NEGOTIATION

STRATEGIES
FOR SUCCESS
OVERVIEW
From treaties and trade agreements to
corporate mergers, global business and
government leaders are crafting deals that
affect industries, nations and generations.
But they are not the only ones who need
effective negotiating skills to ensure their
success.
We all negotiate in our daily lives—with
friends, family, co-workers, and
occasionally even with strangers. Successful
outcomes are driven not by “natural talent”
for negotiation, but through a combination
of critical thinking and behavioral skills;
therefore, and developing both is critical
for everyone.
This programme from Lee Kuan Yew
School of Public Policy Executive Education,
National University of Singapore offers a
unique approach to negotiation.
Through a blend of videos, role plays,
and exercises, you will learn to
empathise with and influence your
counterparts, and ideate innovative
solutions. You will explore negotiation
methods and practices that enhance
your creative thinking and contextual
analysis capabilities, ultimately
improving your ability to negotiate in
virtually any situation.
“
The art of negotiation is not
about making offers
someone else cannot refuse.
It is about creating options
you don’t want to miss.
”
Francesco Mancini
Vice Dean (Executive Education) and
Associate Professor in Practice, LKYSPP
WHO IS THIS PROGRAMME FOR?

The programme is ideal for:

Mid-to Senior-Level Executives in Business Development looking to grow in their

role, impact business while maximising opportunities and rewards for themselves.

Mid-Level Functional Managers seeking to drive cross-functional teams toward a

common company goal.

Consultants who want to deliver impact by convincing a tough audience.

C-suite/Directors aiming to influence action, negotiate the best deals with partners,
vendors, and regulators, and convince top talent to join the team.
 PROGRAMME OUTCOMES

Develop Adapt
culture-sensitive tactics and strategies for every
solutions for negotiation stage of negotiation

At the end of
this programme,
you will be
able to:

Analyse Gain
how negotiation can be used power and wield influence through
effectively in multiple settings and successful negotiations in your
situations professional and personal life
PROGRAMME HIGHLIGHTS

60 12
Recorded Video Assignments/
Lectures Applications

6 3
Real-World Role Plays
Case Studies
MODULES
Module 1: Why Negotiate
Importance of Negotiation
Learn what negotiation is and why it is
important
Discover what negotiation skills can do
for you
The Many Uses of Negotiation
Learn how negotiation can help you to get
a better deal, manage a conflict, improve a
relationship, get a promotion, save
money, complete a project and more
Culture-sensitive Negotiation
Explore cultural assumptions of
interest-based negotiation and Western-
style versus Asian-style negotiation
Avoiding Negotiation
Examine the costs of negotiating versus
not negotiating as well as related social
norms and dominance
Module 2: Gain Power
Strengthen Your Position
Understand and appreciate the power
of preparation
Develop your Best Alternative to a
Negotiated Agreement (BATNA)
Build Trust
Learn how to build trust
Module 3: Understand the Other
Emotional Intelligence
Understand what emotional intelligence
is and learn how to enhance it
Empathy
Gain a better understanding of empathy
and learn how to empathise with your
counterpart(s)
Culture
Understand the dimensions of culture
and how to develop strategies for
negotiation that are culture-sensitive
Module 4: Learn to Influence
Listening and Questioning
Learn the art of skilled listening and asking
questions to influence the other side
Non-verbal Communication
Learn to influence without using language
(facial expressions, eyes, body language,
posture, and dress code, for example)
Learn to use “hidden and non-obvious”
elements, such as scheduling and settings,
to shape the results of your negotiation
Use Digital Tech to Influence
Learn to use digital methods like social
media and email to influence, create
negotiation opportunities, and enhance
your influence
Module 5: Carry Out a Negotiation
Pre-negotiation
Learn how to create the conditions for
successful negotiation
Opening and Stating Positions
Learn how to start a negotiation
Strategies and Tactics for
Negotiation
Learn how to cluster or separate issues
and have a “one-go” or a “step-by-step”
solution
Learn how to create a sense of urgency
and other strategies to reach a positive
outcome
Module 6: Bring Home the Deal
Measure Success
Learn how to know when it is safe to
agree to a deal
Walk Away
Learn when to walk away and avoid a
bad deal, and how to heal a troubled
deal
Ethical Questions
Understand and deal with ethical
dilemmas
Understand honesty versus deceptions,
such as misrepresentation and lying,
“dirty tricks,” and manipulation
NEGOTIATION STRATEGIES

Negotiate with Godzilla

Learn to negotiate with someone
much more powerful than you

Negotiate with the Devil

Learn to empathise with someone
with bad intentions

Negotiate with Children

Learn to counter challenging
behaviours in negotiations, such
as bargaining and pushing back

Negotiate with Hackers

Learn to negotiate with malicious actors

Negotiate with Liars

Learn to negotiate with someone
who uses “dirty tricks”
FACULTY

Francesco Mancini
Vice Dean (Executive Education) and
Associate Professor in Practice
Lee Kuan Yew School of Public Policy

Francesco Mancini is Vice Dean (Executive Education) and Associate Professor in

Practice at the Lee Kuan Yew School of Public Policy, National University of Singapore.
In his capacity of Vice Dean, Francesco leads the School's professional development
programs for government officials and corporate leaders, running over 60 programs a
year in over 20 countries, including Southeast Asia, China, India, Central Asia, and the
Middle East. At the Lee Kuan Yew School, Francesco also teaches two graduate level
courses on “International Conflict Analysis and Resolution” and “Global Governance,”
and run the “Policy Innovation Lab,” which he launched in 2018, in which students use
design thinking and other innovation techniques, including behavioral insights and
analytics, to develop innovative policy ideas for external clients. He is leading a research
project on the role of new technology in peace (#PeaceTech). Francesco is also an
Adjunct Associate Professor at Columbia University’s School of International and Public
Affairs (SIPA).

