business negotiation tp

7/30/2019 Business Negotiation TP

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G K Lim

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Those who know how to negotiate get the bigger piece of the pie. No exceptions.

the essence of successful business interactions from both the seller's and buyer'sperspective

a two-day program

featuring role plays and case studies developed by Project on Negotiation at HarvardLaw School

Facilitated by


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THEYARE PLAYING THE NEGOTIATION GAME ON YOURIGHT NOW!

Those who know how to negotiate get the bigger piece of the pie. No exceptions.

Negotiating effectively is a subtle, unobtrusive professional skill. It has to be learnt just likeany other skill. It directly influences corporate profitability. All company staff membersSHOULD know how to negotiate. If you are not aware of negotiation principles, you arecosting your company millions of dollars in lost opportunities.

Your prospects, customers, suppliers, partners and associates are applying negotiationprinciples and tactics on you right now, encouraging you to give them a bigger portion ofyourshare of the pie -- without your realizing it. Of course, you dont realize it -- becausethe basic premise of negotiating is that it is applied without the other side even remotelysensing it.

This program equips you with powerful negotiating and influencing techniques andstrategies.

WHY THIS PROGRAM IS SPECIAL

Links ideas presented directly to participants' actual negotiation / influencing

situations

40% expert input (or lecture), 60% audience participation (learning by doing);

Discusses current best practices in business negotiations, adapted to suit the Asianbusiness environment

Each participant receives a comprehensive fact-filled workshop-manual-cum-

resource-bookfor easy on-the-job reference; 40% expert input (or lecture), 60% audience participation (learning by doing)

Extensive workshop-manual-cum-resource-book for future reference

Validated by EDS Advance Academy, Asia Pacific, in collaboration with Southern LuzonState University, Batangas State University, Sultan Kudarat Polytechnic State College,Laguna State Polytechnic University, Palawan State University, Akamai University, andAmerican Heritage University for CEU award purposes

Endorsed by HRD Gateway, malaysiaHRonline, HumanTalents International, andTrainingMalaysia

In association with HRD Gateway, this program offered in: India, Pakistan, Sri Lanka,Singapore, Malaysia, China, Taiwan, Indonesia, Brunei, Thailand, Cambodia, Vietnam,

Laos, Myanmar, Philippines, Czech Republic, and USA


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BENEFITS YOU'LL RECEIVE AND CAN APPLY IMMEDIATELY

You will ..

Discover your negotiation profile;

Learn how to prepare for business negotiations;

Know how to use the William Ury Model;

Capitalize on the power of benefits;

Learn how to apply negotiation strategies in various situations;

Know all about money in negotiations;

Maintain control in most difficult situations;

Be able to place and give concessions;

Know how to use variables in negotiating;

Understand the concession curve;

Be aware of negotiation games other people play on you;

Learn to use countering tactics in negotiations;

Know how to use the perception of power when negotiating;

Learn how to be credible in the eyes of the other party;

Know how to close a deal.

WHO SHOULD ATTEND

The program is for buyers, purchasers, and sellers, as well as for others within theorganization who need to negotiate with vendors, suppliers, customers, superiors,subordinates, and peers in other departments.

OBJECTIVE

By the end of the session, participants would understand principles of business negotiationthat they can use to create a competitive edge for themselves and their companies. Theywould be able to prepare, plan, develop and execute appropriate strategies in businessnegotiation and transaction.


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PROGRAM TOPICS

IntroductionProblems you face when negotiation with othersSo far, how have you been negotiating?Group exercise: How not to lose your shirt in a negotiation encounterThe paper tearing exercise Dont ASS U ME

Opening tacticsTest yourself on "The Opening Statement"About the opening statementWho opens first?Krunch early and krunch oftenIf you have to open firstAssumptions

All about trades offs and variablesThe need for trade offsVariables in negotiationSome variablesOther variables applicable to your business

Tactics -- How to'sOver 50 tactics used in negotiating / influencingHow to counter tactics

When they say they want this, do they REALLY mean they want this?Issues, positions, interests, options, and variablesThe question of position versus interestPosition-Interest role play

Creating OptionsOptions Role Plays

Deadlock, impasse, stalemateDefinitionThe wrong way to break a deadlock, impasse, stalemate:How to break deadlocks, impasse, stalemates

Solo negotiation or team negotiationSolo negotiator Advantages, Areas of concernA team of negotiators Advantages, Areas of concernThe Negotiation Team rules of engagement

Money and negotiation


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Various ways of working around moneyhe use of funny moneyHow to create perceptions on value of moneyThe ubiquitous Its too expensive......

