Negotiating For Results Masterclass


Course introduction

The course is customised to provide participants with comprehensive knowledge of the required skills needed for negotiation. Negotiation is an essential skill, which we use, in both our professional and personal lives. The activities planned for the workshop are designed to provide the participants with the added advantage of being better prepared for any negotiation and be poised for success.
To fully reap the benefits of this workshop, participants intending to sign up for this course should be acquainted with the basics of negotiation.

Course Benefits

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

  • Recognise the importance of preparing for the negotiation process, regardless of the circumstances
  • Master the core ‘people skills’ needed for a successful negotiator
  • Identify the various negotiation styles
  • Develop strategies for dealing with tough or unfair tactics
  • Gain awareness in developing alternatives and recognizing options when negotiating

Target Audience

Professionals, managers, leaders, those in supervisory roles and individuals who are keen to enhance their negotiation skills.

Course Outline

  1. Types of negotiation styles
  2. Co-operative vs. aggressive styles
  3. Applying positional bargaining
  4. Setting the stage for success
  5. Principled negotiation
  6. 4 phases of negotiation
  7. Overview of the negotiation formula
  8. Understanding the difference between negotiating and bargaining
  9. Key attributes of a successful negotiator
  10. Applying communication skills, creative thinking and problem solving concepts
  11. Preparing for negotiation like a professional
  12. Stages of preparation
  13. Understanding the right techniques
  14. Team vs. Individual preparation
  15. Communicating the right way
  16. Active listening
  17. Asking questions
  18. Probing techniques
  19. Displaying the right body language
  20. Bringing together posture, eye-contact and mirroring
  21. NLP strategies for use in negotiation
  22. Developing rapport
  23. Matching and mirroring
  24. Establishing an inner map
  25. Managing oneself
  26. Managing your fear
  27. Researching your side
  28. Researching the other side
  29. Negotiation details that cannot be missed
  30. Preparing documentation
  31. Setting the time and place
  32. Environmental factors
  33. Getting off to a good start at the negotiation table
  34. Connecting with the other side
  35. Finding common ground
  36. The bargaining stage
  37. 4 techniques for negotiation success
  38. Moving beyond ‘No’
  39. Breaking the impasse
  40. Getting to ‘Yes’
  41. Moving from bargaining to closing
  42. Techniques for the experienced negotiator
  43. Formal vs. informal agreements
  44. Types of negotiation solutions
  45. Awareness of possible solutions
  46. Building a sustainable agreement
  47. Getting consensus
  48. Practical Application
  49. Bringing together the concepts and techniques shared

Available Course Sessions

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Trainer Profile

Jude Lim

Jude Lim has extensive experience in Corporate and Business roles involving strategic thinking, project implementation and business execution. He has spent six years on credit & risk management in banks, ten years in Singapore regional sales for express courier logistic, five years in the arena for sales of specialist logistics, healthcare & life science, oil & energy sector. He has held positions of a Company Director, Sales & Operations Director for start-up in a geo-mapping business.

Jude’s areas of specialisation include Leadership Development; Strategy, Innovation, Change and Execution Management, People Engagement, and Coaching and Mentoring.

Jude also trained frontline and support staff on customer service, field sales, telephone sales, sales development, Sales & Operation, Business Communication.