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CRITICAL THINKING & NEGOTIATION SKILLS

2 DAY COURSE LEARN HOW TO NEGOTIATE TO ACHIEVE COLLABORATIVE WIN-WIN OUTCOMES FOR ALL PARTIES.
11 - 12 DECEMBER 2017. PARK ROYAL HOTEL. KUALA LUMPUR. MALAYSIA

COURSE OVERVIEW

Critical Thinking & Negotiation Skills is a dynamic and engaging program that provides participant with the knowledge and confidence to ensure
that issues are effectively dealt with before they turn into time and resource-wasting crises. The program ultimately gives them the skills to lead
effective and harmonious teams that thrive on open and honest communication and shared goals. The art of successful negotiation is the careful
exploration of opposing positions with the goal of achieving a positive win-win outcome. Through a series of case studies and self-refletion, this
course will provide you with insight into your personal negotiation style, critical thinking and necessary actions required at each phase of the
process.

KEY LEARNING OUTCOMES IN THIS COURSE

YOUR NEGOTIATION STYLE Identify your current negotiating style and how to adapt it depending on the situation and context.
INFLUENCE AND NEGOTIATION How to put your needs across in an appealing and assertive manner.
NEGOTIATION STRATEGIES Adopt a win-win approach so both parties feel positive when the negotiation is concluded.
POSITIONAL VS. INTEREST BASED NEGOTIATIONS Positional bargaining involves making demands, but collaboration based
on the interests of both parties is what makes a good agreement.
IMPLEMENTING NEGOTIATION ON THE MERITS Four points to deal with the fundamental elements of a negotiation.
SEPARATING PEOPLE FROM THE PROBLEM How to stop the outcome becoming entwined with the people issues.
PHASES OF THE NEGOTIATION PROCESS Negotiation is an ongoing activity with distinct phases.
PLANNING A COURSE OF ACTION What will you do if the negotiation doesnt proceed as you would like?
NEGOTIATION FOR BUYING AND SELLING Combining empathy for the other persons situation with your own responsibilities
for a commercial outcome.
TACTICS, PROBLEMS AND DIRTY TRICKS Practical techniques to employ when you encounter challenges.

LEARNING OUTCOMES

Identify your current negotiation style and how to adapt to suit different contexts and situations.
Recognise the required actions at each phase of the negotiation process.
Use tools and techniques to enable effective planning, delivery and review of negotiation situations.
Improve your planning during the pre-negotiation period through early identification of potential issues and ensuring your priorities are
established.
Use strategies to overcome negotiation barriers and pitfalls while improving cooperation between parties.

The ability to negotiate effectively and achieve defined objectives is critical to business success. We have all seen unresolved conflicts
derail even the most important projects, resulting in costly delays.

For Registration Kindly contact: Tel: +60 3 2027 4751 Fax: +60 3 7865 1533 Email: waseem@mawaevents.com
CORE COMPETENCIES

THIS COURSE SUPPORTS THE DEVELOPMENT OF THE FOLLOWING CORE COMPETENCIES:

CONFLICT MANAGEMENT
INTEGRITY AND TRUST
INTERPERSONAL SAVVY
NEGOTIATIONS.

CURRICULUM

The mind-set, behavioral traits and skills-set of an effective negotiator


Knowing and understanding your negotiation abilities and qualities
Negotiation process versus content
Preparatory tactics management:
Timing and Setting
Diagnose explicit and hidden needs versus wants: at organizational and individual level
Control the Time, Place, and Person negotiation climate
Questions and statements to reinforce common ground, needs and interest
How to Communicate in Negotiation
Body language During Negotiation for Greater Advantage
Listening Skills to Improve on Negotiated Results
Managing Critical Questioning and answering techniques
Internal team control signals for team negotiation
Understanding What is BATNA
How to apply opening tactics in a negotiation?
How to choose from the general tactics to move your negotiation toward a desired direction
How to apply counter tactics in different settings
Steps for concession-making & gaining
Positive signals to close the negotiation
How to Handle Difficult Negotiators

METHODOLOGIES

Employ powerful and dynamic presentations techniques that will increase knowledge, enhance learning, heighten motivation and
awareness
Include role play sessions and other experiential activities to make learning more effective and real
Include interactive tools to probe the comfort zone
Include group discussions and feedback to maximize the participants learning abilities

TARGET AUDIENCE

All corporate professionals and individuals who need to negotiate with business associates, vendors, customers and colleagues in any setting.

