2_Days_Workshop_on_Negotiating_To_Create_Value:_Using_Win-Win_Principles_to_Negotiate_Better_Agreements_

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Course Information Date: 26 September 2014 (Fri) Time: 9.00am to 5.00pm Venue: Concorde Hotel Function Room (f.k.a Le Meridien Hotel) Fees: S$500 (S$200 after PIC grant)* *Enjoy up to 400% tax deduction or 60% cash payout under the Productivity and Innovation Credit (PIC) scheme for Staff Training. Find out more at https://www.iras.gov.sg/ or email picredit@iras.gov.sg Inclusive of teabreaks and lunch Registration is on a 1st come 1st serve basis. Register early to avoid disappointment. Click here for registration form To register, please contact Ms Elsie Koh @ 9857 8570/ 62789785 or elsie@360degrees.com.sg Unsubscribe If you no longer wish to receive our email - please click unsubscribe here. Thank you. 2 Days Workshop on Negotiating To Create Value: Using Win-Win Principles to Negotiate Better Agreements While we all negotiate every day, few people are ever taught how to negotiate. Fewer still appreciate the importance of preparing to negotiate, or understand the principles of a win-win outcome. Most of us are expected to negotiate effectively with key accounts, strategic partners, customers and vendors repeatedly over a long period of time. We also negotiate within our own organization, with bosses, colleagues, even subordinates. We need to achieve good results for ourselves while maintaining healthy, long-term relationships with our negotiating partners. In today's world, a win-win approach is the only acceptable approach to negotiation. A successful negotiation begins with preparation: gathering information, identifying interests and currencies of exchange, and creating options. It also requires an understanding of negotiating power, timing, tactics, and counter-tactics. Finally, successful negotiators must know how to guarantee they will not lose by developing a strong Plan B. This practical and interactive two-day workshop was designed for people who must negotiate in a variety of settings. It is based on the "principled negotiation" approach developed at Harvard. Facilitated by David Goldwich, a trained lawyer and mediator, this program focuses on preparing for negotiation and provides a framework for negotiating win-win outcomes. Who should attend: Managers, supervisors, lawyers, purchasing agents, contracts officers, executives, sales and marketing staff, customer service representatives, administrative and technical staff, and anyone whose work requires them to negotiate with and influence others? Workshop outline: An Introduction to Negotiating Understanding negotiation How do you negotiate? The negotiation process: Four stages Distributive, integrative, and mixed motive negotiating The Win-Win Approach: Creating and Claiming Value Negotiating multiple issues – it isn't just about price! Choosing your strategy Five styles of negotiating Using anchor points to your advantage Offers and counteroffers Currencies of exchange and how to leverage them Negotiating Power and Leverage Information Timing and deadlines Your guarantee: building a strong Plan B The psychology of negotiation: Perception, framing and cognitive biases Behaviours of Winning Negotiators: What They Do, and Don't Do Asking questions Listening Persuasiveness Explaining before disagreeing Empathy – seeing it their way Lateral thinking Avoiding negative behaviours Negotiating Tactics and Counter-tactics: Dirty Tricks? Or part of the Game? The flinch The squeeze Higher authority Good guy / bad guy Concession patterns Ultimatums The nibble Using emotions tactically Dealing with an impasse Preparing to Negotiate: Using an Eight-Step Checklist Interests vs. positions Currencies Options Plan B Rationale Communication Relationship Implementation Bonus section: The Eleven Commandments of Negotiation Program objectives: Understand the elements of the "principled" negotiation approach Distinguish interests from positions and learn how to uncover hidden interests Leverage on differently valued currencies of exchange to create value out of nothing Develop alternatives and a powerful Plan B so you cannot lose Know how and when to make offers and counter-offers Develop negotiating power even when your position is weak Use anchor points to get more every time Differentiate the five styles of negotiating and when to use each style Learn common negotiating tactics and defend against them with counter-tactics Understand the roles of perception and biases and avoid psychological traps Frame issues to your advantage Know the behaviours of winning negotiators Create options to maximize the chances for a win-win outcome Use an eight-step template to systematically prepare for any negotiation Methodology Presentation / discussion Negotiation simulations Skit Demonstrations Interactive sessions Videos 360 Degrees Trainer David Goldwich is a "reformed" lawyer who is committed to helping people gets what they want by teaching them how to play the negotiation game and be assertive, compelling, persuasive communicators. David has MBA and JD degrees from accredited and respected bricks-and-mortar universities. He practiced law in the United States for more than ten years, arguing before judges and political, government, and community bodies. He knows how to persuade the toughest audiences. David is trained as a mediator and has managed small businesses as well. Recognizing that lawyers perpetuate rather than solve problems, David began lecturing and training in 1995. He has taught at the tertiary level in the USA and in Singapore. As a trainer, David applies the "80/20 Rule" by identifying the few critical tools necessary for the greatest improvement and presenting them in a form that is easy to learn and simple to use. An engaging and award-winning speaker, David uses humour and stories culled from his own experience as a lawyer, businessman, and father to help people reach breakthrough changes in their personal and professional lives. He is the author of three books and numerous articles in his field of expertise. David specializes in Negotiation, advocating the interest-based negotiation approach developed at Harvard to achieve win-win outcomes. However, he can also take the gloves off and teach more hardball tactics and counter-tactics. He uses simulations, role play, skits, and interactive sessions to help participants learn and improve critical negotiating skills and behaviours. David is the author of Win-Win Negotiations: Developing the Mindset, Skills and Behaviours of Win-Win Negotiators. He also trains in the related field of conflict management. David also conducts workshops in Persuasive Presentation Skills, Storytelling in Business, Assertiveness, and Influence and Persuasion. David has written widely on business and communications issues, and is the author of Why Did the Chicken Cross the Road?: Lessons in Effective Communication. Born and raised in Miami, Florida, USA, David has been living in Singapore and working throughout Asia since 1999. In House Customized Training We deliver customized designed courses that are tailored to your organizational needs. Our professional trainers are domain experts with extensive international experience. Do contact us today @ 6278 9785/ training@360degrees.com.sg for no-obligation training needs assessment, we will work in partnership with you to identify needs, develop training and find instructors that best fit your business environment.

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