Smart Negotiation Skills for Purchasers & Buyers
Those who know how to negotiate get the bigger piece of the pie. No exceptions!
featuring role plays and case studies developed by Project on Negotiation at Harvard Law School
THEY ARE PLAYING THE NEGOTIATION GAME ON YOU RIGHT NOW!
Those who know how to negotiate get the bigger piece of the pie. No exceptions.
Negotiating effectively is a subtle, unobtrusive professional skill. It has to be learnt just like any other skill. It directly influences corporate profitability. All purchasers SHOULD know how to negotiate. If you are not aware of negotiation principles, you are costing your company millions of dollars in lost opportunities.
Your suppliers, and associates are applying negotiation principles and tactics on you right now, encouraging you to give them a bigger portion of your share of the pie -- without your realizing it. Of course, you don’t realize it -- because the basic premise of negotiating is that it is applied without the other side even remotely sensing it.
This program equips you with powerful negotiating and influencing techniques and strategies.
WHY THIS PROGRAM IS SPECIAL
· Links ideas presented directly to participants' actual negotiation / influencing situations
· 40% expert input (or lecture), 60% audience participation (learning by doing);
· Discusses current best practices in business negotiations, adapted to suit the Asian business environment
· Each participant receives a comprehensive fact-filled workshop-manual-cum-resource-book for easy on-the-job reference;
· 40% expert input (or lecture), 60% audience participation (learning by doing)
· Extensive workshop-manual-cum-resource-book for future reference
· Validated by EDS Advance Academy, Asia Pacific, in collaboration with Southern Luzon State University, Batangas State University, Sultan Kudarat Polytechnic State College, Laguna State Polytechnic University, Palawan State University, Akamai University, and American Heritage University for CEU award purposes
· Endorsed by HRD Gateway, malaysiaHRonline, HumanTalents International, and TrainingMalaysia
· In association with HRD Gateway, this program offered in: India, Pakistan, Sri Lanka, Singapore, Malaysia, China, Taiwan, Indonesia, Brunei, Thailand, Cambodia, Vietnam, Laos, Myanmar, Philippines, Czech Republic, and USA
BENEFITS YOU'LL RECEIVE AND CAN APPLY IMMEDIATELY
You will …..
· Discover your negotiation profile;
· Learn how to prepare for business negotiations;
· Know how to use the William Ury Model;
· Capitalize on the power of benefits;
· Learn how to apply negotiation strategies in various situations;
· Know all about money in negotiations;
· Maintain control in most difficult situations;
· Be able to place and give concessions;
· Know how to use variables in negotiating;
· Understand the concession curve;
· Be aware of negotiation games other people play on you;
· Learn to use countering tactics in negotiations;
· Know how to use the perception of power when negotiating;
· Learn how to be credible in the eyes of the other party;
· Know how to close a deal.
OBJECTIVE
By the end of the session, participants would understand principles of business negotiation that they can use to create a competitive edge for themselves and their companies. They would be able to prepare, plan, develop and execute appropriate strategies in business negotiation and transaction.
PROGRAM TOPICS
Introduction
Problems you face when negotiation with others
So far, how have you been negotiating?
Group exercise: “How not to lose your shirt in a negotiation encounter”
The paper tearing exercise – Don’t ASS U ME
Opening tactics
Test yourself on "The Opening Statement"
About the opening statement
Who opens first?
Krunch early and krunch often
If you have to open first
Assumptions
All about trades offs and variables
The need for trade offs
Variables in negotiation
Some variables
Other variables applicable to your business
Tactics -- How to's
Over 50 tactics used in negotiating / influencing
How to counter tactics
When they say they want this, do they REALLY mean they want this?
