Effective Negotiation Skills


Course introduction

Negotiation between individuals or groups is part and parcel of life. The opportunity to cooperate, drive change, or secure strategic goals and additional benefits boils down to one thing, the ability to negotiate with people, both in a personal capacity and professionally. With effective negotiation skills, it can help an individual steer away from failure and head on the path towards success.

This is where the Effective Negotiation Skills course comes in handy for students and working professionals alike. The Effective Negotiation Skills course provides participants with evidence-based and practice-tested tools and ideas to help them translate key concepts into real-life practice, starting them on the path in becoming a great negotiator at work. In addition, participants also get to experience the How(s) of negotiation: How to manage one’s emotions, How to listen and empathise, How to use questions to reduce conflict, and How to advance your objectives in a non-aggressive way to derive better results. 

All successful organisations and businesses require people who can negotiate well. The art of effective negotiation forms the foundational basis for the expansion of a business as well as a consolidation of its position.

Effective Negotiation Skills is thus aimed at allowing the participants to effectively resolve issues and implement solutions through the understanding of how people make decisions as well as the enhancement of their ability to gain distinct advantages during the negotiation process.

Incorporating Neuro-Linguistic Programming principles and techniques, the participants will definitely find this intensive and dynamic course a refreshing and empowering experience.

Course Benefits

Upon completion of this workshop, participants will be able to;

  • Use of a proven framework to manage negotiation events
  • Apply techniques to uncover needs versus wants and interests versus positions
  • Apply specific influencing skills to move the negotiation towards a win-win direction
  • Establish a Best Alternative to a Negotiated Agreement (BATNA)
  • Practice and integrate skills to arrive at a win-win outcome
  • Effectively structure the negotiation process for individual and team
  • Display dynamic negotiation and psychology for the win-win outcome
  • Create an image persona in presenting offers
  • Use various elicitation techniques to derive alternative and solutions
  • Utilise various NLP techniques throughout the training

Target Audience

All corporate professionals and individuals who need to negotiate with business associates, vendors, customers and colleagues in any setting.

Course Outline

  1. The Mind-Set, Behavioural Traits and Skills-Set of an Effective Negotiator
  2. Knowing and Understanding Your Negotiation Abilities and Qualities
  3. Negotiation Process Versus Content
  4. Preparatory Tactics Management: Timing and Setting
  5. Diagnose Explicit and Hidden Needs Versus Wants: At Organisational and Individual Level
  6. Control The Time, Place, Person Negotiation Climate
  7. Questions and Statements to Reinforce Common Ground, Needs and Interest
  8. How to Communicate in Negotiation?
  9. Body Language During Negotiation for Greater Advantage
  10. Listening Skills to Improve on Negotiated Results
  11. Managing Critical Questioning and Answering Techniques
  12. Internal Team Control Signals for Team Negotiation
  13. Understanding What is BATNA
  14. How to Apply Opening Tactics n a Negotiation
  15. How to Choose from The General Tactics to Move Your Negotiation Toward the Desired Direction
  16. How to Apply Counter Tactics in Different Settings
  17. Steps for Concession-Making and Gaining
  18. Positive Signals to Close the Negotiation
  19. How to Handle Difficult Negotiators

Available Course Sessions

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Trainer Profile


Wekie is an established regional Trainer, a sough-after Speaker, a published author as well as a Professional Excellence Consultant. He takes immense interest in the various aspects of human development and the dynamism of its interaction process. He also brings with him more than 21 years of experience in conducting numerous talks, training workshops and keynote speeches for hundreds of multi-national corporations, government agencies, organisations, and schools on a myriad of professional development and life skills. He has trained and spoken to hundreds of organisations and over 100,000 individuals in his seminars, workshops and coaching throughout Singapore, USA, Indonesia, Thailand, Brunei, Hong Kong, Macau, Vietnam and other regions.

He is a Bilingual Neuro-Linguistic Programming Trainer, Master Practitioner and Design Human Engineer. Wekie is also a Graduate and Practitioner in Mind Mastery and an American Management Association Certified Trainer. He is a Distinguished Toastmaster, Public Speaking Contests winner and has served as Division Governor in addition to receiving various awards. Wekie is also regularly featured and interviewed by the media such as The New Paper, LianHe ZaoBao, The Straits Times, LianHe WanBao, Radio 95.8FM and 97.2FM and is fluent in Mandarin.