Overview
All successful business relationships are built on equitible CONTRACTS.
Whether it's for procurement, settling disputes through re-negotiation, or attempting to navigate your way to more advantageous terms and conditions, contract negotiation is a very HIGH-STAKES game that requires a significant degree of STRATEGY and PERSUASION.
Organizations must know the right negotiators to deploy at the table, the right issues to tackle in every specific session and develop the right process for each unique type of deal. Pricing, delivery and production, quality levels and terms of service are all different issues in a wider negotiation that require their respective set of tools to solve.
In this 2-Day, results-driven program, participants will learn practical solutions to these challenges by mastering negotiation techniques and principles that yield maximum value across any context.
Learning Outcomes
The curriculum in this Advanced Contracts Negotiation and Deal Making program will help you sharpen your negotiation skills, tactics and methods of conflict resolution.
Here are the top values that you will gain from this workshop:
- Improved overall business performance.
- Heightened expertise in negotiation.
- Greater comfort and effectiveness against confrontational opponents.
- Increased ability to craft mutually beneficial solutions.
- Greater sense of Strategic Influence.
Who Must Attend
This program is best suited for SENIOR MANAGEMENT PERSONNEL of Medium to Large companies.who deal with complex negotiation challenges frquently.
Delegates who are well suited for the program include:
- Chief Executive Officers.
- General Managers.
- Board Members and Chairs.
- Business Development Executives.
- Corporate Counsels.
- Entrepreneurs.
Course Details
DAY ONE
Introduction: What is Negotiation?
"Deals today are neither just auctions or negotiations—they're most often playing on both fronts." Guhan Subramaniam, Harvard Business School.
Module 1: Influence, Strategic Contracts Negotiation in Deal Making
- Understanding the Four-Stage Process of Strategic Negotiation
- Communicating Complex Facts and Technical Ideas
Module 1: Influence, Strategic Contracts 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
- 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
- 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
- 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
– Test of Strategy, Preparation, Stamina and Capabilities Learnt on Day 1
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
-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
DAY TWO
Module 6: High-Stake Negotiation Strategies and Tactics
- Recognize tactics applied by Counterparts
- Counter dirty tricks applied by opponents
- Apply Convincing Strategies
- Understand Win–Win: Positional vs Principled Negotiations
- Understand the Four Step Process Toward Win-Win
Module 6: High-Stake Negotiation Strategies and Tactics
- Recognize tactics applied by Counterparts
- Counter dirty tricks applied by opponents
- Apply Convincing Strategies
- Understand Win–Win: Positional vs Principled Negotiations
- Understand the Four Step Process Toward Win-Win
- Practical workshop: Strategies and Preparations for Case Study 2
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
- 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
- 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
- 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 with creative scenarios, self-assessment and critical group discussions
Delegates will actively take part in activities ranging from two-party to six-party negotiations, with constantly rotating partners from different backgrounds.
Course Leader
BARRAK ADAMS (Dr)
Phd, Author-Trainer-Business & Technical Consultant, Trade Negotiator, Change Agent
Barrak specialises in training world class negotiations around the Globe. He has been actively developing customised training programs and conducted them in Malaysia, Thailand, Indonesia, Philippines, the UAE, Sudan, Mauritania and Turkmenistan.
As a Senior Negotiator and Lead trainer, he has a clear and comprehensive understanding of what competencies are to be developed for 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 lessons useful for their next deal.
Barrak comes to you with more than 40 years of enriched, result-oriented experience in many positions among SMEs, government agencies and multinational businesseses. Equipped with solid experience and a wide range of resources, his training programs are geared towards competency development.
With the right balance of theory and practicality, his training/speaking sessions are filled with exciting mindset and behavioural reform activities.
Barrak has worked with various industries. They include 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 has 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 for any speaking, training and consultancy engagements, please contact us at +603 8074 9056 | Mobile +6012 6869 628 | +6018 2735 123 or email: info@iTrainingExpert.com
Testimonies
This training has been running worldwide the the Oil & Gas industry since 2003
“Before attending the course, I feel ambiguous on the nature of negotiation and how to handle it. During the course I learn the process and structure for effective negotiation. After the course, I feel confident and assured in preparing for a negotiation. The trainer very professional, gave a lot of personal and industrial insights” – Bryan, Finance associate, Tradeview Global.
