Negotiation Dynamics for Challenging Business Situations

Marketing Institute of Singapore - Executive Development


Course introduction

In today's complex and dynamic business environment, negotiation skills are an asset prized by all organisations. Such skills are useful not only when dealing with external customers, but also with internal ones in a variety of possible situations. Contrary to what some might think, such skills can be acquired and when practiced, can add to your repertoire of skillset necessary to lubricate and navigate internal and external situations where effective negotiation can bring about a win-win outcome for all parties involved. Executives and managers who need to conduct negotiations with internal customers as part of their work and/or negotiate regularly with external customers, and those who wish to improve their negotiation skills.



Course Benefits


Executives and managers who need to conduct negotiations with internal customers as part of their work and/or negotiate regularly with external customers, and those who wish to improve their negotiation skills.



Course Pre-Requisites


  • Understanding of the key principles underlying win-win negotiations
  • Learn possible negotiation strategies and techniques in a variety of situations within and outside the business contexts (internal and external customers)
  • Provide an opportunity for participants to apply negotiation skills in exercises and role plays



Target Audience


Executives and managers who need to conduct negotiations with internal customers as part of their work and/or negotiate regularly with external customers, and those who wish to improve their negotiation skills.



Course Outline


Introduction to Negotiation

  • Key principles of win-win negotiation
  • Common mistakes in negotiation
Negotiation Planning
  • Identifying key negotiation issues
  • Establishing negotiation objectives
Negotiation Strategies and Techniques
  • Assessing relative strengths & weaknesses
  • Understanding best alternatives available
Applying negotiation strategies and techniques (1)
  • Opening statements
  • Creating and maintaining a warm climate
Applying negotiation strategies and techniques (2)
  • Trading concessions and use of verbal and non-verbal techniques
  • Dealing with the unexpected
Negotiating the agreement
  • Knowing when to reach agreement
  • Techniques to reach agreement



Available Course Sessions


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Trainer Profile


Dr Bob Foo

Since 1990, Dr Bob Foo has provided consulting and training services in professional selling, key account management, sales management, strategic marketing and negotiation dynamics throughout the region.

Prior to this, Bob spent over 10 years in senior regional management positions with multinational corporations. In his corporate career, Bob has travelled widely throughout Europe, the US and the Asia-Pacific region.

Bob has a Ph.D from the University of Nottingham, a M.Sc. in International Marketing from the University of Strathclyde as well as professional qualifications in Administrative Management, Business Administration, Accounting & Finance and Public Relations. He is also a Fellow of the Chartered Institute of Marketing (FCIM) as well as a Chartered Marketer.

He writes and speaks on breakthrough business concepts for the 21st century. His articles have been published in Asia 21, Singapore Marketer and Today's Manager.

Dr. Bob Foo is a qualified Instructor for Higher Education Teaching and a qualified Higher Education Instructional Leader certified by National Institute of Education (NIE) and Singapore Institute of Management (SIM).



 

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