Advanced Negotiation Skills Certification 4 days International

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 negotiation techniques by maintaining a calm state of mind.
• Effectively manage risks and close deals with grace and respect.

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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• The Many Ways to Ask for Information
• Listen and Perceive the Other’s Real Needs
• Using Rhetoric Effectively
• Elicitation Skills for Negotiators

• 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

• 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

• 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

• 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

• Anchor to Preferred Mental State
• Developing the Stamina to Persevere
• Hanging Tough
• Keeping Stretched Out Negotiations Fresh

• Talking Your Way Out of Difficult Situations
• Finding Your Strategy After Losing the Way
• Applying A 6 Step Process to Negotiating Conflict
• Achieving Openness

• 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

• 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

• 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

• 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

• Breaking Away From Tradition – Where Eagles Dare
• Using Your Guts as well as Your Head
• Thought Binding
• Risks and Caution

Interactive presentation and input. Case studies and simulations. Videos to enhance the learning, role plays, practical exercises, peer and trainer evaluation.

Activities include:

"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

Upon successful completion of this program, you will receive a Certificate of Achievement.

1. CREDIT CARD PAYMENT- You can opt to register and pay online with our latest payment integration system through our website.
2. BANK TRANSFER- You can also opt to use GIRO or telegraphic transfer of payment via international banks.

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