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Negotiate To Win; Secrets to Improve Your Negotiation

Effectiveness

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Overview

Date
Time
Country Venue
8/12/2016 - 9/12/2016 9AM - 5PM Malaysia Armada PJ

Negotiation plays a great role in every aspect of business. Whether you deal with high value
negotiations as part of your job or you simply want to improve the way you negotiate with
colleagues and clients in your daily interactions, this course is designed to help you achieve
your specific goals.

With over 40 years experience in daily business negotiation and training, our Expert Speaker
Dr Barrak Adam, is trusted by companies across the globe to help them to sharpen the
negotiation skills. To keep abreast with the needs of the business world, we constantly
research and update the information to up-to-date methodologies that make negotiation skills
transferance successful. Sign up today this is simply the best Negotiation Skills program and
see for yourself the plethora of lasting improvements and changes you can apply in your
business and work.

In the competitive business environment of the twenty-first century, we are all under
tremendous pressure to deliver faster, better and quicker results. Buyers and sellers at the
forefront of the commercial relationship and managers negotiating internally, all face increasing
pressure to achieve more. This "Negotiation To Win" training course describes a range of
successful negotiating techniques and explains how you can use them to help you achieve
your key objectives.

Is there really a structure that negotiations, amature or experienced, can learn to be a better
negotiator?

Good news, this Negotiate to Win workshop takes you through the negotiation process
systematically,while honing your interpersonal skills and shaperning your communication skills.


In this intensive, interactive program, you will acquire a framework, tools, techniques, and skills
for maximizing the value of your negotiated outcomes by effectively navigating the negotiation
process from setup to commitment to implementation.

Learning Outcomes

Acquire systematic frameworks for analyzing and understanding negotiation

Assess and heighten your awareness of your strengths and weaknesses as a negotiator
Create and maximize value in negotiations
Gain problem-solving techniques for distributing value fairly while strengthening
relationships
Inculcate the ability to deal with difficult negotiators and hard-bargaining tactics
Learn how to match the process to the context
Discover how effectively to manage and coordinate across and behind-the-table
negotiations

Who Must Attend

Senior managers and anyone who needs to solve their day-to-day work and business matters.

Course Details

DAY ONE

Introduction
"The Art of Auctioning"
Know Your Strengths and Weakness As a Negotiator now Assessment

Module 1: Strategic Negotiation

Understanding Strategic Negotiations and Deal Making
Four-Stage Process of Negotiation
Turning Complex Facts to Easy to understand the message
Workshop Developing Strategies before your Negotiation

Module 2: The Power of Persuasion In Negotiation

How Persuasion Works The Essential Steps for Effective Persuasion
Persuasive Language Patterns getting what you want by asking
Logical and Sensible Sequencing to Persuade
Workshop Demonstrating the Power of Persuasion

Module 3: Preparing to Deal Persuade, Influence, Impress

Planning to Deal Thoroughly
Anticipating possible objections and rejections
Reframing Ideas and Concepts to Engage and Motivate
Preparing a Strong BATNA Position to Increase Power
Techniques for Impact and Influence
Workshop Strategies & Preparations for Case Study 1

Module 4: Negotiators' Behaviours and Styles

Visualizing Your Negotiating Partner and Read His/ Her Style
Assessing Yours and Your Opponent's Negotiating Strategies
Creating rapport and lasting relationships to sustain Long Term Goals
Influencing Others Subtly to Connect
Anchoring Yourself to Your Preferred Mental State
Developing the Stamina to Persevere and Not Lose Steam in Long Negotiation
Workshop & Role-Play Stamina Gym for The Negotiators
Strategic Negotiation & Deal Making 1
Participants form into teams and negotiate on given case study Test of Strategy, Preparation, Stamina & Capabilities Learnt
on Day 1


DAY TWO
Module 5: Overcoming Deadlocks
Mitigating and Overcoming Deadlocks
Talking Your Way Out of Difficult Situations
Applying a Six-Step Process to Negotiating Conflict
Influencing Through the Other Persons Strategy
Achieving Openness
Role-Playing Conflict Resolution and Mitigation

Module 6: Strategies and Tactics

Recognizing Tactics Applied by Counterparts
Knowing How to Counter Dirty Tricks
Applying Convincing Strategies
Win Win: Positional vs Principled Negotiations
Understanding the Four Step Process Toward Win-Win
Workshop Strategies & Preparations for Case Study 2

Module 7: Managing Emotions in the Negotiation Table

Maintaining Composure and Confidence
Keeping Negative Emotions in the Dark Pit
Preventing Provocations and Conflicts in both parties
Sustaining Influence and Avoiding Resistance
Leveraging Your Strengths and Values
Being in Control of Every Word
Role Play Emotion Management Skills for Negotiators

Module 8: Negotiating in Green Track

Breaking Away From Tradition Where Eagles Dare
Appealing Your Guts and Assessing Your Logic al Mind
Calculating Risks and Caution
Introduction To International Negotiations

Strategic Negotiation Case Study

Participants form into teams and negotiate on given case study Test of Strategy, Preparation, Stamina & Capabilities to
manoeuvre through various challenges; develop a win-win situation learnt on Day 1 and 2

Methodology

This workshops methodology is a combination of expert input, interactive practical exercises, self assessment, lots of
hands-on role-play, group discussions, exercise worksheets, practical projects, presentations & creative music.

