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Skills Workshops for Purchasing Excellence 2002-2003
Negotiation

Influence and Persuasion: An Introduction(IPI)

Discover your personal negotiation style and then develop it into a powerful range of 5 highly effective persuasion methods which you can use immediately to achieve successful negotiation outcomes.

Target Participants
This workshop provides a framework with which anyone who requires an introduction to the basic principles of persuasion can establish a foundation upon which to develop their negotiating performance by gaining a detailed understanding of the art of persuasion techniques. The course will provide an excellent starting point for those who will be required to negotiation at a future stage in their careers. It will be of help to non-commercially focused personnel who need to negotiate internally¡KHR and IT for example.

Deliverables

  • understand the key elements of persuasion as applied in negotiations .
  • learn about a set of persuasion tools and techniques which can be used to enhance their natural negotiation style so that they may be more aware of the characteristics of a negotiation and the issues which need to be considered.

    Content
  • Negotiation: a working definition
  • Relationships and Persuasion = Value
  • Warm on People; Tough on Issues
  • A Powerful Combination
  • Primary & Secondary Persuaders
  • One-Way & Two-Way Movers
  • Bargaining & Compromise
  • Variables and Dangers

    Format
    The content of this introductory level workshop includes, knowledge delivery and learning consolidation exercise's
    The following format options are available for delivery of the above programme:

    i. 1 day live workshop
    ii. 2 x 2 hour video conference tutorials plus assignments

    The recommended maximum number of participants is 15.
    This programme can be facilitated in English, Putonghua, Cantonese and Japanese





    Power Negotiation: The 5-6-7 Toolbox (PN)

    Enhance your negotiation performance with this structured approach which builds your confidence, makes you feel in control and provides the strategies and tactics to deliver successful outcomes that are in-line with business objectives. Explore the 5-6-7 Power Negotiation System and learn how to apply it in a full day case study during which participants practice against a professional negotiator and receive expert feedback and coaching.

    Target Participants
    If you have negotiation experience and are interested to test yourself against practice in order to develop your competence and build on your experience, you will find this workshop to be helpful. You will understand the nature of your own negotiation profile and how to fine-tune this to optimize the outcomes of your future negotiations. You will also recognize many of the situations in which you have been involved in previous negotiations and learn how to handle these as part of structured process of negotiation management

    Deliverables
  • Understand the principles of negotiation; why negotiate and how?
  • Appreciate the importance of variables and their value
  • Recognize the personal dimension to a negotiation and the variety of styles required
  • Navigate the phases of a negotiation and understand the importance of preparation and planning
  • Practice applying 5-6-7 within a simulation exercise and receive feedback and coaching

    WORKSHOP OUTLINE
  • The 5-6-7 Power Negotiation System
  • Styles of negotiation
  • Measuring Success
  • Objective Setting
  • Key Issue Phasing
  • Negotiation Commandments
  • Predictability
  • Use of Body Language
  • Guidelines for Making Concessions
  • How to Build Leverage
  • How to Break a Stalemate
  • Dealing with the Unexpected
  • Conditioning Responses
  • Special Considerations
  • Case Study on video with feedback and coaching

    Format
    The content of this intermediated level workshop includes, preparation assignment, knowledge delivery, learning consolidation exercises, full day case study on video with coaching and action planning

    The following format options are available for delivery of the above programme:
    i. 2 day live workshop
    ii. 10 hour e-leaning programme with 1 day live workshop

    The recommended maximum number of participants is 12.
    This programme can be facilitated in English, Putonghua, Cantonese and Japanese





    The Human Dynamics of Negotiation (HDN)

    A systematic approach to achieving the simultaneous delivery of optimal commercial results from every negotiation and development of the relationship with the other party through which long-term value can be realized

    Target Participants
    This advanced workshop has been developed on the premise that most negotiations, , must be managed within the context of an ongoing relationship with the other party whilst at the same time delivering to bottom- line performance and competitive advantage. The workshop seeks to build on the experience and expertise that delegates will already possess in order to ensure optimum opportunities for increased profitability for their both organisation's and their business partners.

    Deliverables
  • To develop the ability to optimise profitable business opportunities.
  • To provide a variety of flexible styles and techniques to negotiate in business relationships in the most effective way.
  • To understand the impact that a structured approach to negotiation can add to the business when such a structure is applied within the management of ongoing business relationships.

    WORKSHOP OUTLINE
  • The components of a successful business negotiation.
  • The key issues concerning business success.
  • The NRI 5-6-7 negotiation toolbox
  • The importance of a strong and positive negotiation strategy.
  • Adding to the bottom line: an appreciation of profit and loss.
  • Planning and preparing for a negotiation.
  • Identifying relationships goals and selecting appropriate negotiation strategies
  • The Relationship Management Matrix

    Format
    The content of this advanced level workshop includes, preparation assignment, knowledge delivery, learning consolidation exercises, mini case studies with coaching and action planning

    The following format options are available for delivery of the above programme:
    i. 1 day live workshop
    ii. 2 x 2 hour video conference tutorial with assignments

    The recommended maximum number of participants is 12.
    This programme can be facilitated in English, Putonghua, Cantonese and Japanese





    Negotiation Across Cultures (NAC)

    How to identify and understand the way in which parties from different countries will perceive the issues involved in a business negotiation and how these will influence their behaviour across the negotiation table and achieve a successful outcome.

