EFFECTIVE NEGOTIATIONS IN A POST-COVID WORLD - REMOTE LEARNING

Course overview


At work, how can we confidently and assertively negotiate on our own behalf, without offending people or forgoing our relationships? How can we adapt our interactions so so that our agenda is shaped to preserve the relationship while achieving the best possible outcome for all parties without forgoing ours? A growth mindset that understands collaborative negotiation can neutralize any challenging situations or issue.


This is a 2-full day remote learning programme, from 9am to 5pm with breaks in between.  


Course benefits

BUSINESS OUTCOMES :
•   Objective and intentional approach to problem solving and joint decision making
•   Optimize outcome by balancing the interest of different parties 
•   Preserve the relationship while working through the issue or problem
•   Develop a  growth mindset to turn fixed issues into opportunities    


LEARNING OUTCOMES :
•   Growth mindset that seek new ways of problem resolution
•   Identify lever for preventing deadlocks and miscommunications
•   Facilitate diversity of views towards a collective purpose or understanding 
•   Influence others to be open to new ideas beyond established positions

Course outline

DAY 1 :

The collaborative workshop: How negotiation fits?

•   Overview of the Harvard negotiation model and principles
•   Causes of negotiation success and failure
•   Your role in making negotiation work for you and them
•   Discussion: Situational sharing & feedback

The E.Q of negotiation engagement

•   Anticipating negotiation patterns and outcome: 
•   Personal/Team Assessment: Individual Profiling tool & Team simulation 
•   Relationship & its invisible power: Trust & Credibility 
•   Case study: discussion and role play

The negotiator’s approach to difficult conversations

•   Positional Presentations: Reasons for meeting meltdown 
•   How to develop interest-based conversations: conversation tips 
•   Common missteps that fuel differences & emotions
•   Breaking a deadlock during a meeting: ICS Technique of enquiry
•   Case study: discussion and role play 



DAY 2 :

The growth mindset in negotiations

•   Context is king: How to frame issues and disagreement 
•   How situational awareness helps minimize blind spot 
•   Growth mindset: Brainstorming that builds common ground
•   Delivering options: Think sprint log like a scrum master
•   Discussion: Situational sharing & feedback

The worst case scenario planning

•   Negotiation Planning Strategy: Turning intentions into strategy
•   Template review: Using the tool from preparation to discussion 
•   Criteria & Standards: Managing indecision and fickle responses
•   BATNA: How to think like a seasoned negotiator?
•   Case Study: Discussion and role play (two iterations)

Managing challenging situations

•   Scare tactics: How to identify and respond with calm
•   Situational intervention: How to intervene and say the right thing 
•   Case Study: Discussion and role play 

Duration

2 day(s)

Who should attend?

(Level 3) New Managers     
(Level 4) Managers

Programme leader

Regina Chua is a corporate client engagement consultant with extensive experience in the regional marketing and business development in Asia Pacific primarily in Singapore, China and India. After a successful 15-year career with Fortune 500 corporations, she founded Discipline Dynamics, a boutique sales training consultancy and her practitioner’s approach to customer engagement has earned her company recognition as being one of the top trainers in her field.

Focused on delivering business outcomes for clients, Regina offers a unique combination of corporate experience and field experience in client engagement in both the consumer and B2B markets. She has designed and conducted sales and customer service trainings all over the world for a wide range of clients including global giants like Philips Lighting, Takasago, AIG Insurance, Alliance Insurance, Samsung and SingTel.

Amidst the robust and comprehensive Key Accounts solutions offerings in the market, Regina is known for her street-smart and savvy approach to this complex subject matter. She relates well to the behaviour of the Asia Pacific customer and the field teams thus lending her credibility in the arena of strategic account management.

Her list of negotiation clients include Fortune 500 companies such as Ericsson, Power Seraya, Ministry of Home Affairs, Brunei Economic Development Board (BEDB), Volvo Commercial, Tien Wah Press, Siemens Healthcare, Siemens Vietnams.

Course fee

Programme Fee Amount (including 7% GST) Remarks
Member Total Fee 909.50 -
Non-Member Total Fee 1,027.20 -

Enquiries : Kathleen Tan - 62489407 | 62466746, kathleentan@sim.edu.sg


Non-members are welcome to sign up for SIM membership to enjoy the discounted rate.

To register for the programmes now, select the preferred programme run-dates below through the register icon.

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