Event Profile | |
Class/ Online | Classroom |
Date | March 06, 2018 |
Time | 9:00am to 5:00pm |
Venue | Mandarin Orchard Singapore 333 Orchard Road Singapore 238867 |
Fee | 7% GST will apply SGD 490.00For Member SGD 465.5 |
Note | Two tea breaks and buffet lunch will be served. Limited complimentary car parking coupons are available upon request. |
Trainer | |
Activity |
The Psychology of Negotiation is designed to equip you with the psychological skills and tools to gain insight into the mind of a negotiator, and teach you the secrets that would give you the upper hand in closing a deal. Drawing from the research field of micro-momentary expressions or micro-tells, non-verbal communication and negotiation routines, participants learn to negotiate like a pro! A proprietary model, Psych-negotiate, is taught to help participants navigate through the process - from pre-negotiation, negotiation to post-negotiation planning. In this introductory talk, participants will learn a few sampler techniques/ skills on how to 'read' broad nonverbal cues or macro-tells to appreciate your adversary's emotions and motives. Be surprised with how easy it is to truly understand another by not listening, but watching another's behaviour.
Objective
- Understand the Psychology behind Negotiation
- Learn how to detect deception within a negotiation context
- Identify games that people play during negotiation
- Improve your negotiation tactics by understanding your adversary
Outline
- Introduction: The Psychology of Negotiation.
- Pre-negotiation Planning
- The Psychology of Communication
- Negotiation Tactics and How to Counter Them
- Negotiation Strategies
- Countering Negative Negotiation Tactics
- Introduction to Microtells - Emotional Leakages that can give your opponent away
- Microtells - Facial Micro-expression Training
- Post Negotiation Planning
Who should attend
Managers, supervisors, lawyers, 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
Presentation / discussion | Interactive sessions | Videos
Testimonial
"It is a very interesting and eye opening course. As someone who works in the front office, this course has benefited me well. I am better prepared during the negotiation process to look out for the cues and signs. This increases my confidence and skills as a negotiator. I would gladly recommend this course."
Jessica Lim, Trader - Phillip Securities
"Insightful....Yew Chye provides a realistic dose of psychology (of Negotiation) served in tasty anecdotes. Now I am refreshed, more aware of micro-tells and negotiation routines. I believe it will better my negotiation skills with people to secure a better deal or turn a disadvantaged position into an advantageous one."
Stella Teoh, MOE teacher
The trainer has deep knowledge of the human behavior and traits which are very useful for us to apply in both our personal livers and work place.
Ministry of Manpower
Jessica Lim, Trader - Phillip Securities
"Insightful....Yew Chye provides a realistic dose of psychology (of Negotiation) served in tasty anecdotes. Now I am refreshed, more aware of micro-tells and negotiation routines. I believe it will better my negotiation skills with people to secure a better deal or turn a disadvantaged position into an advantageous one."
Stella Teoh, MOE teacher
The trainer has deep knowledge of the human behavior and traits which are very useful for us to apply in both our personal livers and work place.
Ministry of Manpower
Teo Yew Chye's Profile
A cognitive psychologist by training, Yew Chye was a former researcher with the Psychology Department, University of Western Australia. He is a Certified Master Trainer in a web-based version of learning styles developed by Performance Concepts International (US) particularly for the corporate and youth market. In addition, Yew Chye is also an accredited Facilitator in the use of the Myers-Briggs Type Indicator (MBTI Qualified, APT Qualifying Training Program, 2003).
Yew Chye’s life-long interest in human learning has led him to earn a Certificate in ‘Introduction to Critical Thinking for Instruction and Learning’ from the Foundation for Critical Thinking (US), the leading international group for the teaching of thinking skills in the world. He has also received professional certification in Multiple Intelligences in Classroom from Wide World/ Harvard University (US).
Yew Chye’s personal passion is in the promotion of youth entrepreneurship and the life-long learning of martial arts as part of building resilience and character development. In 2005 and 2006, he served as the Panel Judge for the North-East CDC (Singapore) in the promotion of youth entrepreneurship. In addition, he facilitated the set up of a Youth Entrepreneurship Scheme (YES) at Anderson Junior College, and served as a Mentor. In 2006, he was instrumental in the founding of the Faber-Castell Akademie, a division of the 245-year old German conglomerate.
Yew Chye’s life-long interest in human learning has led him to earn a Certificate in ‘Introduction to Critical Thinking for Instruction and Learning’ from the Foundation for Critical Thinking (US), the leading international group for the teaching of thinking skills in the world. He has also received professional certification in Multiple Intelligences in Classroom from Wide World/ Harvard University (US).
Yew Chye’s personal passion is in the promotion of youth entrepreneurship and the life-long learning of martial arts as part of building resilience and character development. In 2005 and 2006, he served as the Panel Judge for the North-East CDC (Singapore) in the promotion of youth entrepreneurship. In addition, he facilitated the set up of a Youth Entrepreneurship Scheme (YES) at Anderson Junior College, and served as a Mentor. In 2006, he was instrumental in the founding of the Faber-Castell Akademie, a division of the 245-year old German conglomerate.