ABOUT EVENT

13th January, 2010
The Novotel Hotel, Bangkok
09:00 am to 04:30 pm

“Successful Business Negotiation”

Clarify the Structure of the Negotiation Process
Show how to Plan and Execute Successful Negotiations

A practical guide to the specific communication techniques that can be deployed to help you get the best deal.

Seminar Objectives

• To review the negotiation process in the context of effective communication
• To show how to plan and execute effective negotiations
• To review and practice the various techniques that characterizes the process.
• Key techniques of negotiating explained

Introduction

Successful Business Negotiations are a vital part of the dynamic business environment in which we all work. In this environment any kind of communication can cause problems. In a competitive environment, one specific form of communications is vital, negotiation. Patrick Forsythe has assembled a systematic approach to dealing with the challenges and potential pitfalls of the negotiation cycle. This practical seminar sets out details of the negotiation process in the context of effective communication, and reviews the individual strategies and techniques that can be deployed to make them work.

Patrick will teach you proven negotiating skills that will enable you to become an excellent deal maker. You will learn how the process of negotiation works, how it is based on fundamental principles of communication and how it links to selling and persuasion. An understanding of what the other party expects and how they think and act begins with this seminar; attendance will improve your chances of obtaining the best possible deals. Attend and you ensure an opportunity to upgrade an important and widely applicable skill - is it a deal.

This practical seminar sets out the detail of the negotiation process in the context of effective communication, and reviews the individual strategies and techniques that can be deployed to make it work.

• Clarify the structure of the negotiation process
• Show how to plan and execute successful negotiations
• Review the techniques – and the ploys – necessary to deploy appropriate negotiating tactics

Who will benefit from this course?

The course recognizes negotiation as a “career skill”, one that affects personal as well as corporate success. As such a wide range of managers and executives can benefit from attendance – those who must negotiate now (whether with suppliers, customers, management or staff) and those who whose future responsibilities will necessitate sound negotiating skills.

Coverage

Introduction
Negotiating in context – the nature of negotiation process – the foundation of effective communication – the difficulties of “simple” communication and the ways to make it work – the expectations and attitudes of those with whom negotiation is normally conducted.

The link with persuasive communication
The difference between persuasion and negotiation – the need to persuade before you can negotiate – how the skills of persuasive communication relate to the negotiation process – implications when buying/selling is involved - setting up for negotiation during earlier stages of communication.

Deploying the fundamentals techniques of negotiation
Defining the process – clarifying terms and the financial elements involved - trading and using variables – preparation for negotiation (and, if necessary, rehearsal) – relating to others and to the adversarial nature of the process – setting clear objectives and structuring the meeting.

Negotiating tactics
Conducting the negotiation – focusing on the core approaches – managing and controlling the process – keeping on track – team negotiation - using techniques to create an edge.

Getting under way
The dynamics of the meeting: linking theory and practice – managing the ebb and flow of the meeting - reading the signs (reading “between the lines”) – fine-tuning your approach.

Refining your skills
Using the mechanisms of interpersonal behavior – using verbal signals – behavioral techniques, non-verbal signs and body language – listening and questioning skills
Reaching agreement
Setting policy – finding and settling the format and contractual basis of a deal

Learning from experience
Focusing on key issues – orchestrating the overall process – enhancing your approach – producing an appropriate style – adding real “weight” where necessary – linking to future (and ongoing contacts)

Summary – action for the future.

Methods: the seminar is lecture led & involves exercises, syndicate work and training films to exemplify discussions and learning.

For more information on Patrick Forsyth Seminar please contact AIM Inlines.

TELEPHONE
AIM Client Services 02-2700-984 (Auto Lines)
Outside Thailand +66-22700-984

FAX
02-2700-986
Outside Thailand +66-22700-986

Email & Web Site:
aminrais@gmail.com 
amin@aiminlines.co.th 
www.aiminlines.co.th