1 Dec 2017 (Fri)
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GENIE Go-giver Negotiation Skills for an All-Win Result
Master the Psychology of Persuasion for Win-Win Business Negotiation

 
 
Course Information
 
  Date   1 Dec 2017 (Fri)
       
  Venue   100 Orchard Road, Hotel Concorde
       
  Time   9am to 5pm
       
  Fees  

$588 (Excluding GST)|
$352.80 After PIC Grant of 40%
Inclusive of 2 coffee breaks, light refreshments and buffet lunch

 
 
 
Download Registration Form
 
Contact Ms Grace Zheng 6720 3333 or email: grace@aventisglobal.edu.sg
 
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Top Negotiation Techniques for Game-Changing Deals

 

Whether you are a manager or individual contributor, you need to negotiate all the time to get things done. Effective Negotiation Skills will help in a wide range of contexts such as dealmaking, resolving conflicts, corporate team building, contracts, handling disputes, employee compensation, business acquisitions and sales. A good negotiator would aim towards a 'win-win' approach in which both parties walk away with a positive feeling about achieving their goals.

This workshop will share with you simple and powerful techniques based on the GENIE toolkit to help you gain confidence when negotiating with internal stakeholders and external customers. With the interactive exercises and hands-on practice with professional feedback, it will help you turn face-to-face confrontation into an all-win result for everyone.
 
Workshop Benefit: Getting to a 'Yes' in Every Negotiation!
 

Negotiation is an especially crucial skill in today's business environment. It like a game of chess. Each move should be designed to set up not only your next move, but several moves down the line. In this 1 day workshop, you will definitely walk away enlightened, enabled and empowered. You will learn:

  • Greater confidence in balancing your relationship with internal and external customers with a ”go-giver” attitude
  • Be familiar with the negotiation goals and strategies to ensure the outcome you want
  • Acquire strategies and techniques for dealing with tough or unfair tactics
  • Learn how to develop alternatives and options to create a feasible outcome
  • Apply basic negotiation principles like BATNA to ensure an all-win result
 
Workshop Outline
 
1. Awareness and reflection
    • Gain awareness of your negotiation style through an experiential learning activity:¬† “Selling a vintage car”
    • Reflect on the current negotiation successes and challenges faced in work situations
    • Understand the importance of understanding the needs of others in order to negotiate effectively

2. Introduction of GENIE toolkit to negotiate for an all-win result

    • Goals
    • Engage
    • Negotiate
    • Influence
    • Ensure

Tool 1: Goals - types of negotiation goals

    • Learn the 6 types of goals to set before any negotiation
    • Know the importance of preparation before a negotiation using the 4-step PANA process
    • Devise your negotiation plan based on your goal

Tool 2: Engage

    • Gain awareness of your questioning skills through an experiential learning: “Hoker Poker”
    • Engage and negotiate effectively using True Colors¬© Profiling tool
    • Know the use of open vs closed ended questions to open and close a conversation
    • Use the PPF questioning framework to get the full picture before negotiating
    • Apply the 4 types of questions to gain an all-win outcome
    • Know how to pick up verbal cues and understand your customer’s innermost thoughts
    • Learn how to paraphrase and recap to ensure understanding and alignment

Tool 3: Negotiate - negotiation strategies and tactics

    • Learn the 4 step approach of negotiation strategy determination process
    • Identify the 9 Negotiation tactics and know how to counteract them
    • Apply the BATNA approach to ensure an all-win result
    • Learn how to develop alternatives and options to create a feasible outcome

Tool 4: Influence

    • Identify your own influencing style through an experiential learning activity: “Knot or Not”
    • Learn how to flex your influencing style to influence others effectively others using “pull vs. pull” techniques to get others on your side
    • Maximize your influencing power using the 3V Communication Model

Tool 5: Ensure

    • Create your checklist to ensure all grounds are covered
    • Know the steps to ensure you get commitment before and after a negotiation
    • Learn how to overcome any objections to negotiate the a mutually beneficial outcome
    • Relate back to the PANA Negotiation model to ensure review after each negotiation

2. Business simulation

    • Develop your settlement range of possibilities ( High, Medium , Low )
    • Know the unspoken rules of managing your desired settlement outcome
    • Anticipate the follow-up to ensure completion of implementation

3. Closing circle

    • Recap and reflect on learning
    • Personal Action Planning (PAP) for personal commitment to improvement

4. Evaluation and certificate presentation

    • Evaluate the workshop
    • Receive your certificate of completion
 
Meet the Industry Expert: Ms Maxine Teo
 

Maxine Teo is a tri-lingual corporate trainer, facilitator and speaker with a passion for colourfully impacting and inspiring lives. With over 20 years of training experience working with diverse teams across Asia, Maxine has a knack of turning complicated concepts into practical applications. She is one of the most prolific trainers in Asia, having successfully completed more than 1000 days of trainings over 30 cities around the world.

Maxine is fluent in spoken and written English, Mandarin and Cantonese and she delivers her solutions in the three languages seamlessly to help her clients achieve their highest level of understanding.

Her clients have benefited from her cross-industry insights and sharing of best practices. She has many repeat clients including private banks like UBS, Credit Suisse, DBS, OCBC, UOB, Standard Chartered Bank, Bank of East Asia, Bank of China, Shanghai Pudong Bank, China Construction Bank, HSBC, Citibank; insurance companies like TaiKang Insurance, MSIG Insurance, Generali Insurance, NTUC Income; telco companies like MobileOne, Alcatel Lucent; motor car companies like BMW Asia; pharmaceutical and chemical companies like BASF, Menarini, Johnson Matthey, FMC, Abbot Laboratories; government institutions like Singapore Prisons, MINDEF, IE Singapore, WDA and retail giants like Philips and Courts.

Coming from many years of working in the financial services industry, Maxine shares her experience and knowledge in Relationship Management topics like Effective Communication, Cross Cultural Awareness, Managing Virtual teams, Business Etiquette, Advisory Sales (B2B & B2C), Negotiation Skills, Presentation Skills, Time and Stress Management and Customer Service Excellence. The skills she imparts are especially applicable to service and relationship-based industries like finance and banking, insurance, real estate and retail.

Maxine graduated with merit from National University of Singapore with a Bachelor of Business Administration. She holds a Professional Diploma in Training & Development, a Professional Certificate in Designing & Facilitating Experiential Learning and accreditations in various psychometric tools like True Colors and DISC behaviour profiling.

A renowned local training institution has awarded Maxine with the coveted title of “Trainer of the Year” for two years in a row in 2013 and 2014, and the “Star Trainer 2015” award in recognition for her excellent work delivered to its corporate clients. What further sets her apart from most trainers in the industry is her ability to connect with her audience instantly with her authenticity and personal energetic style.

 
Don't Miss It - Register Today!
 
Please contact Grace @ 6720 3333 | grace@aventisglobal.edu.sg for more information.
 
Date 1 Dec 2017 (Fri)
Venue Hotel Concorde, Orchard Road
Time 9.00am to 5.00pm
Fee $588 (Excluding GST)| $352.80 After PIC Grant of 40%
Inclusive of 2 coffee breaks, light refreshments and buffet lunch
Enquiries Please contact Ms Grace Zheng(65) 6720 3333 or
email: grace@aventisglobal.edu.sg
 
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