Course introduction

Many situations arise where you need to influence the behaviour or attitudes of managers, superiors, colleagues, customers, clients, suppliers and subordinates. This calls for good negotiation skills. Often, you either do not have or do not wish to use positional power. You have to rely on influencing others through influencing, assertiveness, negotiation and empowering skills. This workshop enables you to develop the skills necessary for all negotiation situations whether with your clients or with your clients, colleagues or bosses

Course Outline

Persuasive negotiation – challenges and key characteristics

Learn what is preventing you from achieving good negotiation skills
Understand the difference that makes a difference between people who excel in the art of persuasion and people who do not

How to overcome fear of rejection and failure

Find out the secrets to breaking out of your own “mental prison”
Understanding the power of conditioning
Turning fear into feedback for improvement

Secrets to building powerful first and lasting impression with anyone

Learn to connect and establish rapport with anyone whom you have just met within seconds
Leveraging on all the 3 different modes of communication for maximum influence- Words, Tonality, Body Language
Negotiating with others with ease and elegance
Studying motivation strategy
Learning to elicit one’s motivation strategy
Using Preferred Representational systems (Visual, Auditory, Kinesthetic, Auditory-Digital) to influence and negotiate
Learning about sub modalities and syntax

How to negotiate with people at 5 different levels- Environment, Behaviour, Capabilities, Values, Identity

Study of Meta-Programs
Learn to build happier and healthier relationships with others at a deeper level

Training Methodologies

The training will be highly experiential with hands-on practice on how to negotiate your way to success. Role-plays, mini lectures and teamwork discussion will be emphasized for better understanding. There will be interaction and discussion with the trainer including feedback and evaluations

Available Course Sessions

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Trainer Profile

Andrew Cheah

Mr. Andrew Cheah has been a trainer and management consultant since 1991, specializing in the areas of performance management, productivity improvement, behavioral change, and leadership. Andrew has trained clients from such diverse industries (see list below) as banking, insurance, hospitality, sales and distribution, manufacturing, food, property development, government/public services, and higher education. Being tri-lingual (English, Mandarin, and Malay Languages), Andrew has extensive regional exposure in Singapore, United Arab Emirates, Malaysia, China, Thailand, Indonesia and Vietnam. In addition to training, Andrew has guided and provided consulting services to clients, leading to one of them winning the prestigious Malaysian National Productivity Award presented by the previous Malaysian Prime Minister, Tun Dr. Mahathir.

Andrew has also been invited to speak in events such as International Conference on Best Practices, which was graced by senior officials from the Ministry of International Trade and Industry (MITI), sharing the stage with Professor Michael Gregory of the University of Cambridge, Mr Dieter Heyl (2007 Vice President of Mercedes Benz Malaysia), and Dr Marcus Chao, President of Lean China Enterprise Inc.

Andrew has an MBA degree qualification with the University of Portsmouth, UK. At the professional level, Andrew has a certificate in Blue Ocean Leadership Masterclass, as well as Leading Dimensions Profiling Trainer Certification (LDP certified). In addition to being a qualified ISO9000 assessor, his experience in international consultancy has also earned him a membership with the Association of Productivity Specialist (New York).

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