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(4) HOW TO NEGOTIATE TO WINKUALA LUMPUR l 6-7 April 2009KUALA LUMPUR l 29-30 June 2009KUALA LUMPUR l 12-13 October 2009
Implement Powerful, Proven Negotiation Techniques that will Boost Your Confidence & Increase Your Effectiveness Negotiation takes place everywhere and every time in a dynamic environment. In any organization, members may possess the technical know-how to perform their allocated tasks well but they may not have the necessary negotiation skills to deal with people outside the organization. Effective negotiation skills are therefore essential to the success of most job functions requiring members to come into contact with suppliers and others outside the organization. The objectives of this course are:
The course will be conducted in a highly interactive & enriching learning environment with lectures, discussion and role play sessions. Video replays will be used to enhance learning. WHO SHOULD ATTEND Sales and Purchasing Professionals, Project Leaders and others who need to negotiate with internal and external parties in the course of their work; others who need to understand negotiation to do their job better.
COURSE
SCHEDULE
Note:
This schedule is a guide and may be modified depending on the group
dynamics and the needs of the participants.
Day
1
Morning
Session (9.00-10.15am)
·
Welcome &
Introductions
·
Introduction to
Negotiation
- Key principles
of negotiation
·
Common Mistakes
in Negotiation
Coffee
Break (15 minutes)
Morning
Session (10.30-11.30am)
·
Using a
Negotiation Planning Framework
- The PLANE
Framework & How to Make it Work
Morning
Session (11.30am-12.30pm)
·
Planning &
Preparation for Negotiation
- Assessing
relative strengths & weaknesses
-
Knowing your BATNA
·
Leveraging on
Strengths
- Understanding
your negotiation style
-
Setting objectives & targets
Lunch
Break (12.30-1.30pm)
Afternoon
Session (1.30-2.30pm)
·
Exercises &
Discussions
·
Applying
Strategies & Techniques
- Opening
statements, trading concessions, dealing with the unexpected
- Non-verbal
techniques
Afternoon
Session (2.30-3.30pm)
·
Negotiating the
Agreement
- Knowing when to
close
- Closing
techniques
Tea
Break (15 minutes)
Afternoon
Session (3.45-4.30pm)
·
Cross-Cultural
Negotiations
- Key elements in
cross-cultural negotiations
·
Discussions
& Summary of Day 1
·
Issues of Role
Play 1 and Briefing for Day 2
Day
2
Morning
Session (9.00-10.15am)
·
Discussion &
Preparation for Role Play 1
Coffee
Break (15 minutes)
Morning
Session (10.30-11.30am)
·
Commencement of
Role Play 1
·
Review,
Evaluation and Discussions
·
Discussion &
Preparation and Preparation for Role Play 2
Morning
Session (11.30am-12.30pm)
·
Commencement of
Role Play 2
·
Review,
Evaluation and Discussions
Lunch
Break (12.30-1.30pm)
Afternoon
Session (1.30-2.30pm)
·
Discussion &
Preparation for Role Play 3
Afternoon
Session (2.30-3.30pm)
·
Commencement of
Role Play 3
·
Review,
Evaluation and Discussions
Tea Break (15 minutes)
Afternoon
Session (3.45-4.30pm)
·
Discussions of
Lessons Learnt Through Role Plays
Afternoon
Session (4.30-5.00pm)
·
Summary
and End of Course
YOUR EXPERT COURSE LEADER Dr Bob Foo has been providing training in his areas of expertise and specialization - strategic selling, negotiation dynamics, marketing and strategic management for over 14 years. Dr Foo worked for over 10 years in senior management positions with multi-national corporations dealing in diverse products and services in commerce and industry. He has extensive experience in marketing, sales and negotiations in the U.S., Europe and the Asia-Pacific. He has worked with various companies and organizations to help formulate and develop effective sales & marketing strategies. These include British Airways, Singapore Technologies Group, Elyo Jardine, Pico Art, Malayan British Assurance Group, Hong Leong Group, Pernas Trading, Malayawata Steel, Sime Darby Group, Trans-Island Bus Services , Galderma International , Sheraton Towers Hotel, Firmenich of