• Understand the application of negotiation in all work place conversations such as inter-department, vendor, colleague, etc
• Strengthen your persuasion abilities when you need to influence without authority
• Equip you with negotiation techniques to strengthen your problem solving abilities
• Value deadlocks and differences at work as opportunities for dialogue and joint solutioning
• Realise your own personal negotiation style approach
• Understand the impact of personality and communication style
• Prepare for negotiation towards an open yet collaborative atmosphere
• Identify the different approaches of persuasion ( Cialdini’s Influence principles )
• Mastering the techniques to design a negotiation dialogue
• Articulate common ground between two parties
• Conclude better agreements through a principled-approach

• Supervisors
• Executives
• Emerging Managers
• New Managers

Personality profiling to understand your personality

Negotiation profiling to understand your style

Anticipating mixed signals when negotiating with different personalities

Understanding non-verbal cues: tone, words and body language

Reframing to the context and relationship status

Value of principled-based versus position-based approach

Reviewing the Harvard negotiation model

Reasons for failed negotiations

Turning a deadlock into a dialogue

Understanding the fundamentals of WAP, ZoPA and GaCV

Concessions creation and management

Common tactics and counter measures

• Presentation & Slides
• Audio Visual Aids
• Interactive Discussion
• Participatory Exercise
• Action Learning
• Class Activities
• Case Studies
• Workshops
• Simulation