Yousif Naghi, Commercial Manager, Finance Department - Cigalah Group, Qatar

The level of structure of this event was truly high. The materials provided were good and the speaker was very welcoming and open. Everyone from Kexxel Group was very friendly and kind.


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Negotiate to Win® Masterclass @ Kuala Lumpur


Negotiate to Win® Masterclass @ Kuala Lumpur
Negotiate to Win® Masterclass @ Kuala Lumpur
22 April 2019 - 23 April 2019
5 Star Hotel - To Be Announced (Malaysia) - Kuala Lumpur
In House Training , Management , Sales and Marketing , Logistics Procurement and Supply Chain , Legal , Leadership , Human Resource , Customer Service , Corporate Training


Jim Thomas, Negotiations Expert
Jim Thomas – Bestselling Author and Negotiations Expert

A man who has been dedicating the past 35 years on negotiating, Jim Thomas is no new face to the corporate world. His International Bestseller was rated one of the Best Business Books of 2006 is now available in 18 different languages. This prominent public figure has been frequently broadcasted on CNN, Channel News Asia, CBS News, ABC News, MSNBC, and Fox News besides being featured in top-notch newspapers and magazines such as Newsweek, Cosmopolitan, Global Investor, Marie Claire and many more. The author of the international bestseller, Negotiate To Win, Jim needs no introduction now. A profound person in the media, he has been frequently featured not only in the US but recently in Malaysia’s own NTV7’s Breakfast Show. The negotiation guru is now coming all the way to Kuala Lumpur to grace us with his knowledge and skills.

Jim's Book

Negotiate To Win Book by Jim Thomas


A brief introduction to the programme


“The trainer was able to provide fresh look into negotiations strategy. I also really liked his direct approach to teaching. The event was organized very well thanks to Kexxel Group.”
Richard Ngiam Tee Wee – Managing Director, Ban Seng Lee Industries

“Jim Thomas has been very practical about the Q&A session as he made the topic easy to learn for the participants. He also delivered the training impressively. The location of the event was perfect and Jim did a good job in his training in my opinion. Kexxel Group gave a great coordination and follow up to participants.”
Tham Wei Shin – Supply Chain Director - Asia, Porex Technologies

“The trainer has all the in and out of the subject which amazed me and manage to delivered practical usage for us. The trainer delivered the content very well especially the games which was related with the topic. I truly enjoyed the event as it was well taken care of by the representatives from Kexxel Group.”
Eric Low – Export Sales Senior Manager, Promac Enterprises

“Jim gave a very satisfactory presentation. The main strength of the training was the case study and the role play of the topic. Kexxel organized such a good event.”
Ong Yee Wah – General Manager, Export, Success Electronics & Transformer Manufacturer

“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

Picture Gallery

Negotiate to Win Masterclass Attendees and Jim Thomas

Past Clients

  • Petron Fuel International
  • Lembaga Tabung Haji
  • Tenaga Nasional Berhad
  • Shell Malaysia Limited
  • IBM
  • Malaysia Airports Holdings
  • CIMB Bank
  • MIDA
  • Pfizer Malaysia
  • UMW Advantech
  • PADU Corporation
  • VADS
  • KLCC Holdings
  • British American Tobacco
  • AmBank Group Organizational Development
  • Malaysian Resources Corporation
  • Sime Darby Plantation
  • Bank Negara Malaysia
  • UEM Land
  • Alam Flora
  • Maxis Broadband

Why You Should Attend

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

Program Outline

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

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

  • 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*******
Whatsapp us at +6011 1633 1600 for a PDF copy of the brochure!
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 inquiries to  This e-mail address is being protected from spambots. You need JavaScript enabled to view it


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