Negotiating Professionally
简介
We negotiate in more circumstances than we may think. At work, for time and resources or with vendors for contractual assignments, and also in our personal lives when purchasing high-value items such as a car or a home.
Yet many of us are poorly prepared to enter into a negotiation and we often fall short of getting the best deal for ourselves and, indeed for the other party. So in this two-day course, we’ll cover all you need to know about negotiating in the real world of business.
Who Should Attend
This course is aimed at company staff, executives and managers and offers the knowledge and skill-sets we need to become a successful, ethical negotiator. The classroom portion of this course is a two-day combination of lectures, discussions and team exercises where attendees will learn negotiation tools, techniques and strategies, and experience them through practice as individuals and teams.
Course Structure
The two-day classroom workshop will cover all you need to know about negotiation through a combination of lectures and discussions centred around six practical negotiation exercises intended to endorse and embed the skills and knowledge taught.
| SUBJECT | DESCRIPTION |
|---|---|
| The World of Negotiation | What is negotiation? Questons and more questions. Negotiation and the cost stack. Calculating pricing, what we can afford and when to walk away. When to negotiate. Exercise 1 – Ace and King |
| Principles and Strategies | BATNA and WATNA, reading others, things to consider. Negotiation styles and Win-Win negotiating. Building trust and reciprocity. Twelve types of cognitive bias. Handling objections. Exercise 2 – Role Plays and Fish Bowl |
| Negotiation | NINE negotiating pointers. Positions and interests. Individual versus team negotiation. Communications and culture. Positioning yourself and your team. The use of timing. Exercise 3 – Negotiating for a Grant |
| Understanding your Opponent | Preparing your team for a negotiation. Team signaling. What do they really want? Porter’s Five Forces. Body language and signals. Exercise 4 – Getting into Their Heads |
| Further Tools and Techniques | How close should you be to your customers or clients? Methods to build customer relations. Low context and high context communications. Power distance, maintaining the right distance. EIGHT tricks that may be used against you or you can use. Exercise 5 – Applying Tactics and Bluffs |
| Full Team Negotiating | Negotiation quiz. Preparation for the final full team multi-round negotiation exercise. Exercise 6 – Full Team Negotiating |
Course Leader
Colin Millward
Colin has a 35-year corporate background implementing technology and financial systems projects in the United Kingdom, the United States, Europe and the Asia-Pacific region. He founded his company Knight Griffin Pte. Ltd. in Singapore in 2003, and through his brand RulesReimagined, Colin has provided top-level consulting and training in the past twenty years to bring a third-dimension and an external viewpoint to corporations and governments. He holds an MBA, PMP, CRP and is an accredited principal mediator.
本课程已获地产代理监管局（EAA）批准列入EAA持续专业进修（CPD）计划：1上课小时等同1 CPD学分。参考：https://www.eaa.org.hk/zh-hk/cpd-activities
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| Negotiating Professionally (2-day) |
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In-house Training Service
We provide tailor-made in-house training for corporate clients looking to enhance team skills and performance. Courses are customized to your goals, industry, and staff needs, with practical content your team can apply immediately.
Contact us today to design a training solution that fits your organization.
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| 赵先生 | |
| 电话： | 2774 8582 |
| 电邮： | charliechiu@hkma.org.hk |
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| 电话： | 2774 8500 / Ivy Ng 3468 6023 / Shino Choi 3468 6024 / Windy Ng 3468 6025 |
| 电邮： | hkma@hkma.org.hk |
| WhatsApp： | 9149 0408 |