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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:
22 April 2019 - 23 April 2019
Where:
5 Star Hotel - To Be Announced (Malaysia) - Kuala Lumpur
Categories:
In House Training , Management , Sales and Marketing , Logistics Procurement and Supply Chain , Legal , Leadership , Human Resource , Finance , Customer Service , Corporate Training
        

Description

Learn World-class Negotiation Skills from
Jim Thomas, the Chairman and CEO of Common Ground International

  • Jim has over 35 years' experience in law practice specializing in negotiation. He is one of the most respected negotiators in the United States.
  • The author of HarperCollins international bestseller - Negotiate to Win, which was rated as one of the Best Business Books of 2006 by Strategy & Business Magazine.
  • Jim is also the pioneer of the Negotiate to win Workshop series, which has become one of the leading negotiation training programs in the world since its debut 20 years ago.
  • A popular speaker and a frequent guest on television and radio programs such as CNN, Channel News Asia, CBS News, Fox News.
  • Jim has been featured in various newspapers and magazines worldwide, including Forbes, Cosmopoliton, Men's Health Singapore, Global Investor, Marie Claire and Pacific Business News to name a few.

Book

Video - A Brief Introduction to Jim Thomas

Testimonials

“This program is probably one of the best I’ve had for the past ten years – it’s a very good course. The biggest thing is the speaker. He has excellent knowledge of what he’s talking about. The knowledge that he has brought and given to us, it’s fantastic! Jim is one of those people who does training for the sake of passing on knowledge, rather than “Oh, I’ve got to make money to earn a living”. So, that’s what makes him different and this training effective.”
Brian Iskandar Zulkarim - General Manager, Malaysia Airports Holding

“Great job to Kexxel for bringing together like-minded people for the training session. It’s important that Kexxel continues to bring world-class speakers into the local scene. It’s fantastic knowing Jim in person and you can feel his passion.”
Henry Lim Kah Chean - Vice President, Division Lead HDX, Siemens Malaysia

“Great sharing of Jim’s vast experience and practicalities in applying the techniques to actual live negotiation. Making the skills mechanical – identify and stick to the plan; that was the area most useful to me.”
Siti Asma’ Abd Gani – Group Finance Manager, AmBank Group

“Jim manages to teach a dry subject by using something very exciting and practical. He interspersed the lectures with very interesting exercise and case studies. We are exposed to the best practice and practical topics on how to negotiate.”
Muhamad Bazil - General Manager, Tenaga Nasional Berhad

“The trainer, Jim is knowledgeable, upfront and frank. He also gave an amazing and tremendously interesting presentation. For me the qualities of the trainer such as his effective communication skill and his goal-oriented manner were the main strength of the event.”
Alex Lesley Balagurusamy – Legal Counsel, Perbadanan Insurans Deposit Malaysia

“Jim is well-versed in the subject matter the experiences that he shared brings relatability into the training. The main strength of the event for me was the negotiation techniques which was explained well by the trainer.”
Sunil Willie – Director, Sales, Astiostech

“Jim is a real-world experienced negotiator as he is experienced well in the market field. He also simplified the learning on how to be a good negotiator.”
Lian Wai Bee – Head - Marketing, Ammetlife Insurance

Picture Gallery

 

Past Clients

  • Petron Fuel International
  • Lembaga Tabung Haji
  • Tenaga Nasional Berhad
  • Johnson & Johnson
  • IBM
  • Malaysia Airports Holdings Berhad
  • Rolls-Royce
  • MIDA
  • Pfizer Malaysia 
  • UMW Advantech 
  • PADU Corporation
  • VADS
  • AMGEN
  • Roads & Transport Authority Dubai
  • Rubaiyat
  • Tadhamon Capital
  • TRT Global
  • Agility Logistics
  • Abbott Lab
  • ExxonMobil
  • General Electric
  • The World Bank

Program Agenda

DAY 1

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
In Module 1 we take a big-picture look at negotiating. We define it, consider some of the trends behind its growing, worldwide importance, and examine the surprising shortage of practical information about it. We then identify the all-important boundary between persuasion and negotiation and look at similarities and differences in negotiating style among cultures. Module 1 concludes with the first of the Workshop’s five exercises. 

  • 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

Methodologies: First Negotiation Exercise (large teams) Personal Negotiating Action Plan (ongoing)

Module 2: What “Win-Win” Negotiating Is Really All About
In Module 2 we explain how humans come prewired with a deep-seated need to save face – and a burning desire to retaliate when we don’t. We also look at some historical examples of good not-so-good negotiating. 

  • 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
When you boil down all the clichés, theories, and folklore about negotiating, you wind up with a handful of techniques that actually work. These techniques – the 21 Rules of Negotiating – are the heart and soul of good negotiating, and are explained in Modules 3, 4, and 5. We begin with Rules 1-7, 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
In Module 4 we cover Rules 8-11, 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 “Nice To Do” Rules of Negotiating
In Module 5 we examine the last of the 21 Rules of Negotiating, Rules 12-21 – also known as the “Nice To Do” Rules. Then, with the Rules explained, we embark on the second of the Workshop’s five exercises.

  • 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 Methodologies: Second Negotiation Exercise (small teams) Personal Negotiating Action Plan (ongoing)

Conclusion & Wrap up for the day

DAY 2
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
Good Concession management is second nature to every accomplished negotiator. Drawing on the results of yesterday’s Second Negotiation Exercise, participants rapidly develop competence in this key skill.

  • 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 defences
  • 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

Methodologies: Third Negotiation Exercise (small teams) Personal Negotiating Action Plan (ongoing)

Module 2: Pre-negotiation Homework
Underpreparation, inadequate information, and disorganization are common mistakes made by less effective negotiators. Here we ensure that attendees prepare properly for their negotiations.

  • 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

Methodologies: Fourth Negotiation Exercise (duos with Observers) Negotiation Preparation Template Personal Negotiating Action Plan (ongoing)

Module 3: Performing a Successful Negotiation
In Module 3 the Rules meet the real world. Here we look at the practicalities of actually carrying out a winning 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

Methodologies: Fifth Negotiation Exercise (duos with Observers) Negotiation Preparation Template Personal Negotiating Action Plan (ongoing)

Module 4: Navigating Negotiation’s Minefields
Negotiations don’t always go as smoothly as we’d like. Effective negotiators must be prepared for negotiation’s occasional but predictable special challenges. Here we provide guidelines to help you recognize and manage them.

  • 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 behaviours - 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

Methodologies: Sixth Negotiation Exercise (duos with Observers) Negotiation Preparation Template Personal Negotiating Action Plan (ongoing)

Module 5: Negotiation Leadership
As we approach the end of the Workshop, we offer suggestions about negotiation leadership, including ideas for implementing good negotiating practices at your organization. Attendees also complete their Personal Negotiating Action Plans for review by the instructor.

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

Methodologies: Personal Negotiating Action Plan Conclusion & Key Learnings of the 2-day course

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

*******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