    Target Participants
    Experienced negotiators will strengthen their skills and build their confidence. A performance benchmark will be established against which they can understand their negotiating style. The NRI 5-6-7 System will be applied within the context of a case study on the second day of the workshop. Participants will be able to introduce experiences and insights and explore these during case study exercises..

    Deliverables
  • To develop the ability to negotiate effectively and confidently and to optimise profitable business opportunities.
  • To provide a variety of styles and techniques to manage business and personal relationships in the most effective way across international boundaries and cultural boundaries.
  • To be a practical interactive course that will build skills and confidence.

    WORKSHOP OUTLINE
  • Understand and Use Effectively the NRI 5-6-7 Negotiation System
  • Use the Five Key Persuaders to Move the Other Party towards your Objective
  • Structure a Negotiation so that all Four Phases can be Optimised
  • Know and Use Effectively at Least 10 Powerful Negotiation Tactics
  • Know, Understand and Use Seven Key Differentiators of Country Cultures
  • Manage Social and Professional Behaviour Across Continents
  • Know and Use the Key Negotiation Principles for Major World Economies
  • Understand the Most Effective

    Format
    The content of this advanced level workshop includes, preparation assignment, knowledge delivery, learning consolidation exercises, mini case studies with coaching and action planning

    The following format options are available for delivery of the above programme:

    i. 2 day live workshop

    The recommended maximum number of participants is 12.
    This programme can be facilitated in English





    The Negotiation Master Class (NMC)

    This advanced course will enhance your existing negotiation skills by examining successful behaviours and interpersonal skills, and practising the styles used to manage critical negotiations effectively. Delegates will gain vital practical best practice experience during simulated case studies.

    Target Participants
    This is an intensive workshop for experienced dealmakers who wish to benchmark their performance against best practice and challenge their experience to reach new levels of achievement. Case studies and coaching form an integral part of the workshop

    Deliverables
  • Refresh your knowledge of negotiation principles, tactics and persuasion methods.
  • Understand typical behaviour and that of the people you are dealing with, both internally and externally.
  • Understand and use a variety of behavioural skills to deal with aggressive or manipulative people whilst still maintaining your own emotional balance.
  • Realise the importance of having a structure within the preparation and planning phase.
  • Understand the key factors in negotiating globally together with international and cultural characteristics.
  • Learn how to identify, classify and commission non-verbal behaviour and to use it to advantage.
  • Practise the application of theory within a stimulating role-play environment and receive feedback from a coach.

    WORKSHOP OUTLINE
  • A Review of the Process of Negotiation
  • Key Tactics and Ploys
  • Non verbal Behaviour
  • The Relationship Spectrum
  • International Negotiation
  • Negotiation in Practice
  • Complex Case Study and Coaching

    Format
    The content of this advanced level workshop includes, preparation assignment, knowledge delivery, learning consolidation exercises, mini case studies with coaching and action planning

    The following format options are available for delivery of the above programme:
    i. 2 day live workshop

    The recommended maximum number of participants is 8.
    This programme can be facilitated in English







    The 5-6-7 Negotiation Planning Workshop (NPW)

    Detailed planning can influence the outcome of a negotiation more than any other factor yet few negotiators make adequate time for this critical activity.

    Because planning has such an impact on negotiation outcomes, we have developed, tested and implemented a step-by-step process which can be used to plan and prepare for any negotiation. Using a full set of templates, this practical workshop introduces the 5-6-7 Negotiation Planning process and enables you to practice using this in a full length case study.

    Target Participants
    Whether you're a seller negotiating within the context of a client relationships, a buyer seeking to get the best value for the business from the supply market, a financial specialist conducting highly leveraged negotiations with the bank, a technical end user or IT team member negotiating contract specifications or an HR professional seeking to influence the outcome of discussions regarding remuneration policy, this workshop will valuable of use to buyers and sellers from all business sectors as well as other functions including finance, HR and IT.

    Deliverables
  • Your individual Negotiation Profile identifying your preferred persuasion style.
  • The negotiation project process of 5 phases, 6 persuasion methods and 7 key tactics.
  • A set of project planning templates which can be taken away in soft copy .
  • Individual feedback on how to optimize your negotiation performance.

    WORKSHOP OUTLINE
  • Negotiation: what it means for you
  • A structured approach to negotiation
  • What's your Trigger?
  • Planning-the No.1 Rule of Negotiation
  • What are you objectives?
  • Strengths & weaknesses: yours/theirs
  • Differentiating customers & suppliers
  • Who's in the teams?
  • Markers
  • Conditioning
  • The power of questions
  • Opening and testing Moving and agreeing
  • Full case study
  • Performance review & coaching
  • Action Planning

    Format
    The content of this intermediated level workshop includes, preparation assignment, knowledge delivery, learning consolidation exercises, full case study with on screen coaching and action planning

    i

    In-house workshop

    9.00am-5.30pm

    Sponsor-selected venue

    ii

    Open workshop A

    9.00am-5.30pm

    United Conference Centre (UCC)

    iii

    Open workshop B

    7.00pm-9.00pm x 4

    United Conference Centre (UCC)

    iv

    Private coaching

    2 hour sessions x 4

    Lippo Centre


    The recommended maximum number of participants is 16 - 20.
    This programme is available in English, Cantonese, Putonghua and Japanese

    Contact NRI for current schedule info@nriap.com tel: +852 2801 6256




















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