The Art of Negotiation

Introduction

The ability to negotiate effectively is an important skill. It is also a skill that can easily be developed by understanding the processes involved. This one-day, hands-on course is aimed at anyone who negotiates as part of their role (which may include negotiating internally within an organization, as well as externally with customers and other companies etc).

Course objectives

By the end of the course participants will be able to:-

·  Negotiate with the aim of achieving advantageous but also mutually acceptable outcomes;

·  Make effective preparations before starting to negotiate; and

·  Structure and pace negotiations so that they do not find themselves in the negotiating process before they are well prepared.

Target Audience

Junior and middle managers, sales and procurement staff, staff dealing with bids and contracts, businessmen – in fact anyone who has to negotiate as part of their job or otherwise. Participants need to have a good level of competence in spoken English.

Methodology

The course is a mixture of presentations, exercises and other activities. It is highly interactive (workshop style) so participants should come ready to throw themselves into it – and enjoy themselves! Participants will also receive full handouts to take away with key points from the course

Course content

PROGRAM SCHEDULE
Day 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

The course will include sessions on:-

What is negotiation? - Examines the concept of negotiation and what we are trying to achieve.

Potential negotiations - Participants identify the potential negotiations constantly surrounding them.

Alternatives to Negotiation - Negotiation is not the only method of problem solving.The course will help you toidentify some of the alternatives and discuss when negotiation is the best approach.

Negotiating Structure - Participants often identify confidence as being the main barrier to effective negotiation. Onceyouare able to work with an effective structure, you willfind thatyour confidence grows and this barrier quickly disappears.

Planning - Helps participants to understand the importance of planning before entering into negotiations. Weshall look at what is involved in effective planning. Participantswill begiven a planning template which will provide a basis for preparing most ofyour negotiations.

Laying Foundations - This important stage of negotiation is often overlooked by inexperienced negotiators. Participants will learn to set up their discussion so that they do not move towards agreement prematurely.

Building - Helps participants to avoid surrendering their position without getting something in return.

Completing - Ensures that the negotiation is closed effectively so that all parties leave committed to the outcomes agreed.

Practice- An opportunity for participants to practice the processes covered during the course.

Review-Participants review the session and exchange key learning points with each other. Thiswill help consolidatewhat you have learnedand help youincorporate keypointsinto your future activity and work.

TRAINER PROFILE

Mr. Gordon Reid

Gordon Reid is a former British diplomat with over 25 years’ experience working in a wide range of positions, countries and cultures. During his career he had extensive involvement in leading negotiations, both multilateral (in international organisations and on treaties) and bilateral (including business negotiations). Gordon has lived and worked in Malaysia since 2003. In his most recent post, as Director of Trade & Investment at the British High Commission in Kuala Lumpur, he had extensive dealings with both Malaysian and British business people.

Since leaving the Diplomatic Service, Gordon has applied his professional experience to English language teaching and management and soft skills training. A CELTA and TESOL trained teacher, Gordon has delivered a range of courses from general, business and specialist English to presentation and public speaking, to communication, motivation and negotation. Among the companies Gordon has trained are Ambank, Tractors Malaysia/Sime Darby, Aker Kvaerner, Alstom, Alliance Bank, Siemens, Sunway and the KLCC Convention Centre

The Art of Negotiation

CLEVERBRIDGE TRAINING RESOURCES

No.9A, First Floor, Lintang Pekan Baru, Off Jalan Meru, 41050 Klang, Selangor

Tel: 03-3343 2180 Fax: 03-3341 5755