NEGOTIATING WITH INFLUENCE AND PERSUASION TOWARDS A WIN-WIN SITUATION( 2 DAYS)
By Mr. Vigneswaran Applasamy
18 & 19 February 2019, 9:00 am to 5:00 pm
Kuala Lumpur
Kuala Lumpur
(100% Claimable From HRDF/PSMB)
Introduction

When we use the word “negotiation”, many people think of big government or business discussions or secret meetings with Union representatives. This is a misconception as we negotiate all the time in our normal daily life.

We all at some point have discussed with a few friends where to eat or drink, or something as simple as who is going to take the rubbish out. Not all our negations are trivial however, discussions with your manager regarding salary or the price you pay for a new home or car.

These are all situations that involve negotiating! During this workshop, participants will get an understanding of the phases of negotiation, tools to use during negotiation, and ways to build win-win solutions.

Course Benefits

KEY BENEFITS:

  • Understand the basic types of negotiations and the phases required for success.
  • Understand the concepts: WATNA, BATNA, WAP, and ZOPA
  • Complete the groundwork for negotiation
  • Identify what information to share and what to keep to yourself
  • Basic bargaining techniques
  • Identifying mutual gain strategies
  • Reach consensus and set the terms of agreement
  • Deal with personal attacks and other difficult issues
  • How to use negotiating processes in our everyday life
  • How to negotiate on behalf of someone else
Who Should Attend:
  • Senior Managers
  • Managers
  • Assistant Managers
  • Administrative Staff
  • Office Staff
  • Secretaries
  • Sales Professionals
  • Human Resources
  • Sales Executives
  • Engineers
  • Supervisors
  • Technicians
Methodology
  • Lecture
  • Individual & Group Activity
  • Feedback Sessions
  • Discussions
  • Demonstrations
  • Business Games
  • Role Plays
Course Outlines :-
  1. SECTION ONE: GETTING STARTED
    • Workshop Objectives
    • Action Plans and Evaluations
  2. SECTION TWO: WHAT IS NEGOTIATION?
    • Distributive or Integrative Negotiations
    • Distributive or Integrative Negotiations (Exercise)
    • Phases of Negotiation
    • Phases of Negotiation (Exercise)
    • Skills of the Effective Negotiator
    • Skills of the Effective Negotiator (Exercise)
  3. SECTION THREE: IT’S ALL IN THE PREPARATION
    • Understanding Your WATNA and BATNA
    • Understanding Your WATNA and BATNA (Exercise)
    • Walk Away Price or WAP
    • Walk Away Price or WAP (Exercise)
    • Identifying Your ZOPA
    • Identifying Your ZOPA (Exercise)
  4. SECTION FOUR: CREATING A COMMUNICATIVE ATMOSPHERE
    • Choosing the Time and Place
    • Choosing the Time and Place (Exercise)
    • Identify Common Ground
    • Identify Common Ground (Exercise)
  5. SECTION FIVE: PHASE ONE — EXCHANGING INFORMATION
    • Setting the Right Tone
    • Setting the Right Tone (Exercise)
    • What to Share
    • What to Share (Exercise)
    • Practice Your Poker Face
    • Practice Your Poker Face (Exercise)
  6. SECTION SIX: PHASE TWO — BARGAINING
    • What to Expect
    • What to Expect (Exercise)
    • Techniques to Try
    • Tactics for Negotiation (Exercise)
    • How to Break Through a Roadblock
    • How to Break Through a Roadblock (Exercise)
  7. SECTION SEVEN: MUTUAL UNDERSTANDING
    • Three Ways to See Your Options
    • Three Ways to See Your Options (Exercise)
    • What Do I Want?
    • What Do I Want? (Exercise)
    • What Do They Want?
    • What Do They Want? (Exercise)
    • What Do We Want?
    • What Do We Want? (Exercise)
  8. SECTION EIGHT: PHASE THREE — CLOSING
    • Reaching Consensus
    • Reaching Consensus (Exercise)
    • Building the Agreement
    • Building the Agreement (Exercise)
    • Some Key Questions
    • Some Key Questions (Exercise)
  9. SECTION NINE: DIRTY TRICKS
    • Environmental Tactics
    • Environmental Tactics (Exercise)
    • Personal Attacks
    • Personal Attacks (Exercise)
    • Control your emotions
    • Control your emotions (Exercise)
    • De-escalate the Situation
    • De-escalate the Situation (Exercise)
    • Time to Walk Away
    • Time to Walk Away (Exercise)
  10. SECTION TEN: EVERYDAY NEGOTIATION
    • How to Deal with Smaller Negotiations
    • How to Deal with Smaller Negotiations (Exercise)
    • Negotiating via Telephone
    • Negotiating via Telephone (Exercise)
  11. SECTION ELEVEN: NEGOTIATING ON BEHALF OF A THIRD PARTY
    • Team Information
    • Team Information (Exercise)
    • Covering All the Bases
    • Covering All the Bases (Exercise)
    • Tough Questions
    • Tough Questions (Exercise)
  12. SECTION TWELVE:
    • It's a Wrap
Your Trainer

