Negotiation and Influence: Claiming and Creating Value in Deals and Disputes

Sunway Putra Hotel, Kuala Lumpur
Aug 15 - 16, 2018

Whether on the job or in our personal lives, gaining solid negotiation skills will ensure we achieve success or the best possible outcomes. Based on cutting-edge negotiation research and extensive practical experience, this workshop will offer powerful and versatile strategies that can add value to each and every deal-making encounter.

Register for the program by completing the registration form and submit to: 

By email:
info@charlesrivercentre.com

By fax:
603-5635 8633

By Post:
Charles River Centre Sdn Bhd
No. 5, Jalan Universiti
Bandar Sunway, 47500 Selangor Darul Ehsan

For further information:
Call Karen / KC at 603-7491 8659 or 017-387 2819
 

HRDF: SBL Claimable - subject to PSMB terms and conditions

Participants graduate with:

  • Learn when to cooperate to create value and when to compete to claim your share on deals that involve multiple, complex issues
  • Become aware of, and avoid, common tactical and psychological pitfalls during the negotiation process
  • Develop strategies for building trust and developing relationships
  • Learn how to manage differing and conflicting interests to move negotiation forward
  • Rethink your approach to negotiation, from competitive to collaborative and from winning to problem-solving
  • Gain the skills to improve interpersonal influence and persuasion and how to influence without authority
  • Learn how to deal with power imbalances and difficult personalities
  • Understand how culture affects negotiation process

 

 

  • Executives who want to improve their negotiation performance to create value within their immediate teams or larger organization
  • Executives who are involved in strategic decision making
  • Executives who will be in leadership positions
  • Executives who are transitioning into a role in which they have to conduct negotiation

 

The core learning process is based on active participation in negotiation simulations, supplemented by lectures and peer group discussions. Engaging class discussions provide insight on key negotiation concepts, while a series of negotiation exercises from simple to more complex settings ensure you apply core principles with practical experience.

Dr Anne Lytle
Monash Business School

Anne has been a core member of the negotiation research, teaching and practice community for more than 20 years. Her research and teaching focuses on culture in negotiation, conflict and organizational decision-making. Her work has been published in numerous top academic journals.

Anne has taught at some of the most reputable universities in the world, including Ross School of Business at the University of Michigan, Melbourne Business School, School of Business and Management at the Hong Kong University of Science and Technology, and Carnegie Mellon Australia.

With a strong background in organizational behavior and conflict management, Anne specializes in achieving strategic outcomes from negotiations and disputes. Anne has taught, presented and consulted in more than 18 countries around the world and was President of the International Association for Conflict Management. Her past clients include the United Nations, Hong Kong government and scores of private, non-profit and government organizations in Australia.

Anne has a BSc in Neurobiology and Psychology from Cornell University. She gained her MSc in Organisational Behaviour from the Kellogg Graduate School of Management, Northwestern University, where she also completed her PhD in the area of culture and negotiation.

All fees are due prior to collection of program materials. Program materials are available for collection by participants in Bandar Sunway from CRC’s office a week before the commencement of program. Participants who do not collect their program materials will receive them at time of registration.

All cancellation must be submitted in writing to CRC prior to commencement of program to receive a full refund and subject to the following:

• 30 days prior to commencement - full refund
• Less than 21 days prior to commencement - 50% refund
• Less than 14 days prior to commencement - no refund, substitution is allowed provided CRC is notified in writing

Filming, video recording or photograph-taking while the program is in session is strictly prohibited.

Venue:
Sunway Putra Hotel,
Kuala Lumpur

Date:
Aug 15 - 16, 2018

Program Timetable

Day 1

8:30am–9:00am : Registration
9:00am–9:30am
 
: Introductions
Course Objectives and Overview
Morning
 
Negotiating Deals: The
Fundamentals of Claiming Value
9:30am–10:15am
 
: Negotiation Simulation:
Chemitech-Biolight
10:15am-10:30am : Coffee Break
10:30am-12:30pm




 
: Discussion
•The power of identifying negotiation structure
•Presenting information to your advantage
•Setting ambitious goals: Targets and opening offers
•Protecting yourself from the gambits of others
•Discovering strategic solutions to common mistakes
12:30pm-1:45pm
 
Working Lunch
Negotiation Simulation: Texoil
Afternoon
 
Negotiating Deals:
The Fundamentals of Creating Value
1:45pm-2:45pm



 
Discussion
•Transforming negotiations
•The importance of sharing information
•Building trust: Strategic recommendations
Multi-issue Negotiation Strategy: Preparation and Process
2:45pm-3:30pm : Negotiation Simulation: New Recruit
3:30pm-3:45pm : Coffee Break
3:45pm-4:45pm



 
: Discussion
•Analyzing issue structures: The key to creating value
•Mastering the art of trading
•Overcoming obstacles and challenges: New techniques
Negotiating Deals: Summary
4:45pm-5:15pm


 
Review, reflection and application
•Live consulting: Your Negotiation Challenges
•Applying today’s learning
•Lessons learned
5:15pm-5:30pm Distribution of roles for Day 2

 


Day 2

Morning Negotiation across Cultures
8.30am - 9.30am



 
Discussion
•A strategic framework of culture and negotiation
•Understanding differences in negotiation preparation and process
•Creating a “Third Culture”
Approaches to Dispute Resolution: Interests, Rights and Power
9.30am -10.45am : Negotiation Simulation: Chestnut Drive
10.45am - 11.00am : Coffee Break
11.00am - 12.30pm


 
  Discussion:
•The primacy of interests in resolving disputes
•Using threats and promises with difficult parties
•Responding to threats used against you
12.30pm - 1.30pm
 
: Working Lunch
Final preparations Harborco
Afternoon
 
Multiparty Negotiations: Influencing
Outcomes
1.30pm - 3.15pm Negotiation Simulation: Harborco

 

3.15pm - 3.30pm : Coffee Break
3.30pm - 5.00pm : Discussion
•Implementing strategies for complex negotiations
•Wielding different types of power
•Harnessing influence tactics to achieve success
Summary and Action Planning
•Lessons learned
•Turning hope into habit: Next steps