“Before attending the course, I wasn’t too hopeful in negotiations especially involving Contracts. After the course, I feel empowered. The trainer has extremely good knowledge and very experienced.” –Darren, General Manager Operations, UBF Maintenance Sdn Bhd.
“Before attending the course, I feel ambiguous on the nature of negotiation and how to handle it. During the course I learn the process and structure for effective negotiation. After the course, I feel confident and assured in preparing for a negotiation. The trainer very professional, gave a lot of personal and industrial insights” – Bryan, Finance associate, Tradeview Global.
“Before attending the course, I wasn’t too hopeful in negotiations especially involving Contracts. After the course, I feel empowered. The trainer has extremely good knowledge and very experienced.” –Darren, General Manager Operations, UBF Maintenance Sdn Bhd.
“Good And Very Insightful Contents. Plenty Of Case Studies And Practical Exercises Which Help Enhance Understanding. Overall, A Very Good Course Conducted And Presented By The Trainer”
“Very useful and stimulates our negotiation skills, explores our weaknesses and strengths in dealing with others “
“I believe that every PETRONAS staff should attend this course to at least have a basic understanding of how negotiation is conducted correctly because the truth is whether we realize or not, working in a multinational company we practice negotiation on a day to day basis”
“Insightful and impactful learning experience, well-complemented with practical real-life examples and thrilling and engaging case studies”
More testimonies 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
“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 "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
Here are the most recent clients who have undergone the Negotiation Skills trainings"
HENNER, DIALOG ASIA,SARAWAK SHELL BERHAD,
ONE GASMASATER SDN BHD,
INTERGRAPH PROCESS POWER AND OFFSHORE (M) SDN BHD,
IMBASAN TENGGARA SDN BHD,
SONOCO PRODUCT (MALAYSIA) SDN BHD,
GEMALTO SDN BHD,
TOKIO MARINE INSURANS (MALAYSIA) BERHAD,
CENTRAL INDUSTRIAL CORPORATION BERHAD
ONE GASMASATER SDN BHD,
INTERGRAPH PROCESS POWER AND OFFSHORE (M) SDN BHD,
IMBASAN TENGGARA SDN BHD,
SONOCO PRODUCT (MALAYSIA) SDN BHD,
GEMALTO SDN BHD,
TOKIO MARINE INSURANS (MALAYSIA) BERHAD,
CENTRAL INDUSTRIAL CORPORATION BERHAD
BOUSTEAD PETROLEUM MARKETING SDN BHD,
AIRASIA BERHAD,
SAS INSTITUTE SDN BHD,
YAYASAN AMIR,
JOBSTREET.COM SHARED SERVICES SDN BHD,
POWER INTEGRATIONS MALAYSIA SDN BHD,
TSH RESOURCES BHD,
PREMIUM SOUND SOLUTIONS SDN BHD,
SR TECHNICS SDN BHD,
MCAT BOX OFFICE SDN BHD,
ALUMINIUM COMPANY OF MALAYSIA BERHAD,
SAMSUNG SDI ENERGY MALAYSIA SDN BHD.
Investment
| Normal fee |
| Sign up 1 pax |
| Pay before course starts |
| MYR 2,890.00 per pax |
| USD 850.00 |
| Early Bird |
| Sign up 1 person |
| Pay 14 days before course starts |
| MYR 2,390.00 per pax |
| USD 700.00 |
| Group Fee |
| Sign up 3 pax or more |
| Pay 14 days before course starts |
| MYR 2,190.00 per pax |
| USD 640.00 |
E-Certificate
Upon successful completion of this program, you will receive an E-Certificate of Achievement.
Payment mode:
1. Online Payment by Credit card: You can opt to register and pay online with our latest payment integration system through our website.
2. Telegraphic Transfer- You can also opt to use GIRO or telegraphic transfer of payment via international banks.
Contact us: ITRAININGEXPERT GLOBAL PLT
Tel:+603 8074 9056 | +603 8082 3707
Mobile: +6012 6869 628 | +6018 2175 123
Email: info@itrainingexpert.com
Website: www.iTrainingExpert.com