Course Leader

BARRAK ADAMS (Dr)

Phd, Author-Trainer-Business & Technical Consultant, Trade Negotiator, Change Agent
Barrak specialises in training leaders world class negotiations around the Globe. He has been
actively developing customised trainings and conducted them in Malaysia, Thailand,
Indonesia, Philippines, the UAE, Sudan, Mauritania and Turkmenistan.
Senior Negotiator, Lead trainer, he has a clear and comprehensive understanding of what
competencies are to be developed to be a successful negotiation. His abundant knowledge
and experience addresses every situation in our fast pace business world and everyone is
guaranteed to take home valuable learnings useful for their next deal.
Barrak comes to you with more than 40 years of enriched, result-oriented experience in many
positions among SMEs, government agencies, multinational and businesses.
Equipped with solid experience and a wide range of state-of-art resources and latest
development, his training programs are geared towards competency development.
With only the minimum amount of necessary theory (he says the participants can read his

notes later) his training/ speaking sessions are filled with mindset, behavioural and capability
change activities. There is always excitement, A-Hah moments in every session at his
programs.
Barrak had worked with the Audio-Visual, Automotive, Printing, Property Development,
Construction, Timber and Food industries, in capacities ranging from Group Engineer,
Manager, Plant Manager, Senior Negotiator, Project Director and Managing Director.
Being a Management Consultant, Management System Auditor, Trainer and Counselor, he
had consulted for an even wider range of industries that includes Medical services, Financial
institutions, Petroleum industries, Metal, Plastics, Cellulose and Electronic components
manufacturers, and the Civil service around the world.
He graduated in Engineering from the Singapore Polytechnic in 1973 and continued with post
graduate and continuing studies in Engineering, Social Science, Rubber and Plastics
Technology, Training and Development, Radiation Protection, and Quality Management, with a
PhD in Organizational Management from Iowa State (US).
Since 2004, he has since been training and consulting for organizations such as PETRONAS,
the National Electricity Board, the National Bank, various government ministries and agencies
including Parliament House, and large corporations, further to training in Mauritania,
Turkmenistan, Abu Dhabi, Sudan, Philippines, Thailand, Indonesia and Australia.
Currently, he is a senior resource faculty member for iTrainingExpert.com, continuously design
and conduct customised trainings and consultancy for multi-national companies around the
world.
Author
As an author, he has recently published his second book via Seaburn Publishing, New York,
titled Pre-Emptive Thinking Managing Problems and Threats, that identifies why
organizations continue to have problems at their middle management and operational levels in
spite of all the systems and what has to be done to resolve this. Being the first book on this
thinking, its reviewers expect it to have an international impact similar to creative and critical
thinking. He is now writing his third book on Insights of International Strategic Negotiation.
To contact Barrak, please feel free to email us at info@itrainingexpert.com or call +603 8074
9056.

Testimonies

"This is the best program I have attended. With so much to learn in three
days, learning was made possible by one practical application quickly following
another." Raihana Kareem, Project Manager, PETRONAS 2012
If you think you have been to negotiation trainings, come to this one, and you will
know very soon that you do not know anything about negotiations Jason K.H. Lee,
Project Manager, M900 Limited, Hong Kong 2007

"I have at last learnt the secret that determines the final outcome of
negotiations. It is so simple and stunning." Chagrapun K., General Manager, Nawarat
Public Company, Thailand 2009
"I have been trained in negotiations locally and overseas, but finally I have learnt that
further to moving on with the negotiation process, what I need to do to bring about long
term success." Gunasekaran, Independent Salvage Operator 2010
"I always believe what makes a successful team-player are the collective ingredients of
will and skill. If you already have the will to be the best in what you do and you desire to
learn new skills to give you that competitive edge in making deals, then this programme
is highly recommended." Ashari Arshad, Consultant, CRSG - 2004
"I must say that if your primary objective is to learn new skills coupled with your intense
desire of improving your negotiation skills, this is without doubt the programme for
you." A Malek Idrus, Manager, PETRONAS Holding Company 2004
"As a trading analyst, negotiation is what I do every day. This programme has definitely
lived up to its name of being at an advanced level. I wish the programme was longer."
Zulkifli Zakaria, Executive, LPPG 2006
This Negotiation course is an inspiring and motivating training to attend. The trainer
helped us to bring out the best in ourselves. Closing deals come easily, effortlessly and
abundantly. Yes! CG Lee Sales Advisor Kah Motor Sdn Bhd
Great trainers with great materials. I like V.A.K.Ad. Now, selling is easy and effortless.
Saiful Amri, Sales Advisor The Millennium Auto & Carriage Sdn Bhd

Investment

Normal fee
Sign up 1 pax
Pay before course starts
MYR 3,080.00
USD 720.00
Early Bird

 Sign up 1 pax
Pay 14 days before course starts
MYR 2,780.00
USD 650.00
Group Fee
Sign up 3 pax or more
Pay 14 days before course starts
MYR 2,580.00
USD 600.00

(Fee inclusive of GST, Buffet Lunch, Refreshment, Welcome Pack, Training Materials Certificate of Achievement)

Certificate
Upon successful completion of this program, you will receive a Certificate of Achievement.
Certificates are distributed on the final day of the program.

Payment mode:
1. ONLINE PAYMENT by Credit card: You can opt to register and pay online with our latest
payment integration system through our website.
2. BANK IN CHEQUE
Bank in and then scan the Bank-in slip and email to us before the course commence to confirm
your seat.
Courier your cheque payment to our Finance HQ.
*Note that we DO NOT take any payments during the event.
3. BANK IN CASH:You can also pay by cash through bank-in our company bank account.
4. Telegraphic Transfer- You can also opt to use GIRO or telegraphic transfer of payment via
international banks.