The Negotiation Dance – Partnering to Create Value

Date To be advised
Time 9am – 5pm
Venue Sheraton Towers, 39 Scotts Road
Fees

S$ 480 (Before 7% GST)

(Inclusive of tea breaks and International Buffet Lunch)

Contact 

9785 9223

A successful negotiation begins with preparation: gathering information, identifying interests and currencies, and creating options. It requires a knowledge of critical negotiating concepts – the dance steps. It also requires a sensitivity to the emotional and human aspects of negotiating as well as the skills to create agreements that work for all parties. A successful negotiation begins with preparation: gathering information, identifying interests and currencies, and creating options. It requires a knowledge of critical negotiating concepts – the dance steps. It also requires a sensitivity to the emotional and human aspects of negotiating as well as the skills to create agreements that work for all parties.

This practical and interactive program focuses on preparing for negotiation and provides a framework for negotiating win-win outcomes.

A successful negotiation begins with preparation: gathering information, identifying interests and currencies, and creating options. It requires a knowledge of critical negotiating concepts – the dance steps. It also requires a sensitivity to the emotional and human aspects of negotiating as well as the skills to create agreements that work for all parties. A successful negotiation begins with preparation: gathering information, identifying interests and currencies, and creating options. It requires a knowledge of critical negotiating concepts – the dance steps. It also requires a sensitivity to the emotional and human aspects of negotiating as well as the skills to create agreements that work for all parties.

This practical and interactive program focuses on preparing for negotiation and provides a framework for negotiating win-win outcomes.

By the end of this course, the participants would be able to:

  • Understand the elements of the “principled” negotiation approach
  • Use the magic of anchor points to get more every time
  • Leverage currencies to create value out of nothing
  • Know the behaviors of winning negotiators
  • Understand your counterpart to maximize the chances for a win-win outcome
  • Distinguish interests from positions and learn how to uncover hidden interests
  • Develop a powerful Plan B so you cannot lose
  • Learn how to overcome an impasse
  • Use an eight-step template to systematically prepare for any negotiation
  • Managers and supervisors
  • Professionals like lawyers, bankers, accountants, financial advisors, purchasing agents, contracts officers, executives etc.
  • Sales and marketing staff, customer service representatives,
  • Administrative and technical staff
  • Anyone whose work requires them to negotiate with and influence others.
  1. The Negotiating Dance: An Introduction
    • Understanding negotiation
    • How do you negotiate?
    • Keys to a win-win
    • The negotiation process
    • Negotiation simulation I
  2. Learning the Steps
    • The power of anchor points
    • The Hot Zone
    • Offers and counteroffers
    • The Gold Mine: Leveraging currencies
    • Crafting a Yes able Proposition
  3. Winning Steps
    • Asking questions,
    • Listening,
    • Persuasiveness,
    • Empathy,
    • Creative thinking,
    • Overcoming impasse,
    • Negotiation simulation II
  4. Getting Ready for the Dance: Your Eight-Step Checklist
    • Interests vs. positions,
    • Currencies,
    • Options,
    • Plan B,
    • Rationale,
    • Communication,
    • Relationship,
    • Implementation
    • Negotiation simulation III
  • Presentation/discussion
  • Demonstrations
  • Interactive sessions
  • Presentations and critiques
  • Videos

1 day

david goldwich

David Goldwich

EXPERTISE Business Presentations, Persuasion & Negotiation, Storytelling, Assertiveness
CREDENTIALS
  • A trained lawyer and mediator
  • Has MBA and JD degrees and practiced law in the United States for more than ten years
  • Author of four books, including Win-Win Negotiations: Developing the Mindset, Skills, and Behaviors of Win-Win Negotiators, and his latest, Kickass Business Presentations: How to Persuade Your Audience Every Time
CLIENTS SERVED Allianz Insurance Management Asia Pacific, American Express, Aon Risk Services, BHP Billiton, BP, BYD-Daimler New Technology, Becton Dickinson, Boston Scientific, CP Kelco, Carl Zeiss, Caterpillar, Changi Airport Group, Changi General Hospital, Chevron Phillips Chemicals, Citibank, Cold Storage, DB Schenker, Deutsche Bank, Eurokars, General Mills, IHiS, International Flavors & Fragrances, Levi Strauss & Co., Mitsui Chemicals, Molex, NTUC, Panalpina World Transport, Petronas, Reed Business, Royal Bank of Scotland, Shell, Siemens, Singapore College of Insurance, Singapore General Hospital, Singapore Refining Company, Singapore Technologies, SingTel, Vietnam Power Telecom, Woh Hup, Republic of Singapore Navy, Land Transport Authority, IRAS, Ministry of Foreign Affairs, Ministry of Law

Testimonials

David is such a great speaker and shared a lot of information. The course was fantastic.

- Tamilmaran Rukmani, Mediator, Family Justice Courts

David shared many stories and experiences that were useful in bringing about a better understanding of the subject. Good materials, easy to follow.

- Evelyn Kow, Republic Polytechnic

David is very friendly and interactive. He brings his points across effectively.

- Will Chong, Merck

“This course made me start to like negotiation.”

- Gloria Zhang, RBS

“I found the whole course to be extremely useful and I will be able to use this in my day to day job. Excellent!”

- Raffaela Maiorano, RBS

“The [negotiation] workshop is really interesting and engaging. I benefited a lot from the workshop.”

- Sherry Seah, Mapletree Investments

“Includes a lot of activities for practice and it has been fun!”

- Lee Han Chew, Manager, IDA

“David is able to use simple and relatable instruction to effectively convey and drive home the essential points.”

- Alex Hun, Senior Consultant, IDA

“David gave a lot of examples which helps me understand better. It’s a great [negotiation] course. I’ve learnt a lot.”

- Karen Ming, Learning Technologist Manager, NTU

“I like the examples given to illustrate the idea of negotiating and also the role play where it involves practical negotiation.”

- Diana Susanto, Nanyang Poly

“He was very knowledgeable and kept everyone involved throughout the course. Humorous and yet taught us valuable skills.”

- Iris Rosing, Procurement, Apple
Call us Go top