5
Mar 2020

GENIE© Go-giver Negotiation Skills for an All-Win Result

Course Information

Start Date5 Mar 2020, Thursday
End Date5 Mar 2020, Thursday
Time09:00 am to 05:00 pm
Venue100 Orchard Road, Concorde Hotel Singapore
Fee$588 (Excluding GST) Inclusive of hotel buffet lunch, light refreshments and course materials
Contact6720 3333 (Ms Rina) training.aventis@gmail.com
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Course Schedule

28 Aug 2019 (Wed) Confirmed Run

21 Nov 2019 (Thu) Confirmed Run

05 Mar 2020 (Thu)

29 May 2020 (Fri)

25 Aug 2020 (Tue)

(Click on the dates above to register online)

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
Testimonials

“Ms Teo was an engaging and enthusiatic trainer who facilitated the course well. She provided good negotiating tactics which are relevant.”

Rajes, Senior Executive – National Environment Agency

 

“Class is fun and trainer is very engaging. Trainer was able to demonstrate clearly the different types of people that we might encounter and have to negotiate with. Skills can be applied not only at work, but in our social life as well.”

Taufiq Ishak, ERT Trooper – Ministry of Home Affairs

 

“Maxine is a Super enthu energize trainer I’ve come across so far! Kudos to her passion in her training.”

Mei Yin, Senior Manager – SEAB

Meet the Industry Expert: Ms Maxine Teo

Maxine is a tri-lingual speaker, corporate facilitator and coach with a passion for colorfully impacting lives™ over 20 years of working with diverse teams across Asia. One of the most prolific speakers in Asia having successfully delivered keynotes on wealth management, retirement planning, peak performance and sales excellence to audiences in 30 over cities around the world.

Maxine has a knack of turning complicated concepts into practical and highly engaging learning applications. Maxine is fluent in spoken and written English, Mandarin and Cantonese and she delivers her messages in the three languages seamlessly to help her audiences achieve their highest level of understanding.

Coming from a decade of working in the financial services industry as a financial advisor and banker, Maxine shares her experience and knowledge in Relationship Management topics like Advisory Sales (B2B & B2C), Impactful presentation, Business Etiquette, Networking Skills, Negotiation Skills, Effective Communication, Client Service Excellence, Client Book Management, Cross-Cultural Awareness, Business Presentation Skills, and Time and Stress Management for better productivity. The skills she imparts are especially applicable to service and relationship-based industries like finance and banking, insurance and real estate.

Over the years, Maxine has received multiple awards from various international training institutions in recognition for her excellent work delivered to their corporate clients. She is also a frequent guest on Channel News Asia Radio 938, Money Mind show, to share on her experience and expertise on topics related to client and stakeholder engagement. What sets Maxine apart from most trainers in the industry is her ability to connect with her audiences instantly with her authenticity and personal energetic style!

 

Industry Expertise

  • Financial services – Insurance, retail banking, wealth management, private banking
  • Pharmaceutical
  • Hospitality
  • Media & event management
  • Retail & Fast-moving consumer goods
  • Engineering

 

Education and Professional Qualification

  • Bachelors Degree with Merit, National University of Singapore
  • True Colors Personality Profiling – Accredited Facilitator – True Colors USA
  • Belbin Team Profiling – Accredited Trainer – Belbin UK
  • Professional Diploma in Training and Development – STADA Singapore
  • Professional Certificate in Designing and Facilitating Experiential Learning – STADA Singapore
  • Better Buyer Relationships – Sales Training Solutions Accredited Facilitator – IOWEU Hong Kong