Classroom/ Online: Yes/ Yes
Scheduling Date(s):
1) May 02 - 03, 2024 (classroom - confirmed)
2) Sep 04 - 05, 2024 (classroom - confirmed)
Note: Please click specific date for detailed venue and course fee etc.
Smart Negotiation
Our Smart Negotiation workshop is a fast paced and intensive 2-day training course. You will gain insights into how to use the ‘secret strategy’, how to identify and counter negotiation tactics, adapt your communication style and manage negotiations to achieve your objectives.
Our workshops extend beyond theory and include hands-on experiential exercises, providing you with practical skills to apply in the workplace and give you the negotiating edge.
During this popular 2-day Negotiation workshop we will explore proven negotiation techniques that will allow you to recognize hidden agendas, identify tactics to strategically build common ground and provide tools to assist with closing the deal.
Our workshops extend beyond theory and include hands-on experiential exercises, providing you with practical skills to apply in the workplace and give you the negotiating edge.
During this popular 2-day Negotiation workshop we will explore proven negotiation techniques that will allow you to recognize hidden agendas, identify tactics to strategically build common ground and provide tools to assist with closing the deal.
Objective
Upon completion of our Smart Negotiation Course you will be able to:
- Systematically preparing for negotiations and setting clear goals to achieve results.
- Identify the critical components of the negotiation process
- Maintain your composure throughout and be Focus
- Build Rapport and Maintain the Rapport throughout.
- Identify your "Opponent" and Adapt
- Adapt your styles to match your "opponent" to create a comfortable environment of "Trust"
- Have a Process to uncover the other party’s hidden desires.
- Have the "Art of asking the right" Questions
- Utilizing the essential role of effective communication to create cooperation and manage conflict in crisis scenarios
- Comprehend the 5-Steps in winning over a hard negotiator and achieve collaboration.
- Identifying hidden motivators and strategically building common ground
- Developing negotiation and influencing strategies to achieve specific objectives
- Building optimal commercial relationships to increase profitability and create value in negotiations
Outline
Introduction
Building Rapport and Maintaining the Relation
Under Covering the Hidden Agenda
Achieving Collaboration
Applying the Concepts and Skills
- The Matrix of Negotiation
- Our Goals and Purpose -Desired Outcome
- Our approach
Building Rapport and Maintaining the Relation
- Managing Emotions
- Focusing on our outcomes
- Knowing your opponent and "Mirror" him
- Having a Upfront Contract
Under Covering the Hidden Agenda
- The Funnel of Truth
- Questioning Techniques
- Turning the "Tide" Over
Achieving Collaboration
- 5-Steps approach in closing the deal
Applying the Concepts and Skills
- Practices and Role Plays
Who should attend
- Leaders and Executives at all levels
- Account Managers, Business Development Managers, Pre-sales and Sales Managers involved in managing commercial relationships and contract negotiations
- Senior Executives involved in the negotiation process or looking to influence outcomes
- Professionals who lead or manage a team and those involved in planning and decision making
- Those looking to develop their communication and influencing skills
Methodology
- Interactive Discussion
- Actual case studies discussion
- Step by Step guide on applying the skills set
- Template provided to manage and measure change
- Individual assignment on own change initiative
Testimonials
I learned a lot about how to achieve a gain-gain situation from negotiations - one of the participants from GOV
David was very interactive and kept our interest when teaching. He shared a lot of his knowledge with us openly and tailored parts of the lesson for our understanding - one of the participants from GOV
David was very interactive and kept our interest when teaching. He shared a lot of his knowledge with us openly and tailored parts of the lesson for our understanding - one of the participants from GOV
Particular of David Ong
David has more than 30 years of Managing, Developing and Training Human Capital both local and regional countries.
His vast training experiences and travels make him a close Business Consultant with numerous corporations, partnering with them in their Organization Development in areas related to Values and Culture, Training Needs Analysis, Training Evaluation and Leadership Competency Model.
His niche areas are delivering Leadership Competency Related Programs; ie, Project Management, Change Management, Decision Making, Problem Solving, Creativity, Innovation, Negotiations, Diversity Management, Corporate Culture, Mindfulness, Team Enhancement, Communication, People Skills, Coaching and Human Behavioral Science(Psychology/Sociology).
His professional training development includes PDTD from STADA/Singapore, Training Design from Wagga Wagga/Australia and Training Methodologies from Canada.
He is also the Master Trainer with a few recognized institutions in conducting Train The Trainer programs in Training Delivery, Training Methodology, Training Design, OJT Structuring, Test Constructions and Presentation Skills.
His passion in Human Behavioral Science has seen him further study in the fields of Education-Adult Learning and Psychology-Behaviors.
He is also certified in numerous profiling tools namely;
- Whole Brain Thinking HBDI level 1, 2 and 3.
- TetraMap in Leadership profiling.
- The US FBI "Art of Profiling" and others.
- Global US Sandler Sales Master Trainer.
- Handwriting Analysis
- DISC
- MBTI
- NLP Practitioner
- Practitioner of Mindfulness
He also received the Singapore President Efficiency Medal.
