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A highly practical
2-day workshop specially designed for managers
and negotiating teams for whom the success of
their organization depends on their negotiating
expertise.
Ever
felt out of your depth in negotiation?
Outmaneuvered? Outplayed?
Getting
to Done Deal!
Strategic
Negotiation
for the New Millennium
| MARCH
8-9 2004 w
Holiday Villa, Subang Jaya |
Led
by
Valentina
Stolar
World-Class
Specialist in Business Negotiations
Brings
a unique experience that can only be offered
by an expert who has conducted hundreds of Negotiation
workshops in Asia, Middle East, Australia and
Europe
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A
business negotiation is a process, not
an event!
Leave this workshop being able to handle
any negotiation with greater Precision,
Confidence and Impact!
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Another
World-Class Seminar brought to you by
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| Prepare
yourself and your negotiating teams for today's
tough negotiations - and tomorrow's challenges…
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| Most
business leaders acknowledge that many of their
victories were won at the negotiating table!
Your company’s ability to survive and thrive
will depend more than ever on your skills to
negotiate the best possible terms and outcomes.
Today’s business environment demands updated
expertise and competence in negotiation. Professionals
must learn to control the negotiation process,
promote and encourage the acceptance of their
proposal, thereby clearing the way for the formalization
of the desired agreement. While subjective judgement
is inevitable in the negotiation process, obtaining
the optimal agreement requires a systematic
methodology, a range of personal skills and
a framework for planning and implementation.
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| Creative
Solutions for your toughest negotiating problems |
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Conflict
is often considered inevitable in negotiations.
When negotiations fail, everybody loses –
the exact opposite of the Strategic Negotiation
techniques addressed at this workshop. These
techniques have been proven in hundreds of
negotiation seminars, workshops and most of
all in the arena of real life. They stem from
the simple philosophy that after a successful
negotiation, everyone needs to feel they have
‘won’.
That’s Getting to Done Deal!
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"Your success
as a negotiator will vary from negotiation
to negotiation. However, you bring one
very important and controllable resource
to every negotiation you enter - Yourself!
- Valentina Stollar
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Develop Confidence-Building
Skills that maintain your control of negotiations.
This workshop shows you how to
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- How
to increase your power in the negotiation
process
- How
to increase your chances of gaining
the best deal possible
- What
you need to do before the negotiation
begins
- How
to control the atmosphere of a negotiation
- How
to formulate positive negotiation strategies
- How
to use negotiation tactics to advantage
- How
to counter tactics being used by
others
- How
to obtain worthwhile concessions
- How
to move to and generate joint
solution
- How
to resolve impasses
- How
to secure lasting agreements
- How
to competently manage the entire
process
Special
Workshop Features include
- A
unique international perspective on business
negotiation
- Realistic
case studies, hands-on simulations
- Pre-negotiations,
negotiation tactics and strategies
- Dealing
with concessions, post negotiation approaches
- Focuses
on optimizing negotiating skills in difficult
economic circumstances
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SYSTEMATIC
PREPARATION FOR THE NEGOTIATION
- How
to effectively prepare the substance of
your case
- Strategic
process preparation
CONDUCTING
THE NEGOTIATION
- What
really drives negotiators
- Critical
components underlying the negotiation process
- Identifying
the other party's objectives and goals
- Developing
and effective strategy
- Psychology
in negotiation
- Identifying
your options
- Problem
solving approach to the negotiation
- How
to control the negotiation
NEGOTIATION
SIMULATION BETWEEN TEAMS
- Testing
the conceptual framework
- Diagnosis
and important lessons for negotiations
- Development
of a negotiation checklist
INFLUENCING
THE "ATMOSPHERE" OF NEGOTIATIONS
- Understanding
the impact of emotional climate
- Separating
emotion from fact
- Timing
one's proposal
- Dealing
with the temporal environment
- Structuring