Video presentationMark McCormack's "What They Dont Teach You At Harvard Business School

Power in negotiationInformal leadership powerLegitimate powerTactical power

How to help the other party come to a decisionHow to trial-closeBuying signals -- spoken, unspokenMaking final offers

Conclude with a nibbleWhat to do when a decision with the other party is reached

Role playsThe general manager and the consultantThe customer and the customer service representativeGE International, Inc.(other role plays depending on industry and need)


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The program is based on research by .


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Mechanism for Level 2 and level 3 evaluation

Level 2 Evaluation: Participants will respond to a questionnaire emailed to them onemonth after each program, to ascertain their understanding of the conceptspresented at the training program

Level 3 Evaluation: The trainers will email to immediate superiors of participants a

questionnaire for them to fill in. Such a questionnaire helps superiors determinewhether participants have applied the concepts and principles at work and integratedthem into their work routine.


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Program endorsements

Endorsed by

Validated by EDS Advance Academy, Asia Pacific, in collaboration with Southern Luzon State University, Batangas State University, SultanKudarat Polytechnic State College, Ifugao State College for Agriculture & Forestry, Laguna State Polytechnic University, Palawan State

University, Akamai University, and American Heritage University for CEU award purposes

Program offered in: India, Pakistan, Sri Lanka, Maldives, Singapore, Malaysia, China, Taiwan, Indonesia, Brunei, Thailand, Cambodia, Vietnam,Laos, Myanmar, Philippines, UAE, Czech Republic, and USA

Program developed byHRD Gateway International Management Centre Faculty

Used under licence

Co-trainer

DANNIEL LIM is an author, a passionate coach, an experienced speaker

and MC. He has trained & spoken in Malaysia, Singapore, Indonesia,Vietnam, India & Hong Kong. He is a HRDC Certified Training Consultantactive in the area of Leadership; Inter-Personal Skills Development(Emotional Intelligence / Communication Skills); Marketing & CustomerService; HR & Training Development; Organizational & CultureDevelopment; Public Speaking & Presentation Skills; Personality Profiling;Behavioral & Mindset Development; Freedom of Expression and Stress

Management.

Danniel has 20 years of experience in a wide range of areas such as Education; Sales &Marketing; Certification; Consultancy; HR & Training and Organizational Development.Danniels career has been centered on SMEs & SMIs that deal with National & Multi-

National Corporations as such he is well experienced with the best & worst of both worlds.Therefore he is well equipped to help deal with any organizations development needsprecisely & effectively.

Danniel is the Vice President of HRD Gateway (www.hrdgateway.org), a 40,000 memberinternational non-profit organization dedicated to excellence in Human ResourceDevelopment. He is also the Consulting Director of HRD Gateway ManagementDevelopment Centre (MDC) the education & development arm of HRD Gateway. He iscurrently studying for his MBA and at the same time conducting research & preparing towrite his definitive doctoral thesis on the dynamics of personality in business as well aspersonal relationships.

Danniel is

Vice President, HRD Gateway
http://www.hrdgateway.org/http://www.hrdgateway.org/


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Consulting Director, HRD Gateway Management Development Centre

Faculty Member, HRD Gateway Management Development Centre

Adjunct Faculty Member, Humantalents International

Certified Training Consultant (TTT/0511) Human Resource Development Council

Developer, Organizational Development Instrument

Co-Developer, Cultural Overview assessment tool Co-Developer, Team Overview assessment tool