Switzerland , Kerry Ingredients of Ireland , Hunter Douglas, SMC Pneumatics, Buckman Laboratories, MK Electric, Tyco Healthcare, Associated Springs, Lasseffre France, Hermes Epitek, Aspial Corporation (Lee Hwa Jewelry) and Computer Associates. He also speaks and writes on breakthrough business concepts for the 21st century. Dr Foo was key speaker on ‘Innovative Marketing Methods’ at the 2000 Singapore Retail Industry Conference and his articles have appeared regularly in Beyond Classifieds, ASIA 21, Today’s Manager and Singapore Marketer. He was also project consultant for the book “Singapore’s Savvy: 50 entrepreneurs of tomorrow” launched at the World’s Summit of Small Business 2000 held in Singapore on 29 March 2000. Dr Foo is an associate faculty with the University of Strathclyde, University of Bradford, University of Wales and the Curtin University of Technology. He is also a certified Chartered Marketer and a Fellow of the Chartered Institute of Marketing (FCIM). Dr Foo has a Ph.D from the University of Nottingham, a M.Sc. in International Marketing from the University of Strathclyde as well as several other professional qualifications in Administrative Management, Business Administration, Accounting & Finance, and Public Relations. COMPANIES WHICH HAVE BENEFITED FROM THIS
COURSE
INCLUDE... Finewood Forest Products Sdn Bhd
v
First
Tech Pacific Distributors
v Stancodex Sdn Bhd
v CPT Manufacturing Sdn Bhd
v
NSK
Micro Precision (M) Sdn Bhd
v Kim Fashion Knitwear (M) Sdn Bhd
v
Advance Modules Sdn Bhd
v
Sun
Media Corporation Sdn Bhd
v Telekom Sales & Services Sdn Bhd
v
Seven Seas Computers Sdn Bhd
v
Pemara
Labels Sdn Bhd
v
Aluminium
Company of Malaysia
v ITL Consultants Malaysia
v
Rhone Ma Malaysia
v
National
Health Group
v Knight Frank Pte Ltd
v
Mitsui Bisphenol Singapore
v
Schneider
Electric Singapore
v MHI South East Asia
v Sun Ace Kakoh
v
Jurong SML
v
ID
Technologies
v SMIT Singapore
v Xin Procurement
v
Atofina SEA
v
Drew
Ameroid
v
Brady
Corporation
v Kodak Polychrome Graphics
v Alumex Pte Ltd
v
Bally Singapore
v
Eastern
Wire
v
Eastman
Kodak
v
Esso
Singapore
v
Hempel
Coatings
v
Mayfran
International
v National Parks Board
v
Pan-United Shipyard
v
Port
of Singapore Authority
v Raffles Marina
v Singapore Technologies Automative
v
Sony
Music
v
We
Become
v
Metro Pte Ltd
v
Winston
Engineering Corp Pte Ltd
v GBC Asia Pte Ltd
v Motorola Singapore
v
Aida
Stamping
v
Aik Lian Seng Pte Ltd
v
Info-Communications
Development Authority of Singapore
v
JTC Corporation
v
Neucor
Holdings Pte Ltd
v Nippon Precision
Technology (M) Sdn Bhd
v Gardenia Foods
v Hitachi Koki (M) Sdn Bhd
v
VA Dynamics Sdn Bhd
v
ITL Asia Pacific Sdn Bhd
v Dragon Optical Media Technologies Sdn Bhd
v
Asian Overland Services Tours & Travel
v
Universiti Teknologi Petronas SOME COMMENTS FROM PAST ATTENDEES...
Bob took our sales team
through key aspects of modern negotiation techniques and facilitated role
play sessions. These were designed to achieve maximum interaction &
participation and to enhance learning and ownership of relevant
negotiation skills and techniques in a variety of real-life situations.
Dustin Loh, Couintry Manager
I would recommend Bob's
programme to for both new and seasoned managers.
K.K. Goh, Manager
Before attending the
seminar I was a bit apprehensive of the quality of the course but I was
surprised that this was one of the few trainings I have attended that are
useful to my work.
Julia Pan, Manager
Bob is an excellent
facilitator . He uses relevant cases and shares his experiences to enrich
our learning.
Belinda Bay, Executive
COURSE FEES RM1,595 per person
TEAM DISCOUNT (For organisations sending 3 or more participants) RM1,395 per person
REGISTRATION DEADLINE 1 week before each scheduled date. |
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1 North Bridge Road #18-06, Singapore 179094, Singapore 52-1, 1st Floor, Jalan Presiden F U1/F, Accentra Business
Park, Glenmarie, 40150 Shah Alam, Malaysia |
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