Mr. Vigneswaran Applasamy has been involved in lecturing, research, management, sales and training for more than 14 years in the field of Electrical Engineering, Manufacturing sector, Higher Education, Sales and Marketing. He is a Certified HRDF Trainer. In addition, he has been accredited by Harisson Assessment in Employee Development, completed Emotional Energy Management Trainer Course and attended Gamification and Behavioural Design workshop by Yu-kai Chou.
Vigneswaran holds a Masters in Electrical Engineering from Universiti Teknologi Malaysia and is a registered member of Board of Engineers Malaysia (BEM).

His professional career begun in Singapore as a Sales Engineer and later ventured into the Higher Education sector in Malaysia. He has served as a Vice Principal of a college and moved on to lecture and undertake research in a leading private University where he was noted for his publications in the International IEEE Conferences of Power & Energy and Business, Engineering & Industrial Applications. His articles since have been cited 9 times by other international authors in their respective publications. This was also the period where he ventured into corporate training as an Associate Trainer for Topesh Consultancy and Training Services PLT beginning 2011. He has since worked with a few other training providers.

He has used his industrial and training expertise to develop soft skills programmes with a 20/80 approach; 20% lecture, 80% practical accompanied by a training manual individually customized for each programme. Each sub-section of a programme is incorporated with as many exercises or activity to enhance the practical understanding of participants.

He has since developed over 30 training programmes in the area of Soft-Skills. He’s participants include those from Global Enterprise International Malaysia (A Member of Singtel Group), Galeri Petronas, Petron Malaysia Refining & Marketing Bhd, Sarawak SEDC, UMW Holdings Bhd, Bintulu Development Authority, KPJ Healthcare, Coway (M) Sdn Bhd, Lim Kok Wing University, Maxis Customer Service Sdn Bhd, Bursa Malaysia Berhad, Honda Malaysia, Pos Malaysia Berhad, Maybank Berhad, UEM Group Berhad, UEM Sunrise Berhad to name a few.

His pragmatic approach have been well received by various segments of people, owing to his wide exposure to various industries over the years. He is well known for his highly charged, energetic yet humorous training sessions where he never fails to continuously engage with participants throughout.

Course Fee
(Course fee is inclusive of 2 tea breaks, lunch, course material,Certificate of Attendance)
Early Bird for training in KL : ( Book Before 4 February 2019 )
1 person or more ~ RM 1280 / person
Standard
1 person ~ RM 1380 / person
2 persons or more ~ RM 1280 / person
(Course fee is inclusive of 2 tea breaks, lunch, course material, Certificate of Attendance)
Terms & Conditions:
1. Registration & Fees Policy
Registration is confirmed once registration form is received via fax/email/mail. All Payments/Undertaking Letters/Local Order (LO)/Letter of Approval must be made available and presented prior to the course.
2. Cancellation Policy
Any cancellation must be received in writing within 7 working days prior to the event else full payment will be imposed. Any no-show by registered delegates will be liable for full payment of the program fees.
3. Disclaimer & Program Changes Policy
Scientia Training Sdn Bhd reserves the right to amend or cancel the event due to circumstances beyond its control. We reserved the right to modify the advertised topics or course timing whenever necessary.
Registration:
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       OR
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