Issues, positions, interests, options, and variables
The question of position versus interest
PROGRAM SCHEDULEDay 1
8:30 a.m. – 9:00 a.m. / Registration
9:00 a.m. – 10:15 a.m. / Training Start
10:15 a.m. – 10:30 a.m. / Morning Break
10:30 a.m. – 1:00 p.m. / Training Continue
1:00 p.m. – 2:00 p.m. / Lunch
2:00 p.m. – 3:30 p.m. / Training Continue
3:30 p.m. – 3:45 p.m. / Tea Break
3:45 p.m. – 5:30 p.m. / Training Continue
5.30pm / End of Day 1
Day 2
8:30 a.m. – 9:00 a.m. / Registration
9:00 a.m. – 10:15 a.m. / Training Start
10:15 a.m. – 10:30 a.m. / Tea Break
10:30 a.m. – 1:00 p.m. / Training Continue
1:00 p.m. – 2:00 p.m. / Lunch
2:00 p.m. – 3:30 p.m. / Training Continue
3:30 p.m. – 3:45 p.m. / Tea Break
3:45 p.m. – 5:30 p.m. / Training Continue
5.30pm / End of Training
Position-Interest role play
Creating Options
Options Role Plays
Deadlock, impasse, stalemate
Definition
The wrong way to break a deadlock, impasse, stalemate:
How to break deadlocks, impasse, stalemates
Solo negotiation or team negotiation
Solo negotiator – Advantages, Areas of concern
A team of negotiators – Advantages, Areas of concern
The Negotiation Team – rules of engagement
Money and negotiation
Various ways of working around money
The use of “funny money”
How to create perceptions on value of money
The ubiquitous “It’s too expensive...... ”
Video presentation
Mark McCormack's "What They Don’t Teach You At Harvard Business School
Power in negotiation
Informal leadership power
Legitimate power
Tactical power
How to help the other party come to a decision
How to trial-close
Buying signals -- spoken, unspoken
Making final offers
Conclude with a nibble
What to do when a decision with the other party is reached
Role plays
The purchasing manager and the consultant
The purchaser and the customer service representative
GE International, Inc.
(other role plays depending on industry and need)
Trainer’s Biodata
Daniel has more than 26 years experience in the corporate world, out of which 11 years has been spent on coaching and training: teaching Management & Leadership skills, Communication Skills & Negotiation Skills - training Companies and individuals on Sales & Marketing, Course Consulting, Neuro-Linguistic Programming (NLP) and Sub-conscious learning skills. And in the process, continually coaching and motivating all his students, staffs and associates to learn, grow and expand their personal paradigms and horizons.
He also has extensive marketing and sales experience; from selling single course programs to education franchise businesses; as well as single pieces of equipment right-up to multi-million US dollar projects for more than 15 years. In his last major corporate appointment as Assistant General Manager of GEC (UK), Mahkota Technologies, where he was fully in-charge of both local and regional sales for his Division, he successfully managed over 15 different products and systems, with an annual turnover of RM60 million, for both the domestic and regional markets.
He is an engineer by profession and has completed his professional engineering degree, the Council of Engineering Institutions, UK., Part I & II within 2 years, one year short of the normal period of 3 years. As such he was awarded: Excellent Performance Award in the Professional degree. Positions held in the various multi-national corporate companies include from a young installation/service engineer to department manager & general manager of a leading MNC. Currently, he is a Certified Professional Trainer with the Malaysian Institute of Management (MIM) and Cambridge ICT. He is also a Certified Master NLP Practitioner of the National Federation of Neuro-Linguistic Psychology, USA.
He also specializes in Effective Communication & Negotiation skills, Management & Leadership Skills, Sales training applying Neuro-linguistic Programming and Subconscious Learning in order to accelerate adult learning. His other specialities include Functional & Instructional English for the Workplace, Effective English for Front-liners, Writing Skills, Presentation skills and Engaging Dialogue.
Daniel recognizes the great potential within each individual participant and he believes in making a difference in their learning through his personalised, demonstrative, practical and dynamic approach to make training an enjoyable and valuable experience. His passion for training stems from his innate desire to empower all those individuals who are keen to seek knowledge, wisdom and self improvement; so that they can be the person they need to be to have what they want.
Smart Negotiation Skills for Purchaser & Buyers
CLEVERBRIDGE TRAINING RESOURCES
No.9A, First Floor, Lintang Pekan Baru, Off Jalan Meru, 41050 Klang, Selangor
Tel: 03-3343 2180 Fax: 03-3341 5755 v