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Negotiate To Win Masterclass

Event 

Negotiate To Win Masterclass
Title:
Negotiate To Win Masterclass
When:
15 May 2017 - 17 May 2017
Category:
Leadership
        

Description


 

Jim Thomas is an attorney, author, speaker, and media personality, but above all, a busy full-time negotiator. For the past 35 years, Jim’s law practice has focused exclusively on negotiating. He is the author of Harper Collins’ international bestseller, Negotiate to Win. Jim's book was rated one of the Best Business Books of 2006 by Strategy & BusinessMagazine and is available in 18 languages. Jim is a popular speaker and a frequent guest on television and radio programs including CNN, Channel News Asia, CBS News, ABC News, MSNBC, and Fox News. He’s been featured in newspapers and magazines worldwide, including Newsweek, Forbes, Dow Jones Marketwatch, Cosmopolitan, Men’s Health Singapore, 8 Days, Her World, Mademoiselle, Global Investor, Marie Claire, Better Homes,Woman’s Day, American Executive, and Pacific Business News.


 

Testimonials 

“Jim Thomas is a good speaker with a vast experience. The negotiation structure, on the other hand, is the main strength of the event.”
Mohd Abdullah Shabri – CV Sales Manager, Petron Fuel International Sdn Bhd

“The material is really useful. In addition, Jim is knowledgeable and has given some useful formulas and tips to use in negotiations.”
Datin Noriza bt Ibak – General Manager, Legal Services, Tenaga Nasional Berhad

“I learn more how to negotiate better through the case study. The presentation was very good. Jim was able to answer QA session with details clearly and make me understand it. I recently know about Kexxel, so far so good!”
Nurdian Sukor – Assistant Manager, Purchasing, UMW Advantech Sdn Bhd

“The trainer is really experienced with the subject. The main strengths are the punctuality of the event and on-point presentation. Kexxel Group is a good event manager.”
Mohamed Akhbar Bin Muslim – General Manager, Tenaga Nasional Berhad

“The speaker has impressive knowledge and the ability to articulate and relate his experience in the art of negotiations. The main strength is the case studies and simplified notes for a speedy understanding. Kexxel group is a well-organized training provider.”
Koh Chin Lai – Senior Manager, Tenaga Nasional Berhad

” The seminar has a lot of practical exercise and a lot of practical advice that is easy to understand. The tips are doable with some practice. Kexxel Group has a well-organized training.”
Jessie Sam – Business Operations Manager, Pfizer Malaysia Sdn Bhd

Past Clients

  • Air Products
  • Allison Engine
  • Bell Textron
  • BHP Billiton
  • COMSAT
  • MCI
  • Nextel
  • Sprint
  • General Electric
  • Gillette
  • Hallmark
  • Ford
  • General Electric
  • Gillette
  • Hallmark
  • Marathon
  • New York Power
  • Phillips Petroleum
  • Southern Company
  • Alcon
  • Biogen-Idec
  • Bristol-Myers Squibb
  • Genzyme
  • 3M
  • Acuent
  • Alcatel-Lucent
  • AOL
  • Federal Express
  • Norfolk Southern

Why You Should Attend

  • The future will belong to better negotiators.
  • Learn from the Fortune 500’s favourite negotiating coach.
  • Learn how to achieve long-lasting, creative, mutually profitable, “win-win” agreements more easily, smoothly, and consistently.
  • Learn how to thoroughly and effectively prepare for your negotiations.
  • Learn how to assess the other side’s negotiating strengths and weaknesses.
  • Learn how to use the full range of best negotiating practices – and how to defend against them.
  • Why, when, and how to make concessions – and avoid unnecessary concessions.
  • Learn how to more effectively select, manage, and use negotiating teams,
  • Learn how to establish and maintain a positive negotiating climate.
  • Learn how to negotiate more comfortably and successfully across cultural lines.
  • The growing role of computers and the Internet in negotiating.

Program Agenda

Day 1- Overview

The Negotiate to Win Workshop begins with participant introductions, an overview of the program’s content and methodology, and the establishment of ground rules. We then discuss participants’ goals and expectations for the Workshop and share personal best and worst negotiating experiences

Module 1: Negotiation-What Lies Beneath The definition of negotiation

  • The enormous and growing importance of effective negotiating
  • Negotiation philosophies: win-win vs. win-lose, collaborative vs. manipulative, integrative vs. distributive, positional vs. interest-based, and others
  • The difference between persuading (obtaining agreement through logic and reason) and negotiating (obtaining agreement through concession-making)
  • Persuasion’s Achilles’ heel: reasonable people with the same facts often come to completely different conclusions
  • Similarities and differences in negotiating styles among cultures
  • The template for a Personal Negotiating Action Plan to be developed by each attendee is distributed and begun
  • Attendees receive and perform the First Negotiation Exercise

Module 2: What “Win-Win” Negotiating Is Really All About”

  • Debrief of First Negotiation Exercise.
  • The central role of face, ego, and self-esteem in negotiation.
  • Negotiation’s many facets: logical, illogical, emotional, psychological, theatrical, and more.
  • Who to do a “win-win” negotiation.
  • The rare occasions when “win-lose” negotiating is acceptable.
  • When negotiations shaped history: landmark 20th and 21st Century negotiations.

