download brochure - Training Provider in Malaysia

15-17 December 2014 | Miri, Sawarak
through the Negotiate to Win~ Beyond Your Wildest Dreams Negotiation course
OVERVIEW
This course is designed delegates who are part of managing high-stakes deals, settling major disputes, or navigating
challenging negotiations and you need more than persuasive tactics to achieve the best outcomes.
In this results-proven program, you'll learn how to bring together the right players, tackle the right issues, develop
the right process for each type of deal, especially very big deals and master negotiation techniques that yield
maximum value.
WHAT YOU CAN EXPECT TO GAIN
The curriculum in this Advanced Influencing and Strategic Negotiation Strategies Program will help you sharpen
your negotiation skills and tactics and methods of dispute resolutions.
Here are the top values that you will gain from this workshop:
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Improved Organization's Business Performance
Heighten Your Skills to the Expert Level
Gain greater effectiveness at the negotiating table, especially when confronting challenges such as hard
bargainers
Craft deals that create maximum value for all parties on a sustainable basis (Win-Win Negotiation)
Strategize to influence in two-party and multi-party negotiation
SUITABLE FOR
This course is designed for senior management of medium to large established companies who face complex and
challenging negotiations that require unique skills.
Delegates who are well suited for the program include:
 Entrepreneurs
 Chief executive officers
 General managers
 Board members and chairs
 Business development executives
 Corporate counsels
iTRAININGEXPERT GLOBAL PLT (Co Reg. LLP 0000201-LGN)
Corporate Admin Office: No 9, Jalan BK 8A/2, Bandar Kinrara, 47180 Puchong, Selangor, Malaysia
Tel: +603-8074 9056 |
Fax: +603-8082 4164
Email: [email protected]
Website: www.iTrainingExpert.com
COURSE OUTLINE
DAY ONE
Introduction
 What is Negotiauction?
"Deals today are neither just auctions or negotiations—they're most often playing on both fronts." Guhan
Subramaniam, Harvard Business School.
 Psychometric Analysis “Where are you as a Negotiator?”
Module 1: Influence, Strategic Negotiation in Deal Making
Understanding the Four-Stage Process of Strategic Negotiation
 Communicating Complex Facts and Technical Ideas
Practical Workshop – Developing Strategies
Module 2: Elements of Influence and Persuasion
 How Influence, Persuasion and Power Work
 Persuasive Language Patterns – getting what you want by asking
 Logical and Sensible Sequencing to Persuade
Practical Workshop– Demonstrating the Power of Persuasion
Module 3: Preparing to Deal – Persuade, Influence, Impress
 Reframing Ideas and Concepts to Engage and Motivate
 Preparing a Strong BATNA to Increase Power
 Techniques for Impact and Influence
Practical Workshop – Strategies and Preparations for Case Study 1
Module 4: Behaviours and Styles in Strategic Deal Making
 Assessing Yours and Your Partner’s Styles and Strategies
 Mental Map of Your Negotiating Partner
 Build Relationships to Sustain Long Term Goals and Strategies
 Subtle Connection to Influence
 Anchor to Preferred Mental State
 Develop the Stamina to Persevere
Practical Workshop– The Negotiators Stamina Builder
Strategic Negotiation and Deal Making 1
Participants form into teams and negotiate on given case study – Test of Strategy, Preparation, Stamina and
Capabilities Learnt on Day 1
DAY TWO
Module 5: Overcome Deadlocks and Mitigate
 Talk Your Way Out of Difficult Situations
 Apply a Six-Step Process to Negotiating Conflict
 Influence Through the Other Person’s Strategy
 Achieve Openness
Practical Workshop: Conflict Resolution and Mitigation
Module 6: High-Stake Negotiation Strategies and Tactics
 Recognize tactics applied by Counterparts
 Counter dirty tricks applied by opponents
 Apply Convincing Strategies
iTRAININGEXPERT GLOBAL PLT (Co Reg. LLP 0000201-LGN)
Corporate Admin Office: No 9, Jalan BK 8A/2, Bandar Kinrara, 47180 Puchong, Selangor, Malaysia
Tel: +603-8074 9056 |
Fax: +603-8082 4164
Email: [email protected]
Website: www.iTrainingExpert.com
 Understand Win–Win: Positional vs Principled Negotiations
 Understand the Four Step Process Toward Win-Win
Practical workshop – Strategies and Preparations for Case Study 2
Day 3
Module 7: Psychology of Negotiation; Maintaining Composure
 Keep Emotion At Bay
 Prevent Provocation In Either Direction
 Sustain Influence And Avoid Resistance - Leverage Your Strengths And Value Skills
 Be In Control Of Every Word
Practical Workshop- Emotion Management Skills For Negotiators
Module 8: Negotiating Outside the Box
 Break Away From Tradition – Where Eagles Dare
 Use Your Intuition As Well As Your Head
 Risks And Caution
Practical Workshop: Strategic Negotiation And Deal Making 2
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 & 2
Module 9: International Negotiations
 Process Of Making Business Deals Across Cultures
 Components Of Culturally Different Communication Styles
 Whorf Hypothesis: 'Language Determines The Nature Of Culture'
 Country Differences In High-Context and Low-Context Communication
 Using Interpreters
Practical Workshop: Negotiating Your Best Strategic Deal
METHODOLOGY
This workshop’s methodology is a combination of expert input, Theatrical Improvisation (new) case studies,
self assessment, simulation, group discussions and sharing.
