Negotiation With The Devil

About Negotiation With The Devil

Most people assume that negotiation skills are only for sales experts or a real estate agent. However, negotiation is one of the most crucial skills anyone can learn and if you are able to master it, you can be assured of greater success in every aspect of your work and life. Whether you are a business executive, a salesperson, an entrepreneur, a purchaser, or even a politician, negotiation is a skill that enables you to build relationships by finding the real needs of both parties through the use of active listening, questioning, integrity, observation, and empathy. And as different people have different thoughts and ideas, sometimes being right can be very subjective. Therefore, it is essential that a negotiator understands the techniques to influence the other party as well. This program is designed for those who are serious in developing these vital skills to negotiate with colleagues, subordinates, superiors, partners, clients, suppliers, and also the devil!

Course Duration

2 Days

Who Should Attend This Course?

  • Executives
  • Managers
  • Sales Professionals
  • Purchasers
  • Leaders

What Will You Learn?

Upon completion of this program, the participants should be able to :
  • Develop and use the Negotiation Matrix effectively
  • Use the Questioning and Listening Techniques effectively during a negotiation
  • Create a win-win situation for future negotiation
  • Identify the Needs and Wants of the other party
  • Apply the effective techniques and tactics of negotiation
  • Identify and apply the 6 Laws of Influencing

Programme Outline

Module 1 – NEGOTIATION ESSENTIALS Fundamentals that you need to be aware of before you start
  • Negotiation Process
  • Stages of Negotiation
  • Negotiation Styles
  • Negotiation Principles
  • What is Negotiation?
  • Different Negotiation Situations
Module 2 – INFLUENCING SKILLS 6 Laws of Influencing
  • Law of Authority
  • Law of Consistency
  • Law of Liking
  • Law of Reciprocal
  • Law of Scarcity
  • Law of Social Proof
Module 3 – PREPARATION The Power of Questioning
  • Q&L
  • Questioning Techniques
  • Types of Questions
The Power of Listening
  • Active Listening
  • Keys to Listening
  • Listening to Identify the Needs and Wants
Power Factors
  • Different Types of Power
  • Usage of Power
Negotiation Matrix
  • The Essential Tool for Negotiation
  • Mapping your Negotiation
  • Parameters in Negotiation
  • Creating Concessions
Negotiating from a Weak Position
  • Handling difficult Negotiation Situations
  • Understanding the Kraljic’s Model in Negotiation
  • Offering Alternatives at an impasse
Module 4 – NEGOTIATION ENVIRONMENT Body Language Telephone Negotiation Team Negotiation Internal Negotiation External Negotiation Module 5 – THE GOOD VS GREAT NEGOTIATOR Mind Reading during Negotiation Negotiation Strategies Identifying and Dirty Tricks and Using Effective Tactics during Negotiation Avoiding Common Mistakes in Negotiation



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