Negotiation Skills for Sales & Marketing Professionals

Marketing Institute of Singapore - Executive Development


Course introduction

In today's complex and competitive environment, there is always a possibility that things would not always go in a preferred manner. Being equipped with negotiation skills will empower your working life positively to manage these situations. Developing negotiating skills will contribute towards productive outcomes within the organisation and with those we do business with.



Course Benefits


  • Understand The Principles of Negotiation
  • Develop Skills of Effective Negotiators
  • Avoid Common Mistakes When Negotiating
  • Develop Effective Negotiation Strategies and Tactics
  • Understand the Elements of “Win-Win” Approach to Negotiation



Course Outline


Day 1

  • Understand the Principles of Negotiation
  • Characteristics and Skills of an Effective Negotiator
  • Creating The Right Atmosphere
  • Identifying Clear Objectives and Agenda Setting
  • Assessing The Opposition – Choosing A Strategy
  • Preparing Yourself and Avoiding Critical Mistakes
  • Planning and Preparing for Negotiation
Day 2
  • Managing Negotiation Process
  • Negotiators Strategies and Tactics
  • Making A Proposal and Responding To Ploys
  • Recognise Interests and Issues To Avoid Unnecessary Positions
  • Understand and Manage Different Behaviours and Difficult Situations
  • Leading the Negotiation Process to a Close
  • Negotiator’s Guide – Preparation Checklist



Available Course Sessions


Course Date, Time Reg. Closes On
1 17 Apr' 17 to 18 Apr' 17, 9.00am to 5.00pm 16 Apr' 17 Register Now



Trainer Profile


Ho-Tan Whai Aun

Ho-Tan Whai Aun has been a consultant, speaker and trainer since he started working in the UK in the 1980's. He was responsible for implementing major projects with The Guardian Royal Exchange, Norwich Union, The Christian Trust, Norfolk County Council and ChristChurch Conferences.

Over the years, Whai Aun has trained many people through seminars, workshops and one-to-one supervision - and he is also a mentor to professionals and senior managers in UK and Asia.

He believes in continuing education and training, and empowering people through learning, training and application of evidence-based principles. He knows that personal success usually comes through incremental minor transformations rather than radical major upheavals - so he brings successful people to greater heights through corrective behaviour modifications and changing of their thought patterns and core beliefs.

Whai Aun is a sought-after speaker - in complex technical presentations as well as in communications and counselling seminars. He has conducted training for the business and industrial sectors, hospitals, government bodies as well as for colleges, schools and charitable organisations.

Whai Aun graduated from Trinity College, Dublin (Ireland) in Business Studies and was a UK-trained Project Manager. Occasionally, he provides oversight, support and training for Marketing & Sales and HR staff - specialising in consumer heuristic evaluations and networking. He has also conducted seminars for the Sales Teams in various financial and manufacturing companies. He is a mentor and personal friend to top Sales producers and CEOs from different industries, as well as to various start-up entrepreneurs. In Asia, some of the organisations he has worked with include Microsoft, Tan Tock Seng Hospital, Singapore Police Force, DBS Securities and The Salvation Army.



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