Delegates will actively take part in activities ranging from two-party to six-party negotiations, with constantly
rotating partners from different background.
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 for the Oil & Gas industry and conducted them in
Malaysia, Thailand, Indonesia, Philippines, the UAE, Sudan, Mauritania and Turkmenistan.
As a senior negotiator, 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.
iTRAININGEXPERT GLOBAL PLT (Co Reg. LLP 0000201-LGN)
Corporate Admin Office: No 9, Jalan BK 8A/2, Bandar Kinrara, 47180 Puchong, Selangor, Malaysia
Tel: +603-8074 9056 |
Fax: +603-8082 4164
Email: [email protected]
Website: www.iTrainingExpert.com
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 [email protected] or call +603 8074 9056.
FEEDBACK FROM PAST PARTICIPANTS
"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
iTRAININGEXPERT GLOBAL PLT (Co Reg. LLP 0000201-LGN)
Corporate Admin Office: No 9, Jalan BK 8A/2, Bandar Kinrara, 47180 Puchong, Selangor, Malaysia
Tel: +603-8074 9056 |
Fax: +603-8082 4164
Email: [email protected]
Website: www.iTrainingExpert.com
"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 thought myself already comprehensive with good negotiation skills before I came for the course. Then, I
realized there were many different types and approaches of negotiation can be practice in life. Barrak is a well
experience and knowledgeable trainer on negotiation. He also a friendly person.” – Tan, Control Analysis – Vale
Malaysia
“At time, I felt less confidence to negotiate with people. From the course, I learnt how to stay focus and be
confidence when comes to negotiate with others. Barrak is an excellent trainer. He shares many of his life
experiences on how to handle difficult negotiation with us. I’m now full of confidence and ready to practice the
negotiation skills that I have learned in my life. I particularly like the case studies and exercises given by Barrak as
it gave me clearer picture on which negotiation approaches can be applied.” – Dara Riyanty Bt Ahmad Riduan,
Senior IT Associate – Valuecap Sdn Bhd
"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 it’s name of
being at an advanced level. I wish the programme was longer." – Zulkifli Zakaria, Executive, LPPG – 2006
“iTrainingExpert's training are excellent and great. I am highly excited on the negotiation part. I used to be
terrible at negotiating, after the course, I feel much more confident with myself and my power of negotiating
skills.” – Stella Yao, Sales Advisor –Honda Malaysia
INVESTMENT
Normal price:
RM 4590.00 | US 1550.00 per delegate
Early Bird Price:
RM 3990.00 | US 1350.00 per delegate (Register 14 days before the course commence)
Group Registration: RM 3590.00 | US 1250.00 per delegate for a minimum of 3 participants register
together.
Fee inclusive of:
 Training Welcome Pack
 Complete Training Manual
 Certificate of Achievement
 Barrack's New Book on Pre-Emptive Thinking ~ (New York) worth RM 108.00
 Refreshment and Buffet Lunch
iTRAININGEXPERT GLOBAL PLT (Co Reg. LLP 0000201-LGN)
Corporate Admin Office: No 9, Jalan BK 8A/2, Bandar Kinrara, 47180 Puchong, Selangor, Malaysia
Tel: +603-8074 9056 |
Fax: +603-8082 4164
Email: [email protected]
Website: www.iTrainingExpert.com
REGISTRATION
Registration Online: http://www.itrainingexpert.com/Registration-Form/
Download Registration from: http://www.itrainingexpert.com/course/38/Negotiate-To-Win;-Secrets-toImprove-Your-Negotiation-Effectiveness.html
This training programme is SBL Claimable *Subject to PSMB conditions.
We Are An Approved Training Provider Under SBL Scheme With Pembangunan Sumber Manusia Berhad,
Malaysia. (PSMB/HRDF).
1. All registrations MUST be accompanied within PAYMENT 14 days after the issuance of invoice or fully paid
before the event. Otherwise, delegates can be refused entry to the event.
2. Completed registration form with cheque or telegraphic transfer should be made in favor of
"ITRAININGEXPERT GLOBAL PLT".
