This Means
WAR!
or does it the Art of
NEGOTIATION? To know is to think! To think is to believe in an alternative!
Brochure Design Š 2014 UPRO Design
Dr. Arayan Richard Maxwell Jenkins
Blaze Avenue Empowering Business Ideas
23rd & 24th of June 2014 | Istana Hotel, Kuala Lumpur
The Art of
Negotiation
23rd & 24th of June 2014 Istana Hotel, Kuala Lumpur
Programme Overview We must understand that Negotiation in the classic diplomatic sense assumes, “Both parties are more anxious to agree than to disagree.� Negotiation is a skill that we use almost every day. However, negotiation is also one of those skills that everyone learns on the job. From early age, kids learn how to negotiate with their parents over what they want and enhance this skill as they learn from their success. However, as we grow we seem to lose that skill and become less successful in getting exactly what we want. Somehow our perspective changes and we develop bad habits. Unfortunately, most people are not trained systematically on negotiations even though this skill can be quite beneficial to them in both their personal and professional lives. This course covers a wide range of topics such as negotiation strategy, game theory, psychological tactics, human emotional states, with a close look at Neuro-Linguistic Critical Thinking used in bargaining and so on which prepares delegates for a variety of situations that require negotiation. Case studies and scenarios such as business to business negotiations, sales scenarios and product presentations are provided along with slides, animations and illustrations that better help to show how bargaining tactics are played out. Real world negotiation examples are examined in detail and delegates are then asked to participate in similar setups to use the negotiation principles discussed in the course. Comprehensive step-by-step instructions are provided for trainees to help them understand the core principles of negotiation and monitor their progress through practicals.
Register Now
arun@blazeavenue.com.my
+60 11 1070 77 63
blazeavenue.com.my
The Art of
Negotiation
23rd & 24th of June 2014 Istana Hotel, Kuala Lumpur
Programme Outline
Negotiation Strategy • What outcome should you aim for? • How to perform Outcome Analysis? • What is the best negotiation strategy? • Should you bargain over positions explicitly? • What is principled negotiation? • What strategies can you use to take the upper hand in negotiations? • What can you do to move the negotiation forward when you think it is getting stuck?
Emotions in Negotiations • How to handle negotiations emotionally? • How to bargain effectively? • How to take advantage of human emotional reaction and use that to your benefit? • How to take advantage of body language? • How to express your disagreement while maintaining the relationship?
Second Day, 24th of June 2014
How to Negotiate • What is the 8-Step negotiation preparation guide? • How to discuss negotiation variables? • How to set your selling or buying limits systematically? • How to manage your Settlement Range? • How to manage concessions when you give them or receive them? • How to break deadlocks? • How to settle a negotiation to get what you asked for? • How to close a negotiation?
First Day, 23rd of June 2014
Introduction to Negotiation • Why do you need to negotiate? • What types of negotiations exist? • What are the characteristics of a confident negotiator? • How to handle conflicts in negotiations? • What steps do you need to go through when negotiating? • What is the difference between negotiation and persuasion?
Handling Psychological Tactics in Negotiations • What are psychological tactics used in negotiations and how to respond to them? • How to handle an angry negotiator? • How to respond to shock tactics? • How to big up your side of the negotiation and bring down theirs? • How to handle their lack of authority to proceed? • How to respond when you are given only one choice? • How to handle a demanding negotiator?
Register Now
arun@blazeavenue.com.my
+60 11 1070 77 63
blazeavenue.com.my
The Art of
Negotiation
23rd & 24th of June 2014 Istana Hotel, Kuala Lumpur
Out-Comes By the end of this course, participants will be able to:
• Understand the underlying principles of negotiation and learn what you can do to get the best outcome • Use a negotiation strategy that moves you closer to a win/win outcome • Prepare for negotiation by following a step-by-step approach and set your critical limits • Use a set of psychological tactics to explore the other side’s motives and learn how to respond to tactics used by them • Derive specific values based on your negotiation variables and use them to bargain systematically over your settlement range • Finalise the outcome of your negotiation to get exactly what you have asked for.
