The Art of Negotiating - The Process of Getting To a "Yes"!

In today's global business landscape, the ability to negotiate effectively is paramount for an organization's success. This course is meticulously designed to equip individuals with the essential negotiation skills required to thrive and prosper in the competitive international marketplace.

Throughout this course, students will acquire a comprehensive understanding of the negotiation process, from meticulous pre-negotiation preparation to achieving mutually beneficial agreements.

Upon Course Completion, you will gain the ability on the following:

• Distributive versus Integrative Negotiating Styles
• Assessing One’s Opponent--Understanding Personality Traits
• Power--Recognizing and Creating It
• Distinguishing Between Positions and Interests
• Expanding the Pie--Creating and Exploring Options
• Developing Trust and Identifying Mutual Interests
• Exploratory Questioning and Strategic Listening
• Pre-Negotiating Preparations 
• Recognizing and Dealing with Dirty Tricks
• Cross-Cultural Negotiating Challenges
• In-Session Analysis of Negotiation Scenarios and Round Table Discussions

Learning Methodology

The information taught will be delivered in an informative and interactive manner, aided by the use of slides and relevant video clips, with articles and hand-outs addressing key learning points also being utilized. In addition to case studies, students are expected to share work/school related negotiation scenarios they have encountered in order to discuss, analyse and resolve said referenced challenges.

Entrepreneurs, business people, and government officials engaged in sales, marketing, customer development, and management who want to hone their negotiating skills to achieve better outcomes.

Mr. Robert V. Longo, the founder of Art of Communication, is an American citizen who received a Bachelor of Arts in Economics from Virginia Military Institute and a Doctorate in Law from Washington and Lee University School of Law. He held the rank of Captain in the U.S. Army while serving in West Germany where he practiced as a criminal trial lawyer and honed his advocacy skills before entering the financial sector working in sales and client development with multinational insurers and banking institutions. Since 2010, Robert has lectured throughout Asia teaching business, finance, law and his favorite area of interest, communications related courses. Robert has been engaged to provide communications training for the World Bank Group, and was retained as the Executive Director of Cam-ASEAN International Institute to launch their business English language school in Phnom Penh before resuming his training programs for businesses and universities. Presently, he on the faculties at Royal University of Law and Economics (RULE) and National University of Management (NUM), both located in Phnom Penh, Cambodia.

Over the past 30 years and in connection with his professional activities, Robert has successfully conducted numerous courses and seminars throughout the U.S., Europe and Asia and has been asked to publicly speak at a variety of both professional and social events. Robert is an avid reader, and traveler, having visited over 100 countries to date, which has allowed him to accumulate both knowledge and experience --which he is passionate about sharing with his students and colleagues.