For Registration Kindly contact: Tel: +60 3 2027 4751 Fax: +60 3 7865 1533 Email: waseem@mawaevents.com
COURSE FACILITATOR
MR. RON PALMER

Ron Palmer is a Managing Director and prior to consulting held several Executive General Management, Human Resources Management, Industrial
Relations and Project Management roles across several different industry sectors. His 25 years of Management experience includes working in
senior HR positions for Multinational Icons such as ICI, ARCO and Rio Tinto. He has worked and lived in Australia, USA, UK and Saudi Arabia.

Ron has spoken at Conferences in USA, Australia, Indonesia, Vietnam, Malaysia, Singapore, Sri Lanka, Pakistan and Korea on Talent Management
and Performance Management practices and has written several thought provoking publications on HR subjects.

A Certified Member of the Australian Human Resources Institute (AHRI) and has won an AHRI Excellence Award. He also co-authored a book,
Developing Motivational Performance Reviews in 2000, with Ken Gray.

Known as one of Asia Pacific's leading Human Resources Analysts, Ron can be relied upon to develop Human Resources Management Strategies
that will challenge traditions and optimize business outcomes. Ron has assisted more than 50 organizations to develop new Performance Review
Systems. He has assisted more than 100 organizations review and improved their L&D Systems.

He also assists Coal Mining Industry Service Providers, and other small to medium sized businesses, become more successful by assisting them with
their growth and business strategies.

RECENT FEEDBACK & REFERENCES ON THIS COURSE

I have recommended that this training should be conducted for others departments that deal with the customers. Excellent course to
attend
This was my first course of this kind and I found it very fruitful, enjoyable and interactive
I like having learned that negotiation techniques which can be managed as a structural process supported academically & practically for
continuous improvement
The case studies were very good as was the video on persuasion. Putting together SWOT, creativity, concessions strategy and trust
building made this course very interesting

REGISTER TODAY & AVAIL SPECIAL OFFER

** REGISTER TWO DELEGATES AT THE REGULAR FEE & ONE DELEGATE WOULD BE FREE**
FOR MORE INFORMATION/REGISTRATION:
Leisure Commerce Square - No 9. Jalan PJS 8/9, 46150 Petaling Jaya, Kuala Lumpur, Malaysia
PH: +603 20274751 +603 78651533 Web: www.mawaevents.com
Email: waseem@mawaevents.com
CRITICAL THINKING & NEGOTIATION SKILLS
11 - 12 DECEMBER 2017. PARK ROYAL HOTEL. KUALA LUMPUR. MALAYSIA
REGISTRATION
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EARLY BIRD FEE REGULAR PRICE SEATS ARE AVAILABLE ON


REGISTER BY 25TH OCTOBER, 2017 REGISTER AFTER 25TH OCTOBER, 2017
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DELAGATE FEE
USD 1,995.00 USD 2,195.00 BASIS

The fee does not include any taxes (withholding or otherwise). In case of any taxes applicable the client has to ensure that the taxes are paid on top of the investment fee paid for the course.
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ON SITE TRAINING:

Run this course at your premises and save up to 40% .If you have 10+ staffing wanting to attend MAWA EVENTS SDN BHD Onsite Training is the Answer. MAWA EVENTS Onsite Training will
customize Performance Improvement Solutions to meet your specific requirements, strategically align to your Workplace Skills Plan with an aim at improving your training ROI.

For More Information / for Proposal Contact: waseem@mawaevents.com or call 0060 3 2027 4751 or call Mob at +60 111 637 3203