Everything you do, and everything you do not do, will impact on your negotiation in some way. Prepare yourself and your negotiating teams for today's tough negotiations – and tomorrow's challenges...

Your company’s ability to survive and thrive will depend more than ever on your skills to negotiate the best possible terms and conditions. Strategic Negotiation is a major element in achieving success and impacts directly on the required bottomline results both in terms of external negotiations as well as the on-going internal negotiations. Emphasis is placed on planning and executing negotiations. With these improved skills, you will be able to handle any negotiation with greater precision, confidence and impact.

Getting to Done Deal!
Creative solutions for your toughest negotiating problems
Conflict is often considered inevitable in negotiations. When negotiations fail, everybody loses – the exact opposite of the Strategic Negotiation taught here. The techniques have been proven in hundreds of negotiating seminars, workshops, training sessions, and most of all in the arena of real life. They stem from the simple philosophy that after a successful negotiation, everybody’s got to come away a winner. That’s Getting to Done Deal!

This Workshop will show you how to

Prepare effectively and strategically for any negotiation

Discover the vital common ground between the negotiating parties

Ask strategic questions

Interpret what is being said – and not said

Apply the concepts underlying all business negotiations

Understand how the negotiation and influencing process works

Identify the skills necessary for successful negotiations

Use negotiation tactics to influence the balance of power and counter tactics used by the other party

Create the appropriate emotional “atmosphere” for the desired outcome

Structure your communication skills to develop cooperation with the other party

Close a negotiation and secure commitment to lasting agreements

Ensure success in every negotiation

Book your seats now! Tel: (03) 7044 666 / 777 / 888, fax: 03-7044 484 or e-mail: seminars@rayma.com.my .

This highly practical workshop is specially designed for managers and negotiating teams for whom the success of their organization depends on their negotiating expertise.

TEAM ATTENDANCE HIGHLY RECOMMENDED
This is to facilitate successful implementation of the theory learned and establish a common framework to practice in real-life environment.

Certificate of Participation will be awarded.

SYSTEMATIC PREPARATION FOR THE NEGOTIATION
w How to be more effectively prepared
    -  The substance of your case
    -  The process of the negotiations

CONDUCTING THE NEGOTIATIONS
w The need theory of negotiation
w What really drives negotiators
    -  Keys to building an effective strategy
w Exercises in building common ground
w Critical components underlying the negotiation process
w Psychology in negotiation
    -  Intentional use of style
w Identifying your options
w Problem solving approach to the negotiation
w How to control of the negotiation

NEGOTIATION SIMULATION BETWEEN TEAMS
w Testing the conceptual framework
w Diagnosis and important lessons for negotiations
w Development of a negotiation checklist

INFLUENCING THE “ATMOSPHERE” OF NEGOTIATIONS
w Understanding the impact of the emotional “atmosphere”
w Separating emotion from fact
w Questioning and timing one’s proposal
w Dealing with the temporal environment
    -  when to start, finish; durations; deadlines
w Structuring language for cooperation
w Techniques for managing a dialogue

NEGOTIATION TACTICS: INFLUENCING THE BALANCE OF POWER
w Other party’s strategies in negotiation
w Pre-negotiation tactics
w The critical importance of the opening move
w Persuasive on-going tactics
w Negotiation deadlocks and how to break them
w The tactical approach to concession making

PLANNING THE NEGOTIATION THROUGH CRITICAL PHASES
w Managing the introduction phase
w Identifying and controlling where the differences will be
w Handling resistance to the other party’s satisfaction
w Coming together –  the integration phase
w Locking in the final offer –  the settlement phase
w Creating lasting commitment
   –  monitoring compliance
w Renegotiating agreements when necessary

COMMUNICATION SKILLS ENHANCEMENT
w Strategies for maintaining on-going relationships with the other party
w Strategic questioning to negotiations
    –  when and how
w Ensuring the other party sees value to the solution 
w Influencing the difficult, obstinate or negative prospect

CLOSING THE NEGOTIATION
w Start with easy agreements
w Identifying the other party’s objectives and goals
w When is the best time to close
w Ways to close the negotiation
w Negotiation ethics

NEGOTIATION IMPLEMENTATION
w Practicing your own personal negotiation situations
w Overcoming personal negotiation difficulties
w Critique and lessons relevant to your own negotiations

DEVELOPING FUTURE NEGOTIATION ACTION PLANS
w Habituating the entire process
w Specifying priorities –  building action plans
w Evaluating performance
    –  post negotiation audits
w Recommendations for your own organization

After graduating from the University of Queensland, Valentina’s training and consulting career began in the construction industry where she designed and implemented a range of highly successful training activities in accident prevention and industrial safety. This was followed by a period as a Training Adviser with the Australian government, establishing their consulting and training departments.

Prior to becoming an independent consultant in 1986, Valentina worked for the Australian Institute of Management, where as a Human Resource Manager, she specialized in conducting their Management Training programs, as well as workshops in Effective Negotiation Skills, Persuasive Communication Skills and Conflict Resolution.

In negotiations training, Valentina can advise and help with almost any single negotiation situation, be it international , legal, sales, professional or commercial. Some of her international clients include Singapore Airlines, QANTAS, National Australia Bank, Association of Merchant Bankers Malaysia, Institute Bank-Bank Malaysia, Television Corporation of Singapore, Hong Kong Productivity Council, Conrad International  Hotel, BHP, KTMB, Bank Bumiputra, Hutchinson Whampoa Ltd, John Swire & Sons, Eveready, Abacus, Thomson Multi Media, Kowloon Canton Railway Corp, Moscow Norodny Bank among others.

Valentina is Managing Director of Aspire Pty. Ltd., an international management consultancy firm specializing in Negotiation-based services and Human Resource Development.

• Recommended Reading