Testimonials

Hani Orfali, Toys Division Director - NewBoy, Dubai

The main thing that reached my objectives at the beginning which I found really beneficial is the techniques of negotiation; the steps, the main rules and the main right things you have to do. I have never attended a negotiation class before, and that was my objective and that was what I exactly found. I think anyone, especially those who are doing daily negotiations for so long should attend this course to know about the process before and after negotiation because it will help them a lot to use all the experiences in a more efficient way. Thank you Kexxel Group; very nice organization, nice event and all the help I got from your emails. To me, the people who were invited to this negotiation event are lucky because it is very important. You can take this course any time! Jim is an experienced negotiator; very humourous!

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Negotiate To Win Masterclass @ Kuala Lumpur

Event 

Negotiate To Win Masterclass @ Kuala Lumpur
Title:
Negotiate To Win Masterclass @ Kuala Lumpur
When:
15 May 2017 - 16 May 2017
Where:
5 Star Hotel - To Be Announced (Malaysia) - Kuala Lumpur
Category:
Sales and Marketing
        

Description

Jim Thomas is an attorney, author, speaker, and media personality, but above all, a busy full-time negotiator..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 & Business Magazine.  A profound person of the media he has appeared on programs like CNN,CBS News, ABC News, MSNBC, and Fox News. Jim has also been featured in newspapers and magazines worldwide, including Newsweek, Forbes, Cosmopolitan, Men’s Health Singapore and Woman’s Day.

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

“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 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

“The trainer [Jim Thomas]’s experience and knowledge are impressive and valuable. All the knowledge shared is practical and easy to practice.”
Rifqy Nasis – Senior Manager, Business Venture, Malaysia Airports Holdings Berhad

“The negotiation model is the main attraction and the trainer is knowledgeable experienced, open and is a good communicator. Kexxel Group is also good at organizing.”
Sunthar a/l Supparmaniam – Senior Director, Group IT Infra, DKSH Corporate Shared Services Center

“The role plays are the main strength and the trainer has a good content.”
Suemitra a/p Selvaratnam – Manager, System Structure, PADU Corporation

“Jim speaks from his heart and is real to all of us. The main key strength of this is session is learning how to negotiate. Kexxel Group is new to our company and there will be opportunities for more business training. This training is good for opening minds when it comes to new outlooks on how to achieve win-win negotiations. Jim is fabulous; he talks non-stop and knows his work at the tip of his finger."
Lynda Tan Giew Kiew – Assistant General Manager (Credit & Marketing),Pac Lease Berhad"
 
“Jim provided a very practical session, that was participative. The strength of the event was the rules of negotiation. The organizers provide good courses.” 
Chan Keng Cheong – Vice President, Global Procurement, Keysight Technologies Malaysia Sdn Bhd
 
“It was a great opportunity to attend Jim’s lecture, with his practical knowledge & willingness to share experiences. The main strength of the event was the speaker and the opportunity to network. Excellent event organizer.”
Azizul bn Mohd Said – Deputy Director, Bank Negara Malaysia
 
“I came to the course thinking that negotiation skills are just an art, not something you can learn. Jim taught me otherwise. The content was the strength of the event. Kexxel Group can’t organize it any better.
Kamarullah Kassim – Senior Manager, UEM Sunrise Sdn Bhd
 
“The negotiation strategy with the useful case studies was the strength of the event."
Yee Wing Pang – Manager (Head of Technical), Engineering, Westports Malaysia Sdn Bhd
 
“The trainer was able to help improve negotiation skills, with the strength of the event being the examples provided during the workshop. Good organizing team."
Lu Kah Yong – Product Specialist, Medi-Life (M) Sdn Bhd
 
“Jim is an excellent trainer who could provide powerful practical approach to negotiation. Kexxel Group has good engagement with participants prior to the course commencing."
Chiok Foong Chuan – Senior Manager, PIDM
 
“Jim is experienced and knowledgeable in the topics. I enjoyed the class very much."
Loke Chee Soon – Senior Manager ICT, Sin Chew Media Corporation Berhad

Past Clients

  • Petron Fuel International Sdn Bhd
  • MIDA
  • Lembaga Tabung Haji
  • Tenaga Nasional Berhad
  • Ammetlife Insurance Berhad
  • UMW Advantech Sdn Bhd
  • DKSH Corporate Shared Services Center 
  • Malaysia Airports Holding
  • Resorts World Sentosa
  • Siemens Malaysia Sdn Bhd
  • Ford
  • Sephora
  • AmBank Group
  • Keysight Technologies 
  • Pac Lease Berhad 
  • UMW Advantech Sdn Bhd
  • Bank Negara Malaysia 
  • UEM Sunrise Berhad 
  • YTY Group 
  • Westports Sdn Bhd 
  • Medi-Life Sdn Bhd 
  • PIDM
  • Sin Chew Media Corporation

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.

Programe 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
  • 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

- Chief Executive Officers
- Chairman
- Managing Directors
- Vice Presidents
- Directors
- Head of Sales & Marketing, Procurement, Logistics, Supply chain, Finance, Human Resource, Buyers, Legal, etc.
 
 
 *******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  

Venue

Venue:
5 Star Hotel - To Be Announced (Malaysia)
City:
Kuala Lumpur
Country:
Country: my