3. Bank into "CIMB BANK BERHAD" Account No: 800 356 1683. Swift Code: CIBBMYKL.
Scan & email to [email protected] the bank-in slip to us.
iTRAININGEXPERT GLOBAL PLT (Co Reg. LLP 0000201-LGN)
Corporate Admin Office: No 9, Jalan BK 8A/2, Bandar Kinrara, 47180 Puchong, Selangor, Malaysia
Tel: +603-8074 9056 |
Fax: +603-8082 4164
Email: [email protected]
Website: www.iTrainingExpert.com
TRAINING REGISTRATION FORM (PUBLIC PROGRAM)
Upon submission of this registration form, you undertake the Registration Policies and have read and
understood the terms and regulations.
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PLEASE FAX THIS FORM TO +603-8082 4164 or email to [email protected]
For enquiry, please contact us at +603 8074 9056
iTRAININGEXPERT GLOBAL PLT (Co Reg. LLP 0000201-LGN)
Corporate Admin Office: No 9, Jalan BK 8A/2, Bandar Kinrara, 47180 Puchong, Selangor, Malaysia
Tel: +603-8074 9056 |
Fax: +603-8082 4164
Email: [email protected]
Website: www.iTrainingExpert.com
INVOICE, REGISTRATION, CANCELLATION, PAYMENTS, DISCOUNT, AND REFUND POLICIES
PAYMENT AGREEMENT
1.
The organiser shall confirm all registrations latest by one (1) week before the commencement of the
2.
To join, please complete this Registration Form and return to us via FAX NO. +603-8082 4164, send a signed scanned copy to
[email protected] or register online. Reservation or Registration by Telephone WILL NOT BE ACCEPTED.
3.
A pro-forma invoice will be emailed to you upon acceptance of the Registration Form.
Payment is required within 14 days upon receipt of the invoice. All payment must be before to the training date. Confirmation
letter will be issued to participants once payments have been received. All payments must be banked into the organiser’s bank
account and email or fax payment slip as proof of payment.
4. Payment MUST BE DONE prior to the event’s commencement otherwise the registrant can be refused entry.
5. For late payment, we will start charging a 10% interest for payment not received 7 days after the completion of the program.
6. Please make cheque payable to: "ITRAININGEXPERT GLOBAL PLT"
7.
Bank into "CIMB BANK BERHAD" Bank Account No: 800 356 1683. Swift Code: CIBBMYKL.
8. Email or fax the payment slip back to us for confirmation.
9. The course offered is SBL claimable under Human Resources Development Fund (Malaysia). We're registered under "THE ENGLISH
EXPERT PUBLISHING AND TRAINING" Serial No: 2095 with HRDF.
CANCELLATION POLICY
1.
The organiser shall confirm all registrations latest by one (1) week before the commencement of the course.
2.
Once a registration is confirmed, NO CANCELLATION IS ALLOWED. If the registered delegate is unable to attend, a substitute is
allowed. A registration cancelled on the week of confirmation will be charged the full training fee.
3. All cancellations will incur a 20 per cent administration fee.
4. Cancellations made less than seven working days before the training event will not be eligible for a refund.
5. For cancellation in writing (letter/email) in more than 14 days prior to the training we will prepare a full refund.
6. If you cannot attend an event, you can nominate a substitute at any time without payment of an administration fee.
7.
In case of registrations that have been paid in advance, no refunds or credits will be given for registrations cancelled on the week
of confirmation or for no-shows. A substitute may be sent.
8. A full (100%) refund may be granted if the course is cancelled by the organiser. The organiser reserves the right to postpone or
cancel any course and/or change instructors at any time.
DATA PROTECTION
Personal Data is gathered in accordance with the Personal Data Protection Act 2010 (Act 709).
PROGRAM POLICY
Please note that consultant and topics are confirmed at the time of publishing. However, should circumstances beyond the control of the
organizer may occur, we reserve the right to alter or modify the advertised speakers/ topics/ dates if necessary.
ORGANIZER’S RIGHT TO CANCEL OR RESCHEDULE
We reserve the right to cancel or reschedule any program or course. In the event that, the organizer cancels a program or course, a full
refund of the amount paid for the program or course will be issued or applied as a credit toward a rescheduled program or course.
We cannot and do not assume responsibility for any other costs (i.e. non-refundable airline tickets or hotel reservations) or damages
(including consequential, exemplary, incidental, or tort damages) or for any lost profits resulting from the rescheduling or cancelling a
program or course.
Email to [email protected] with any questions or concerns.
iTRAININGEXPERT GLOBAL PLT (Co Reg. LLP 0000201-LGN)
Corporate Admin Office: No 9, Jalan BK 8A/2, Bandar Kinrara, 47180 Puchong, Selangor, Malaysia
Tel: +603-8074 9056 |
Fax: +603-8082 4164
Email: [email protected]
Website: www.iTrainingExpert.com