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Tue & Wed, March 27th & 28th, 2012
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This Issue
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Course Information
Date: 27 & 28 Mar 2012 (Tue & Wed)
Time: 9am to 5pm
Venue: * Concorde Hotel Function Room (f.k.a Le Meridien Hotel) Orchard Road
Fee : S$850 (NETT)
* subjected to changes of equivalent convenience
To register please contact Jaslyn
@ 9228 7171 / 6278 9785 or
jaslyn@cbsgroup.com.sg
Registration is on a 1st come 1st serve basis. Register early to avoid disappointment.
Click here for registration form |
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| 2 Day "Getting Others to Say Yes" Negotiation Skills |
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| Do you have problems getting others to say Yes? Many executives are fearful of negotiations since they think they are conflicts. As John F. Kennedy once said, "Let us never negotiate out of fear but let us never fear to negotiate." Effective negotiators can be trained to master principles and tactics. Instead of winning or losing at a negotiation, you work at solving challenges and creating opportunities. When negotiation is conducted with confidence and skills, it is a meaningful interpersonal experience in which two different parties collaborate to achieve significant results. |
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| Learning Objectives |
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This experiential and fun workshop will enable you to:
1. Understand the structure and framework of negotiation
2. Conduct negotiations with EQ and persuasion
3. Use different approach to have a win-win deal |
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| Course Outline |
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Introduction
Benefits of negotiation
Types of negotiation
Five negotiation dilemmas
Characteristics of a good negotiator
Preparation
Setting your objectives
Building relationship and trust
Advantages of knowing the other party
Structure of Negotiation
Making your framework
OTN: Opportunities to Negotiate
BATNA: Best Alternative To a Negotiated Agreement
ZOPA: Zone of Possible Agreement
Common mistakes
Different approaches
Interest-based negotiations
Win-win deals
Fair negotiations
Conducting Negotiations
Negotiating with power
Making offers and counteroffers
Making concessions
Managing impasses
Influencing and Persuasion
Managing Emotions
Portraying the right body language
Communications
Instructional Methodology
Lecturettes, videos, case studies, role plays, discussion and presentation. |
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| Who should participate? |
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| For managers and executives who want to acquire the professional skills of negotiation at the table and influence the other party to say from "No" to "Yes" |
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| Master Trainer |
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| Michael Lum, B.Acc, M.Com, Grad Dip (Training) |
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Michael Lum, an accountant by training, holds a Bachelor of Accountancy from National University of Singapore and a Master of Commerce from the University of New South Wales, Sydney. To hone in his skills as a trainer, he pursued a Graduate Diploma (Training and Development) from Civil Service College, Singapore. His previous careers include finance manager, marketing manager and general manager with American and British MNCs in Sydney, Australia and Singapore.
Michael is a certified trainer with American Board of NLP (Neuro-linguistics Programming) and American Management Association. He is aLouis Allen Program Leader and a Laughter Yoga instructor. He is also a Project Management Professional and Risk Management Professional with Project Management International (PMI). Previously, Michael was previously a certified MarsVenus Institute facilitator for its world famous "Men are from Mars; Women are from Venus" relationship workshops.
Michael is a certified hypnotherapist with National Guild of Hypnotists, an Advanced Toastmaster (Gold) with Toastmasters International and a certified Stress Management Consultant with International Association of Counselors and Therapists (IACT).
Michael modeled his training after being trained by world-class legends including Dr Tad James (NLP, Time Line Therapy), Dr John Gray (Men are from Mars; Women are from Venus), Dr Madan Katari (Laughter Yoga), Dr Calvin Banyan (Hypnosis), Tony Buzan (Mind Mapping), Anthony Robbins (NAC), Jillian LaVelle (IACT), Dr Servaas van Beekum (Transactional Analysis) and Michael Gelb (How to think like Leonardo da Vinci).
A wordsmith in his spare time, Michael is the bestselling author of "I Once Wore Diapers", "No Failure; Only Success Delayed", "Who Broke My Rice Bowl?" and "From Beggars to Millionaires". The first book is translated into Malay and Korean.
In recognition of his selfless social contribution for his free workshops amongst mid-life retrenched workers and singles, he was awarded ABC True Hero 2003, a social enterprise award pioneered by ABC Stout. Michael is interviewed regularly by the press, radio and TV for his work.
Using NLP, accelerated learning and andragogy, he facilitates management programs for both the Government and MNCs. With an eclectic philosophy, He has personally designed 30 over training programs and trained thousands of executives in the region in the last 13 years. In addition, Michael has personally coached top CEOs and businesspersons. |
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