Most of us are expected to negotiate effectively with key accounts, strategic partners, customers and vendors repeatedly over a long period of time. We also negotiate within our own organization, with bosses, colleagues, even subordinates. We need to achieve good results for ourselves while maintaining healthy, long-term relationships with our negotiating partners. In today’s world, a win-win approach is the only acceptable approach to negotiation.

A successful negotiation begins with preparation: gathering information, identifying interests and currencies of exchange, and creating options. It requires a sensitivity to the emotional aspects of negotiating and the ability to overcome an impasse.

This practical and interactive two-day workshop was designed for people who must negotiate in a variety of settings. It is based on the approach advanced in the books Getting to Yes and Getting Past No by Harvard professors Roger Fisher and William Ury. Facilitated by David Goldwich, a trained lawyer and mediator, this program focuses on preparing for negotiation and provides a framework for negotiating winwin outcomes.

Objective

Outline

Who should attend

Managers, supervisors, department heads, team leaders, lawyers, bankers, financial advisors, purchasing agents, contracts officers, executives, sales and marketing staff, customer service representatives, administrative and technical staff, and anyone whose work requires them to negotiate with and influence others.

Methodology

Testimonial

David is very smart and experienced, good sense of humor, handled the class very well in timing, cheering up the audience. I would like to bring ideas from this program to share with our partners in Vietnam. Lots of fun, no dead time.
Alice, Sales Manager

David’s coaching on negotiation skills has been transformational and beneficial for me. The session has given me an edge to negotiate confidently with our stakeholders to achieve a win-win situation. I wish I could have attended his course earlier.
Angela Chung, Senior Social Worker

David did an excellent job in presenting what can be a complex subject in a very simple and informative way.
Mike, Sales Manager

David’s workshop on Negotiating Skills is an enlightening and very relevant training for professionals and people from all walks of life alike. We need to negotiate and relate to people in our everyday lives whether we realize it or not. Hence it is important to be more aware and receptive to the underlying factors and fundamental skills related to negotiating effectively.
Sunita Suri, Occupational Therapist

David knew the methodology well and kept us entertained throughout the course! More vital topics were captured. Loved the session!
Razeena, Customer Service Manager

This course made me start to like negotiation.
Gloria Zhang, RBS

"I like the examples given to illustrate the idea of negotiating and also the role play where it involves practical negotiation."
Nanyang Polytechnic

"I found the whole course to be extremely useful and I will be able to use this in my
day to day job. Excellent!"
Raffaela Maiorano, RBS

David Goldwich's Profile

David is a "reformed" lawyer who is committed to helping people get what they want by teaching them how to play the negotiation game and be assertive, compelling, persuasive communicators. Born and raised in Miami, Florida, USA, David has been living in Singapore and working throughout Asia since 1999.

David has MBA and JD degrees from accredited and respected bricks-and-mortar universities. He practiced law in the United States for more than ten years, arguing before judges and political, government, and community bodies. He knows how to persuade the toughest audiences. David is trained as a mediator and has managed small businesses as well.

Recognizing that lawyers perpetuate rather than solve problems, David began lecturing and training in 1995. He has taught at the tertiary level in the USA and in Singapore. As a trainer, David applies the "80/20 Rule" by identifying the few critical tools necessary for the greatest improvement and presenting them in a form that is easy to learn and simple to use. An engaging and award-winning speaker, David uses humor and stories culled from his own experience as a lawyer, businessman, and father to help people reach breakthrough changes in their personal and professional lives. David is the author of four books and numerous articles in his field of expertise.

Some of David's recent projects in the region include Allianz Insurance Management Asia Pacific, American Express, Citibank, Caterpillar, Siemens, Singapore Technologies, Panalpina World Transport, BP, Shell, Petronas, Singapore Refining Company, Deutsche Bank, Amtek Engineering, BHP Billiton, Carl Zeiss, Cold Storage, Mitsui Chemicals, Chevron Phillips Chemicals, General Mills, Boston Scientific, Republic of Singapore Navy, Land Transport Authority, IRAS and Ministry of Foreign Affairs