Strategic Negotiation & Deal-Making

- Be the Master Negotiator 

Introduction

Negotiating to secure long-term contracts or business relations requires balancing the needs of both parties as well as the need to sustain the business relationship. This requires the skills of master negotiators. The program will provide participants additional and in-depth knowledge and skills in negotiating and closing deals strategically.

Learning Objectives

- Understand the motivation, belief, attitude, behavior, style, intelligence, and personal characteristics that are required of a master negotiator.

- Understand the negotiation process and how to manage it to avoid deadlock.

- Understand the role of strategic thinking, planning and the preparation required in ensuring successful deal making.

- Understand the importance of developing and using various types of power to win deals.

- Understand the importance of relationship building in achieving a win-win outcome as well as gaining strategic and added advantage.

- Develop persuasion skills to gain advantage in negotiation

- Master the negotiation nuts and bolts to achieve results.

- Understand context and culture and be able to manage cross border negotiation.

Topics Covered

> Introduction: What it takes to be a Deal Maker?

- Motivation, belief and attitude

- Personal characteristics and skills

- Deal maker’s intelligence

- Deal making capabilities

- Personal qualities

- Principles of behavior

> Negotiation – The 4 phases / 2 Styles Approach

- Distributive versus Integrative Negotiation

- Understanding the Process of Negotiation

- The Red and the Blue Style Negotiators

> Building the Base for Successful Deal making

- 5Ps of Preparation

- Think Strategically

- Know your Objectives and Bottom Line

- Design the Architecture

> Enhancing your Negotiation Power

- Personal Power

- Positional Power

- Relational Power

- Strategic Power and Strategic Advantage

- BATNA

> Using Power Persuasion

- Persuasion Game

- Analyzing the Other Party

- Becoming a Power Persuader

- Persuasion Techniques

> Managing the Negotiation Process

- Agenda

- Develop Reflection and Monitoring Skills

- Negotiation Gambits

- Tactics and Ploys

- Overcoming Impasses

- Purple Negotiator Revisits

> Cross Border Negotiation

- Context of Cross Border Negotiation

- Influence of Culture on Negotiation

- Culturally Responsive Negotiation Strategies

Designed for: Managers who have already possessed some basic underpinning knowledge of the negotiation process.

Trainer: Mr R. Arivalan

MBA (Abertey Dundee), B.Econs (UUM) comes with 16 years of experience in the field of marketing and strategic management, both as a practitioner and an academic. He is currently a lecturer at Curtin University of Technology, Sarawak as well as advisor and principal consultant for Curtin Consultancy Sdn Bhd.

Date: 26-27 August 2008 (Tue & Wed)

Venue: Equatorial Hotel, KL

Your Investment: RM 1800