Educated in business administration and economics in Bocconi University in Milan, Italy

(his hometown) and international relations in Columbia University, New York, Francesco
has 20+ years of professional experience contributing to the delivery of public goods by
governments and international institutions, whether it be public services,
policy-making, or peace and security. Francesco started his professional career in
strategic and change management consulting, negotiating multi-million dollars projects
with public companies and governments in France, Italy, and Morocco. Then, he moved
into international organizations and think tanks in New York, working in the area of
international security at the EastWest Institute, and peace mediation, primarily in the
Middle East and West Africa, at the International Peace Institute (IPI), where he was
Senior Director until 2014. At IPI, Francesco worked closely with the United Nations and
its member states on strengthening multilateral capacity for mediation, peacekeeping,
and peacebuilding. Attracted by policy and geopolitical developments in Asia, in 2015
Francesco moved to Singapore and joined the National University of Singapore, where
he is part of the senior management of the Lee Kuan Yew School of Public Policy.
PARTICIPANT PROFILES

On your journey to master the art and science of negotiation, you’ll have the opportunity
to connect with experienced professionals looking to grow their business strategies and
leadership. Past participants come from a wide range of industries, job functions, and
management levels from around the world.

Participants by Years of Experience

15.3%
21.5%
0-5 Years
6-10 Years
17.3% 11-15 Years
16-20 Years
29.6% 20+ Years
16.3%

Participants by Industries, Functions & Job Titles

Top Industries Top Functions Top Titles

Banking, Financial
Services & Insurance
Healthcare
Fast-Moving Consumer
Goods
Industrial Goods
IT Services
Transport & Logistics
Sales & Business CEOs & Other C-Suite
Development Executives
General Management Senior-Level Directors
Finance Mid-Level Functional
Accounting & Control Managers
Engineering Consultants
Corporate Strategy Business Leaders
LEARNING JOURNEY

Orientation Week
The first week is orientation week. During this week you will be
introduced to the other participants in the class from across
the world and you will learn how to use the learning
management system and other learning tools provided.

Weekly Goals
On other weeks, you have learning goals set
for the week. The goals would include watching
the recorded videos & completing the
assignments, which have weekly deadlines.

Clarifying Doubts
During the programme, the Programme Leader is available
to help participants clarify their doubts pertaining to the
content. The Programme Leader will review key topics and
trends from the discussion boards, share a generalised
feedback and have a Q&A session.

Follow-Up
Emeritus Programme Support Team
follow-up over email and phone calls
with learners who are unable to
submit their assignments on time.
CERTIFICATE

Upon successful completion of the programme, participants will be awarded a digital

Certificate of Completion by Lee Kuan Yew School of Public Policy Executive Education,
National University of Singapore.
PROGRAMME DETAILS

Duration & Format: Programme Fee:

2 months, online USD 1,500 + GST
4 — 6 hours/week *Singapore residents who wish
to enrol for this programme
will be charged GST.

Programme Starts:
15 December 2022
ABOUT LEE KUAN YEW SCHOOL OF
PUBLIC POLICY EXECUTIVE
EDUCATION, NATIONAL UNIVERSITY
OF SINGAPORE
Leaders in government, business and
non-profit institution are often expected to
make quick decisions under conditions of
uncertainty – often with incomplete
information. While relying on their
heuristics and their organisations’ routines
may work well in stable contexts, in less
predictable settings these mental shortcuts
often lead to misdiagnoses and poor
decisions.
At Lee Kuan Yew School of Public Policy
Executive Education, we empower leaders
with the skills to thrive in a complex, fast
changing world. Our programmes
encourage critical reflection, impact
valuable knowledge about the governance
and policy making, and create opportunities
for learning across departmental
boundaries and intellectual disciplines.
1,500 15,000+
PROFESSIONALS ALUMNI
TRAINED ANNUALLY PARTICIPATED
Our diverse and international faculty
helps to equip individuals and
organisations with multiple perspectives
to make sense of the complexity they
face. By integrating theory and practice,
we help them achieve a deeper
understanding of how they can be more
effective managers, leaders and
changemakers.
LKYSPP Executive Education caters to the
needs of time-constrained working
professionals who wish to strengthen
their managerial and technical knowledge
and skills. We are committed to
supporting your lifelong learning journey
through a broad array of open-enrolment
programmes at different stages of your
career.
104
NATIONALITIES
OF ALUMNI
ABOUT EMERITUS

The Lee Kuan Yew School of Public Policy

Executive Education, National University of
Singapore is collaborating with online
education provider Emeritus to offer a
portfolio of high-impact online programmes.

The approach to learning is built on a

cohort-based design to maximise
peer-to-peer sharing and includes video
lectures with world-class faculty and hands-on
project-based learning.

More than 250,000 students from over 160

countries have benefitted professionally from
Emeritus’ courses.
www.emeritus.org

Apply for the programme here

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