’s name of being at an advanced level. I wish the programme was longer." – Zulkifli Zakaria, Executive, LPPG

“This Negotiation course is an inspiring and motivating training to attend. The trainer helped us to bring out the best in ourselves. Closing deals come easily, effortlessly and abundantly. Yes!” – CG Lee Sales Advisor – Kah Motor Sdn Bhd

Investment

Normal fee
Sign up 1 pax
Pay before course starts
MYR 6,080.00
USD 1,520.00
Early Bird
Sign up 1 person
Pay 14 days before course starts
MYR 6,080.00
USD 1,520.00
Group Fee
Sign up 3 pax or more
Pay 14 days before course starts
MYR 6,080.00
USD 1,520.00

6% SST is chargeable, excluded in the quoted fee above
Certificate
Upon successful completion of this program, you will receive a Certificate of Achievement. 

Payment mode:

1. Online Payment  by Credit card:  You can opt to register and pay online with our latest payment integration system through our website.
 

2. Telegraphic Transfer- You can also opt to use GIRO or telegraphic transfer of payment via international banks.

Contact us: 
ITE INTERNATIONAL LTD
Tel:+603 8074 9056 | +603 8082 3707
Mobile: +6012 6869 628 |  +6018 2175 123
Email: info@itrainingexpert.com
Website: www.iTrainingExpert.com

 

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