Module 3: The Critical Rules of Negotiating

  • Explaining and dispelling the pervasive myth of “negotiating strategies and tactics”
  • The layout and reasoning behind the 21 Rules of Negotiating
  • Each of the seven Critical Rules of Negotiating is explained in detail and discussed by attendees

Module 4: The important But Obvious Rules of Negotiating

  • Each of the four Important But Obvious Rules of Negotiating is explained in detail and discussed by attendees

Module 5: The “The Nice To Do” Rules of Negotiating”

  • Each of the ten “Nice To Do” Rules of Negotiating is explained in detail and discussed by attendees
  • Attendees receive and perform the Second Negotiation Exercise

Day 2: Overview

We begin Day 2 with a review of lessons from Day 1. After a brief summary of Day 2’s agenda and goals, we move on to the vitally important subject of Concession Management.

Module 1: Concession Management

  • Debrief of Second Negotiation Exercise correcting observed problems
  • Constructing the Envelope of Negotiation for each anticipated issue
  • The negotiating challenges posed by our natural reluctance to make concessions
  • The importance of the Rule of Halves in overcoming this reluctance and providing a roadmap for effective concession-making
  • The “ideal” concession pattern: the Rule of Halves’ steeply-tapered concession curve
  • Escalating: definition, risks, and defenses
  • Avoiding the temptation to “shave” Rule of Halves concessions
  • The very bad habit of speculating about the other side’s Envelopes
  • Managing your concessions against a deadline
  • A suggested timeline for good concession-making
  • Attendees receive and perform the Third Negotiation Exercise to verify their competence in concession management

Module 2: Pre-negotiation Homework

  • Debrief of Third Negotiation Exercise correcting observed problems
  • Best practices for doing pre-negotiation homework
  • Emerging homework tools and technologies
    - Spreadsheet programs to better manage the true economic cost and value of concessions made and received
  • The only homework that really matters: establishing an Envelope of Negotiation for each issue
  • Defining and sorting negotiable issues and creating alternatives
  • Assessing the other side’s negotiating positions
  • Creativity in concessions
  • Team negotiations
  • Making the boss a negotiating asset instead of a liability
  • Identifying and preparing for contingencies
  • Completing the negotiation plan
  • The eight “must-do” homework steps
  • Attendees perform the Fourth Negotiation Exercise after completing a Negotiation Preparation Template

Module 3: Performing a Successful Negotiation

  • Debrief of Fourth Negotiation Exercise correcting observed problems
  • Best practices for internal negotiations
    - Negotiating with and within management
    - Negotiating between management and employees
    - Negotiating will colleagues and counterparts
    - Organization-wide negotiating
  • Best practices for external negotiations
    - Dealing with multiple stakeholders, coalitions, and partners
    - Formulating multi-party, multi-issue agreements
    - Handling shifting alliances
  • Best post-negotiation practices
  • Attendees perform the Fifth Negotiation Exercise after completing a Negotiation Preparation Template

Module 4: Navigation Negotiation’s Minefields

  • Debrief of Fifth Negotiation Exercise correcting observed problems
  • Negotiating at an uneven table: when the other side has more power
  • Negotiating under extreme time pressure
  • Friendly fire I: negotiating when your allies don’t understand your strategy and you can’t reveal it to them
  • Friendly fire II: negotiating when your allies understand your strategy and disagree with it
  • Handling gender differences in negotiations
  • Negotiating across cultures and/or borders
  • Negotiating with difficult people and/or in difficult situations
    - Taking charge of your feelings and behaviors
    - Expressing your emotions intelligently
    - Managing and defusing emotional outbursts, threats, and personal attacks
  • Negotiating ethics
  • Negotiating within a strategic alliance
    - Building, maintaining, and growing an alliance
    - Defusing alliance-threatening situations
    - When partners disagree
    - Ending alliances professionally and constructively
  • Handling post-negotiation regret
  • Attendees perform the Sixth Negotiation Exercise after completing a Negotiation Preparation Template

Module 5: Negotiation Leadership

  • Debrief of Sixth Negotiation Exercise correcting observed problems
  • Negotiating organizational change
  • How to build your organization’s a negotiating capability
  • Attendees complete Personal Negotiating Action Plans

Who Should Attend

This intensive seminar is designed to help anyone who deals with people. It is particularly well suited to the needs of owners, executives, senior managers, salespeople, legal and other professionals, buyers, marketing managers, purchasing managers, operations managers, procurement managers, supply chain managers, logistics managers, HR managers, distribution managers, and anyone else who needs to quickly and dramatically enhance their negotiating skills.

*******For more details, kindly download the brochure*******

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Save up to 50% from in-house courses!

You may wish to consider having an in-house course delivered locally on-site if you have a number of participants with similar training needs. This course can be customised to fit specific requirements. For more information about IHT kindly send your enquiries to  This e-mail address is being protected from spambots. You need JavaScript enabled to view it