Mastering Effective Negotiation and Persuasion Skills
18nov(nov 18)9:00 am19(nov 19)5:00 pm
Event Details
INTRODUCTION
How often do we negotiate without realising it? Whether discussing prices and terms, managing customer expectations, requesting resources, agreeing on deadlines, resolving differences or gaining support for an idea, negotiation and persuasion are part of everyday business interactions. Yet successful negotiation is not about forcing the other party to accept our position. An agreement achieved through excessive pressure may produce short-term results but can damage trust, relationships and future cooperation. Effective negotiators understand how to prepare strategically, recognise underlying interests, communicate value, influence decisions and know when to concede, counter-offer, stand firm or walk away.
This practical 2-day programme develops the skills and frameworks needed to negotiate more confidently and persuasively across a wide range of workplace situations. Participants will explore recognised approaches including the 7 Elements of Negotiation, Principled Negotiation, BATNA, WATNA, Reservation Point, ZOPA, Anchoring, concession strategies and MESO, together with practical influencing and communication techniques.
Participants will also learn how to assess the other party, organise a negotiation team, recognise negotiation styles and behavioural signals, use power and influence appropriately, handle objections and difficult negotiators, manage rejection and counter-offers, and overcome deadlock. Through case discussions, role-play and realistic simulations involving customers, suppliers, colleagues, managers and other stakeholders, participants will develop greater confidence in creating value, protecting important interests and achieving agreements that are both effective and sustainable.
LEARNING OUTCOMES
√ Understand the complete process of effective negotiation and persuasion.
√ Apply the 7 Elements of Negotiation and Principled Negotiation approach.
√ Identify positions, interests, priorities and underlying needs.
√ Prepare using BATNA, WATNA, Reservation Point and ZOPA.
√ Assess negotiation risks, benefits, leverage and alternatives.
√ Organise appropriate roles when negotiating as a team.
√ Recognise and adapt to different negotiation styles and behaviours.
√ Use questioning, listening, framing and body language effectively.
√ Apply ethical influence and persuasion techniques to gain buy-in.
√ Manage Anchoring, offers, counter-offers and concessions strategically.
√ Handle objections, difficult negotiators and deadlock confidently.
√ Close negotiations effectively and secure clear commitment.
WHO SHOULD ATTEND?
This programme is suitable for Managers, Department Heads, Executives, Supervisors, Sales and Business Development Personnel, Procurement and Purchasing Personnel, HR and Administration Personnel, Project Managers, Customer Service and Account Management Personnel, Operations and Supply Chain Personnel, Engineers, Technical Personnel and anyone who needs to negotiate, influence or gain agreement in the workplace.
COURSE BENEFITS
This programme helps participants become more confident and strategic when negotiating and influencing others. They will develop practical techniques to communicate value, manage objections and concessions, handle difficult situations and achieve better agreements while preserving positive working relationships with customers, suppliers, colleagues and other stakeholders.
TRAINING METHODOLOGY
This workshop adopts a practical and participative approach, combining trainer explanation, guided discussion, workplace case studies, negotiation exercises, role-play, persuasion activities and realistic negotiation simulations. Participants will practise preparing negotiation strategies, handling objections, managing concessions, resolving difficult situations and securing agreements that can be applied directly to their workplace interactions.
TRAINING DURATION
Full 2 day training (9:00 am – 5:00 pm)
PUBLIC PROGRAM COURSE FEE
Single Registration – RM 1480.00 nett per participant
Group Registration – RM 1,100.00 nett per participant
(Minimum 4 participants from the same organisation)
(The fee covers training materials, supplementary notes, a detailed training report with assessment and a Certificate of Completion)
IN-HOUSE TRAINING ENQUIRY
For more information regarding our In-House/ Public Program courses, please email us your inquiry at [email protected]
or to speak to our Sales Consultant at + 604- 297 6881 or 011-1289 6881.
For public program schedules, please visit our website: www.progresslink.com.my
Register with us today! Training fees are eligible for claims under the HRD Corp Claimable Courses scheme.
REGISTER ONLINE
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