Co-Developer, Personality Development Instrument

Developer, Behavioral Development Technology

Founder, the SIMPLY SPEAKING system

Co-Developer, the Strategic and Tactical Speech Process

Co-Author, The Art of Mastering Ceremonies

Lecturer, Open University Malaysia

President (2010-2011) Money & You KL Toastmasters Club

Competent Communicator, Toastmasters International

Graduate, The Money & You Program

Graduate, The Landmark Forum Graduate, The Silva Mind Method

His current & recent clients include Aker Solutions, The Ascott KL, AUO Sunpower,Commerce Dot Com (DRB Hicom Group), Delta Mediscience, Department of Civil Defense(JPA), DHL, Fire & Rescue (Bomba), Flextronics, GCEHC, Hilton Hotel Kuching, INSPEN,Jabil, Malakoff Corporation, Marinetime Enforcement Agency (APMM), Maybank, Maxis,Merck, Ministry of Health, NST, Prudential, Public Bank, RB Land, Real Rewards, RoyalMalaysian Air Force (TUDM), Royal Malaysian Police (PDRM), Shell, Sime Darby, SouthernLion, Spansion, Symrise, Tan Chong, Telekom Malaysia, Western Digital, Xepa-SoulPattinson, Zuellig Pharma, etc.

Danniel is a proponent of the holistic Organizational Coaching approach as opposed to thesurgical Training only approach when it comes to developing the people in an organization.In line with this approach, Danniel developed as a faculty of the HRD Gateway MDC theOrganizational Development Instrument (ODI) which is primarily a set of three (3) audit andmeasurement tools; the first tool is the Cultural Overview for assessing and measuring yourorganizations culture and resilience; second, the Team Overview for assessing theteamwork and group dynamics of a department, committee, project team, etc.; while thethird is the Personality Assessment Tool for assessing and analyzing the personality andthinking styles of employees.

Co-trainer

The course leader, G K Lim (aka Sawadpong Limtrakul), is experienced in sales,marketing and business, and in cutting-edge adult learning techniques

G K Lim (aka Sawadpong Limtrakul) < [email protected] > is Presidentof HRD Gateway, a 40,000-member international non-profitorganization dedicated to excellence in human resource

management. He is also a training consultant in the area ofconsultative / solution-centric selling skills, key account
mailto:[email protected]:[email protected]


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management, negotiation / persuasion / influencing skills, stress management, whole-brainintuitive 360-degree managerial leadership excellence, level 5 leadership, personalproductivity / resilience skills, and mind / intuition enhancement.

He holds an MBA from American Heritage University of Southern California, and currentlyworking for his DBA from Ifugao State University, Philippines.

He has had consulting and training assignments in Thailand, Indonesia, Malaysia,Singapore, Brunei, Philippines, Vietnam, India, Sri Lanka, Maldives, United Arab Emirates,and China, and has appeared on TV2 (KL), TVM (Maldives), UNTV (Manila) and RPN9(Manila).

He is

Fellow of the Institute of Sales and Marketing Management;

Approved CMSI Sales Personnel Certification Advisor & Instructor;

ISO Certified In Marketing & Sales (ISO CMS 991182);

Certified e-Business Associate (EC-Council);

Certified EC-Council Instructor; Certified Herrmann Brain Dominance Instructor;

Certified Competency-Based Training & Education Instructor;

Certified facilitator for "Psychology of Winning," "It's A Deal," "Adventures in Attitudes,"and "You Were Born Rich Video Program;"

Accredited Facilitator, Accelerated Entrepreneurs Development Program;

Silva Mind Control facilitator;

Associate, Profiles International;

Process Implementation Specialist, SMI

NLP practitioner;

Affiliate, Jim Rohn International;

Member, Ecumenical Society of Psychorientology; Member, Intuition Network;

Founding Member, International Association of Coaches;

President, HRD Gateway;

Past President, China HRM;

Principal Consultant, Human Resources Services;

and Project Leader, HRD Gateway Management Development Centre programdevelopment project

A partial list of in-house training clients include: ABB, Aesculap, Acer, Aon Vietnam, ANZBank Hanoi, B Braun, Bristol-Myers Squibb, Cadbury, Canon, Ciitibank, Cycle & Carriage