This programme will cover: What Framework Should You Follow? • What are the historical approaches to negotiations? • What steps should you follow explicitly to get results? • How to close a deal with ease? What Strategies Should You Follow? • How to overcome objections? • How to produce a convincing presentation? • How to prepare and what should you pay attention to before attending a meeting to increase your chances of success? • How to be an ethical person? • What are the historical strategies and how have they progressed through time? Negotiation Strategy • What outcome should you aim for? • How to perform Outcome Analysis? • What is the best negotiation strategy? • Should you bargain over positions explicitly? • What is principled negotiation? • What strategies can you use to take the upper hand in negotiations? • What can you do to move the negotiation forward when you think it is getting stuck? Take Away & Principlesx • International principles of negotiation. • Accepted International Strategies. • International Win – Win Formula’s. • Understanding Critical limits (personal). • A grasp of accepted psychological tactics & responses to these tactics. • How to systematically bargain on specific derived points. • How to end a negotiation, so you can return later.
Register Now
arun@blazeavenue.com.my
+60 11 1070 77 63
blazeavenue.com.my
The Art of
Negotiation
23rd & 24th of June 2014 Istana Hotel, Kuala Lumpur
you should attend this workshop with
Dr. Aryan if
• are involved in international sales. • are a Directors giving and understanding directives concerning customer relations. • are in Middle & Upper management & or • Decision makers, in customer relations • are involved in negotiates on behalf of your company. • are an employee seeking a raise or better working agreement. • are a child seeking to negotiate for a night out with friends. Dr. Arayan understands the difficulties in learning new mental disciplines especially for the Upper & Middle management, Directors and Chief Executive, Financial, Operations Officers.
Time is money and in today’s fast-paced business world, you need expedient and point driven training programmes. Dr. Arayan’s PhD, is in the areas of Educational Administration; so, he understands the need for a well-educated and motivated workforce. He has been delivering this for neigh over 15 years here in Malaysia, China, Thailand, Indonesia and 25 years Australia with extensive training on the European standards and influences on the South East Asian forum. His specialties are in the areas of spotting problems and delivering orientated driven solutions, enabling the workforce to move forward at an ever increasing speed and accuracy. With knowledge in the areas of NLP (Neuro-Linguistic Programming), social and workplace mentality coupled with an understanding of mental triggers and locks Dr. Arayan Richard Jenkins from Australia is able to deliver a directed solution. He has a keen eye for spotting problems and creating solutions that allow the participant to learner within an open learning environment without feeling the need for selective learning. He brings an innovative and comprehensive learning structure to the seminar or classroom along with an excitement that involves the entire participants or student body, allowing everyone to learn and teach at the same time. His specialties are in the areas of teaching, training and the understanding of learning deficiencies in the people of the South East Asia Pacific countries. To create an air of symbiosis between local participants and international participants so, the learning cycle can be maintained at a fast but comfortable pace. To create achievable outcomes for participants undertaking educational training outside their normal comfort zones, due to work or social environments.
Specialties • He is a specialist in English language learning difficulties for Chinese, Saudi Arabians and Iranians. • He have extensive knowledge in the Malaysian style of business and their areas of deficiency. • He specialize in Phonetics, speech patterns and Ihecan also help students with learning difficulties. • He love children but he work better with adults, this is more difficult but more rewarding. • He is a very good at Staff negotiations and Public Relations work , he also adept at marketing and promotional situations. The above skills enable him to work with several layers of society and the structures within, without destabilizing the built-in knowledge of the participants, when needed.