language for cooperation
- Techniques
for managing a dialogue
NEGOTIATION
TACTICS
- Influencing
the balance of power
- Critical
components underlying the negotiation process
- Pre-negotiation
tactics
- The
critical importance of the opening move
- Persuasive
on-going tactics
- Negotiation
deadlocks and how to break them
- The
tactical approach to concession making
PLANNING
THE NEGOTIATION THROUGH CRITICAL PHASES
- Managing
the introduction phase
- Identifying
and controlling where the differences will
be
- Handling
resistance to the other party's satisfaction
- Coming
together - the integration phase
- Locking
in the final offer - the settlement phase
- Creating
lasting commitment
- Monitoring
compliance
- Renegotiating
agreements when necessary
COMMUNICATION
SKILLS ENHANCEMENT
- Strategies
for maintaining on-going relationships with
the other party
- Strategic
questioning to negotiations - when and how
- Ensuring
the other party sees value to the solution
- Influencing
the difficult, obstinate or negative prospect
CLOSING
THE NEGOTIATION
- When
is the best time to close
- Ways
to close the negotiation
- Negotiation
ethics
NEGOTIATION
IMPLEMENTATION
- Practicing
your own personal negotiation situations
- Overcoming
personal negotiation difficulties
- Critique
and lessons relevant to your own negotiations
DEVELOPING
FUTURE NEGOTIATION ACTION PLANS
- Habituating
the entire process
- Specifying
priorities - building action plans
- Evaluating
performance
- Post
negotiation audits
- Recommendations
for your own organization
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| A
partial listing of international organizations
that have benefited from Valentina's negotiation
expertise: |
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MALAYSIA
* Institut Bank-Bank Malaysia * Merchant Bankers
Association *
* Renong-UEM Sdn Bhd * Tenaga Nasional Berhad
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SINGAPORE
* Singapore Airlines * Media Corp * Singapore
Trade Devp Board *
* Port of Singapore Authority * Thomson Multi
Media * DBS Bank *
* Eveready * Singapore Power *
HONG KONG
* Hutchinson Whampoa Ltd * John Swire &
Sons * Kowloon Canton Railway Corp *
* Hong Kong Productivity Council * Coca Cola
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LONDON
* Moscow Norodny Bank *
MIDDLE EAST
* Dubai Petroleum * Dubai Tourism, Commerce
and Marketing *
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E G I S T R A T I O N D E T A I
L S |
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Program
Details
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Getting
to Done Deal!
Strategic Negotiation
for the New Millennium
- March
8-9, 2004
- 9am-5pm
daily
- Holiday
Villa Subang Jaya, Selangor DE.
Your
Investment
RM 1,880 per person, inclusive of program manual,
lunches and refreshments.
Early
bird Incentive
Take 10% OFF the fee. Register and pay by 31
January 2004.
Team
Attendance Highly Recommended
This is to facilitate successful implementation
of the knowledge acquired from the program.
Group Incentive 10% off for 3 or more from the
same company.
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| Reservations |
Reservations
can be made by telephone, fax or e-mail. Registration
is confirmed on receipt of the registration
form and payment cleared before the program
date. If unable to do so due to government policy
or company procedure, please advise late payment
in writing.
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| Cancellations
Policy |
Full
refund for written notice received 2 weeks before
program. A 25% cancellations fee will be levied
for late cancellations. No refund for cancellations
received after 2 March 2004. Substitutions are
allowed.
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| HRD
Council: SBL Scheme |
Organizations
contributing to the HRD Fund may claim 100% of
the approved training program fee. Please apply
through your HR Department at least 14 days in
advance of the program to expedite approval from
HRDF. RAYMA will be pleased to assist in this
process upon request.
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| RAYMA
Guarantee |
Full
refund if we do not deliver what we promise. Just
turn in your workbook at the end of the program |
| We
come to you |
In-Company
Customised Learning Solutions. Need to develope
entire teams? All our public programs, based on
best practices, can be developed in partnership
with you to meet your organization's specific
requirements. |
| Registration
& Enquiries |
RAYMA
Sdn Bhd
2B Jalan SS24/13, Taman Megah,
47301
Petaling Jaya,
Selangor Darul Ehsan, Malaysia
Tel: +60 3 7804 4666/777/888
Fax:+60 3 7804 4484
Email : seminars@rayma.com.my
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