TRAINING OBJECTIVES
Understand the negotiation fundamentals – mindset, skillset and process
To negotiate better with suppliers via emails for desired outcome
To create and maintain
TRAINING OUTLINE
NEGOTIATION FUNDAMENTALS
Mindset:
Are Good Negotiators Born or Made?
Everybody is a negotiator and everything is negotiable
Collaborative Negotiation is an Attitude
Time and Patience in Negotiations
Process:
Negotiation Stages Introduction
Interests versus Positions
Negotiating Strategies
Toolset:
Tools of Influence
How to write Negotiation Emails & Common Mistakes
Best Negotiating Practices
PREPARE
Initial Points to Consider in Preparation
Research
BATNA: Best Alternative to a Negotiated Agreement
Set the Stage
Preparation Quick Checklist
:: MASTER YOUR NEGOTIATION SKILLS ::
17& 5 & 19-5, The Boulevard, Mid Valley City
Lingkaran Syed Putra, 59200 Kuala Lumpur
EXCHANGE
Build Rapport
Learn Their Interests
Four Critical Assessments
Fill in the Knowledge Gaps
Develop a Joint Agenda
BARGAIN
Opening Proposals
Challenge First Offers
Never say "No!" or "Yes!" Say "Yes if...."
Handling Objections: When They say "No"
Making and Managing Concessions
Probing in Bargain Stage
Results of Effective Probing and Crunching
Problem Solving with Creativity
Demonstrate Fairness
Offers and Proposals
CONCLUDE
Gaining Commitment
Summarize Negotiations
Final Written Agreements
Impasse
Appreciation
EXECUTE
What Can Obstruct Performance
Monitoring of Performance
Renegotiations
Action Plan
Evaluation
End
:: MASTER YOUR NEGOTIATION SKILLS ::
17& 5 & 19-5, The Boulevard, Mid Valley City
Lingkaran Syed Putra, 59200 Kuala Lumpur
TIME MODULE
DAY 1
8.30am – 9.00am Registration
9.00 am – 10.30am INTRODUCTION
NEGOTIATION FUNDAMENTALS
Mindset:
Are Good Negotiators Born or Made?
Everybody is a negotiator and everything is negotiable
Collaborative Negotiation is an Attitude
Time and Patience in Negotiations
10.30am – 10.45am Morning Break
10.45am – 1.00pm NEGOTIATION FUNDAMENTALS
Process:
Negotiation Stages Introduction
Interests versus Positions
Negotiating Strategies
Toolset:
Tools of Influence
How to write Negotiation Emails & Common Mistakes
Best Negotiating Practices
1.00pm – 2.00pm Lunch
2.00pm – 3.15pm PREPARE
Initial Points to Consider in Preparation
Research
BATNA: Best Alternative to a Negotiated Agreement
Set the Stage
Preparation Quick Checklist
3.15pm – 3.30pm Afternoon Break
3.30pm – 5.00pm EXCHANGE
Build Rapport
Learn Their Interests
Four Critical Assessments
Fill in the Knowledge Gaps
Develop a Joint Agenda
5.00pm End Of Day 1
:: MASTER YOUR NEGOTIATION SKILLS ::
17& 5 & 19-5, The Boulevard, Mid Valley City
Lingkaran Syed Putra, 59200 Kuala Lumpur
TIME MODULE
DAY 2
8.30am – 9.00am Registration
9.00 am – 10.30am RECAP DAY 1
BARGAIN
Opening Proposals
Challenge First Offers
Never say "No!" or "Yes!" Say "Yes if...."
Handling Objections: When They say "No"
10.30am – 10.45am Morning Break
10.45am – 1.00pm
BARGAIN
Making and Managing Concessions
Probing in Bargain Stage
Results of Effective Probing and Crunching
Problem Solving with Creativity
Demonstrate Fairness
Offers and Proposals
1.00pm – 2.00pm Lunch
2.00pm – 3.15pm CONCLUDE
Gaining Commitment
Summarize Negotiations
Final Written Agreements
Impasse
Appreciation
3.15pm – 3.30pm Afternoon Break
3.30pm – 5.00pm EXECUTE
What Can Obstruct Performance
Monitoring of Performance
Renegotiations
Action Plan
Evaluation
5.00pm End Of Day 2
METHODOLOGY
Theory with discussions and presentations, case studies, audio-visual aids, and simulation game (if faceto-face)
:: MASTER YOUR NEGOTIATION SKILLS ::
17& 5 & 19-5, The Boulevard, Mid Valley City
Lingkaran Syed Putra, 59200 Kuala Lumpur
Programme scope, delivery arrangements and suitability are confirmed during enquiry.