Event Details

In dealing with your customers and other stakeholders, you need to understand the fundamentals and complexities of negotiating. It doesn't stop there. You also negotiate with your subordinates and colleagues to get the job done, or with your top management for concessions or needed support. Many of the principles applicable in business negotiations apply to personal negotiations as well; and if you're behind in your skills it may be too late to realize that you have been.

This program will prepare you for all types of negotiations; to keep the balance between asking for too much or settling for too little. It also helps develop the right skill- set for behaving in the negotiating table, discover how to avoid errors which can break the deal, identify, use and overcome negotiating tactics which crafty negotiators can use against you, and learn how to read and use body language to clarify exactly what the other party is trying to say or to hide.

Additionally, it will sharpen your skills in making counter- offers that have a higher chance of being accepted, as well as to overcome objections to your offers and counter- offers.

Program Objectives:

Enable participants to effectively handle negotiations such that they close the deal, get the best terms, and make the other party feel the same way

This has three crucial components:

  1. An approach aimed at always maximizing value for their organization
  2. The ability to find win-win solutions
  3. The skills and tools to accomplish the above two

Program Topics:

I. Introduction

• Definition and Anatomy of Negotiations

II. Communication Skills

  • Speaking skills
  • Listening skills
  • Body language
  • Cross-cultural communications
  • Behavior Modalities of Negotiators

III. Negotiating Steps

1. Preparation

  • Identifying Tradables and Options
  • Opponent Research
  • Negotiating vs Haggling

2. Opening

  • The "Primacy Effect"
  • Positions of Power

3. Investigating

  • Structured Questioning Sequence
  • Overcoming Opponent Resistance

4. Stating the Plan of Action

  • Assertive and Submissive Formats
  • Controlling the Opponent through Vagueness and Specificity
  • Responding to Proposals
  • The Power of Flinching
  • Steps in Making Counter-Proposals
  • Negotiating Gambits

5. Concluding the Negotiations

6. Negotiating Through Digital Media

  • Technology Used Under the "New Normal"
  • Do's and Don'ts
  • How to Maximize their Advantages
  • Tips to Maximize Opponent Engagement

7. Workshop Conclusion and Closing

To register, please email samantha.ferrer@eccp.com

Please expect to receive ZOOM links on a separate email before the session schedule.

Jul 12 - 16, 2021 (GMT+8)

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