Bintang, Datacard Group USA, Dell, Dexion, DHL, Digi, Euromedical, Flextronics, GEToshiba Silicones, HAVI Food, IQPC Oil & Gas Dubai, IITM Sri Lanka, Intel, Jabil, JayaJusco, Komag, Landmark Graphics, Maersk Medical, Maybank, Maxis, Microsoft Thailand,Mitsui-O.S.K. Lines, Mitsui Sumitomo, NEC, New Zealand Milk, Nordberg China, NovartisPharmaceuticals, O'Connor's, Panasonic, Permodalan BSN, Public Bank, PSA Maldives,PWTC, Reliance, Roche, Samsung India, Shell, Sime Darby, Singapore Institute ofManagement, Syngenta Crop Protection, Ta'aheel FZ. Dubai, Tara Prima Megah Bandung,Texchem, Tecumseh-Euro-Malaysia, TUDM, Wearne Brothers, Xepa-Soul Pattinson, YvesRocher, and Zuellig Pharma


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WHAT THEY SAY ABOUT G K LIMS TRAINING SESSIONS

Thank you again for doing a wonderful job with our sales team. We appreciate it very much. As Rob and Imentioned to you in our Saturday lunch meeting, our sales channels see themselves as being professional. Inother regions of the world we found that the survey feedback ranged from neutral to negative. In your case, theresponse was much more positive than we experienced in other parts of the world, and with other trainers. Ofthe 60 delegates that attended, only 35 delegates completed the survey before leaving the meetings. Thebreakout for your section is as follows: Fair 9; Good 24; Excellent 2. In summary, 26 out of 35 thought theprogram was good to excellent. Thank you for doing your part. I thoroughly enjoyed working with you and hopethe opportunity presents itself again. You are a true professional. -- Kevin Gillick, Datacard Group, WestMinnetonka, MN

GK Lim is one of the best persuasion psychologists in Asia. He is a much sought after trainer in Malaysia andneighboring countries as he uses his knowledge and experience accumulated over 3 decades in order to give thebest to his clients. He was invited to SriLanka, my native country, to conduct his flagship training programs bySriLankan event organizers after they had heard of his success in Malaysia, Philippines, Singapore, Thailand,Vietnam, Brunei, China, India, Maldives, and UAE. His success can be also attributed to his very ownpresentation style and mastery of language which had been commended by many of his contemporariesworldwide -- Jayadeva de Silva, HumanTalents Unlimited.

I find his presentations very well structured, full of practical/down to earth ideas and easy to understand. He

shares his experience freely and often gets excellent evaluations from course participants. In fact, when GKconducted his training for my company's sales & marketing team, his experience and ideas were well received bythe participants. -- Toh Siew Pat, Head of HR & Admin., SWM Environment Sdn Bhd

GK Lim specializes in sales, negotiation & leadership training programs. His programs are lively, effective andhumorous. You will never be bored in his session and you will get valuable takeaways. Recommend to anyonelooking to do such topics of training. -- Lily C.L. Lau, Culture Synergy Cultivator, Certified Trainer, Speaker,Principal Consultant, Culture Dynamics

We received very favourable feedback from the delegates' appraisal of the Conference and I am pleased toinform you that your individual rating, as a speaker for your presentation on "Relationship Between Managersand Talented Employees" is "Excellent" We have no doubt that your participation had contributed to the successof the Conference. -- Irene Lum, Conference Development Manager, Asia Business Forum

I have known G K for since 1986 and have been working with him together on training projects. G K is a personof vast knowledge and practical experience, and is a very pragmatic trainer. He always strives to ensures that thetraining objectives are met while at the same time promote fun and liveliness in his training. He is creative andvibrant in his training delivery. -- Stanley Cham, Entrepreneur, Oneness Training & Coaching

On behalf of Community Services of Bangkok, I want to thank you for the three Winning Strategies seminarsyou have presented since January. The response to this seminar has been very positive by both the foreign andThai participants. This is indeed a worthy contribution to the English-speaking persons in Bangkok LeslieWeed-Fonner, Coordinator, Community Services of Bangkok

We are very pleased to have you lead the seminar "Winning Strategies For That Competitive Edge" to our salespersonnel. The participants thought the program was very educational, enlightening and interesting andparticularly, the newcomers to the Company reported that the seminar was an eye-opener and you were able tofurnish them with the 'edge' to improve their job performance. We extend to you our thanks and appreciation. --Koh Chee Kean, GM, Wearne Brothers (1983) Sdn Bhd