Register Now
arun@blazeavenue.com.my
+60 11 1070 77 63
blazeavenue.com.my
The Art of
Negotiation What do they say about
Dr. Arayan
23rd & 24th of June 2014 Istana Hotel, Kuala Lumpur
Executive Regional Manager
Dr. Arayan showed me how to be myself during a negotiation and win. A very well prepared and entertaining presentation workshop. Bank Officer
Maybank
Dr. Arayan Showed us how to present ourselves for Negotiations (Dress to Impress) Being confident in public. A thoroughly exciting programme. Process Specialist
How to negotiate with employers for a win-win better settlement. Every Maybanker needs this programme Highly intensive. Customer Service Executive
Dr. Araya showed us that culture doesn’t need to be an issue, until it interferes with the sale which it rarely does. Customer Service Officer
Kerry Group
Cross Cultural Sales doesn’t mean, learning new styles it means understanding the client’s perception of need. Client Manager
Present like the Pesenter, WoW the most interesting programme I’ve ever done, I learned so much about Body Language whilst on the phone.
AMEX
Business Anylist
How to impress the bosses with a well thought out presentation. Not over crowded with fact and boring figures.
Dr. Arayan’s Recent programmes: 1. Neuro-Linguistic Critical Thinking- Health & Well Being. 2. Negotiation Skills – Sun Tzu - The Art of business Negotiation. 3. Let’s Talk – Communications for Corporate Malaysia. 4. Zen Presenter – The Art of Being The Presenter. 5. Let’s Go – The Art of Motivating a Creative Mind-Set. 6. Cross-Culture – International Customer Care. 7. Bite Me – Assertive Red Ocean Management. 8. Let’s Talk Shop – International Assertive Communications. 9. Just Handle It – Dealing with conflict situations. 10. Write It Right – International Business English skills.
Register Now
arun@blazeavenue.com.my
+60 11 1070 77 63
blazeavenue.com.my
The Art of
Negotiation
23rd & 24th of June 2014 Istana Hotel, Kuala Lumpur
This Means War! The Art of Negotiation!
Early Bird Price Last Minute Price
23rd & 24th Jun 2014
Register before 15th May
Register After 15th May
RM 3,300
RM 3,999
Istana Hotel, Kuala Lumpur - Malaysia
Group Registration of minimum 3 delegates: RM 2800 /delegate Gold Package: Register 5 delegates, 6th delegate participates for FREE (5 + 1 Free) Platinum Package: Register 10, additional 3 delegates participates for Free (10 + 3 Free) Organisation
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TERMS & CONDITIONS
• Payment Terms: Payment is required within 7 days of invoice date. Blaze Avenue reserves the right to refuse admission IF payment is not received before the event date. • Transfer: Transfer is allowed upon written notification. • Cancellation: Registration carries a 50% cancellation liability, notwithstanding, full fee is payable when cancellation is less than two (2) weeks before the event. Cancellation has to be done in writing. If Blaze Avenue decides to cancel or postpone this event, it is not responsible for covering airfare, hotel, or other travel costs incurred by clients. The fee will not be refunded, but credited to a future event. No Show: No show does not constitute transfer or cancellation and the full fee is payable. Changes: Blaze Avenue reserves the right to change event dates, venue, speakers, or omit event features, or merge the event with another event, as it deems necessary without penalty, refunds or alternative offers. • Tax: Registration fees exclude tax. For clients outside Malaysia, the sum payable is as the listed fees, exclusive of tax. To this sum shall be added any other local tax or withholding tax from client's country of origin, if any. • Marketing: Blaze Avenue may use your company’s logo or business name or otherwise refer to your company in our website, any marketing, promotional or advertising material as a client of our services. • Governing law: This Agreement shall be governed and construed in accordance with the law of Malaysia and the parties submit to the exclusive jurisdiction of the Courts in Malaysia. • Indemnity: Should for any reason outside the control of Blaze Avenue, the event be cancelled due to an act of terrorism, extreme weather conditions or industrial action, Blaze Avenue shall endeavour to reschedule but the client hereby indemnifies and holds Blaze Avenue harmless from and against any and all costs, damages and expenses, including attorney’s fees, which are incurred by the client.
Register Now
arun@blazeavenue.com.my
+60 11 1070 77 63
blazeavenue.com.my