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Thank you very much for your participation in the recent Komag Career Fair. You have given a very impressiveperformance and the audience found your talk interesting and motivating. I found that you are able to reach outand build a good rapport with the audience instantaneously and had them drawn to you, paying close attentionthroughout your talk. Although you are an external person to Komag, you are quick to understand the purposeand objective of the Career Fair. You aligned your talk to the theme of the fair "Creating Your Future" very well.Your talk was a good warming-up to the presentation on Career Pathing, a matter viewed and taken seriously byall Komag employees. K K Lim, General Manager (KM 1 -Operations) Komag USA (M) Sdn Bhd

We have engaged Mr G K Lim to hold a motivational course, Winning Is Easier Than Failing. We all agreedthat Mr Lim is able to convey messages across the participants in a simple and easily understandable way. Hemanaged to built up a good rapport across the audience and is very responsive to all the questions raised duringthe session. We are convinced that the course is beneficial to our company. -- C A OOI, GM, ChemopharmSdn. Bhd.

I have had the honour and privilege of sharing the seminar platform with many of the world's greatest speakersincluding Bob Proctor, Wayne Dyer, Deepak Chopra, Stuart Wilde, Dottie Walters and others. I count Mr. G.K.Lim amongst this group and I am doubly blessed to call him friend. I have personally done three seminars withMr. G.K. Lim and found him absolute world class. It is very important to me when I do seminars in differentcountries to work with the countries' best in matters of "Success, The mind, and Sales, and Mr. Lim hasproved to be fantastic. He has all of the international qualities whilst still being able to communicate with hisfellow Asians from newcomers to C.E.Os. Any company would find their sales and productivity greatly increased

after experiencing G.K. Lim. -- Michele Blood http://www.musivation.com, La Jolla, CA

Thank you and congratulations on a great presentation!! Your presentation on "How to Thrive on Stress" wereinspiring, humorous and most important of all informative. It touched home base and our hearts. We must reallycomment on your ability to handle crowds of all levels. Feedbacks from our directors, senior managers andmiddle management staff were more than impressive. You helped them to accept your message rather thandriving home the point. Making it personal for them too, made the topic so refreshing. -- Fong Muntoh,Assistant Human Resource Manager Reliance Pacific Berhad

Good job done. Interesting, helpful, practical. Trainer is very experienced. A good presenterUsed real life examples. -- K K Chan, Manager, Sime Alexander Forbes

Trainer is excellent. Good team work. Good participation. Relates well to audience. Pace is quick -- A Raj,Executive, Assoc. Motor Industries

I have known G K Lim since 2003, during the early days of HRD Gateway, a 40,000-member international NGOdedicated to excellence in HRD/HRM. We would often discuss how HRD Gateway could grow and how OakTraining could help HRD Gateway members. GK contributed articles of interest to trainers and HR specialists,and these were published the Oak Training site. G K Lim has spent over three decades in the training profession,as a training specialist in the area of sales, negotiation, managerial leadership and stress management. I highlyrecommend him to those in need of services that he provides. An inspirational talent that adds so much value toeverything that he gets involved with. -- Des Fitzgerald, Managing Director at Oak Training Ltdhttp://www.oaktraining.com/

Lively presentations. Useful tricks and methods with real life examples. Experienced presenter. This is thetype of presenter who is favoured, rather than those PhD holders with vague knowledge who do not acceptcomments / ideas / opinion from others. Frankly, this is high rated workshop in my opinion.

Mr G K Lim turned this boring topic into an interesting workshop. Good job!

Good and interesting workshop! GK is an experienced facilitator.

Useful for communication skills, practical methods with example are given. Excellent. Very practical.

Easy to understand, with interesting examples.

The program is practical and its applicable in all situations whether we are in product sales or educationbusiness. The sales approaches, closing techniques and ways to handling objections shared by thefacilitator are very helpful and beneficial. What we need to do is to adapt them into the education industry.

Can apply the principles learnt in the workplace and personal life.

Informative workshop, good interaction, met objectives.-- Comments by lecturers, administrators and Heads of Divisions of TAR College after

an inhouse program

Countries the trainers have conducted training in.
http://www.musivation.com/http://www.oaktraining.com/http://www.musivation.com/http://www.oaktraining.com/


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business negotiation tp

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