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YOUR INTERNATIONAL COURSE FACILITATOR

Dr. Melanie Billings-YunM.Sc., Ph.D.

International Negotiations Consultant

Dr. Melanie Billings-Yun, author of Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships, is an international negotiation consultant. Formerly research director and lecturer on history at Harvard’s Kennedy School of Government, Melanie has spent the past two decades assisting Western & Asian companies, NGOs and public agencies in improving their internal & external relationships through negotiation. Her list of over 50 corporate clients includes Deutsche Bank, Citibank, the Boston Consulting Group, Siemens, Samsung, Hyundai, and Unocal.

Melanie has a Ph.D. in history from Harvard University and an MSc from the London School of Economics. She earned her bachelor degree at Portland State University, where she regularly returns as a visiting professor in the Master of International Management program. She also holds a mediation certificate from the Singapore Mediation Centre.

In addition to Beyond Dealmaking, her publications include a chapter on “Trust in Mediation” in The Asian Perspective on Mediation (Singapore: Academy Publishing, 2009), Decision Against War (NY: Columbia University Press, 1988), and numerous articles on negotiation, relationship management & dispute resolution. She regularly speaks to professional associations & business conferences around the world on negotiation, influencing & leadership communication.

A native or Portland, Oregon, Melanie has lived in London, Paris, Bangkok, Hong Kong, Seoul, Indonesia and Singapore and has worked throughout Asia and Europe. She currently lives in Washington, DC, with her diplomat husband.

COURSE OVERVIEW

27 - 29 SEPTEMBER 2011DUBAI UAE

LEADERSHIP SERIES

360 BSI (M) Sdn Bhd (833835-X), Level 8 Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia.© d hd l l l k l l©

“Melanie is highly personable, in charge of her subject, and possessed exceptional presentation skills. A highly enjoyable and rewarding 3 days”- Antony Oremosu, Group General Manager, Al Futtaim

“The balance between useful theory and exciting exercises was just perfect! I am walking out with a comfort I never thought I would achieve when it comes to negotiations and problem solving.”– Dorota Lewis, Training & Development Manager, Abu Dhabi Investment Council

PRAISE FOR BEYOND DEALMAKING

“I have never felt so confident going into a negotiation. Thanks!”- Anne Arrowsmith, Director of Sales & Marketing, the Regent Singapore--A Four Seasons Hotel

“Dr. Billings-Yun’s workshops have always received the highest kudos from our members. For those of us who negotiate daily with institutions and governments around the world, the key to long-term financial success is in building strong relationships.”- Tami Overby, Executive Vice President, American Chamber of Commerce in Korea

BEYOND DEALMAKING

“You may have attended other negotiation training courses but not ‘Beyond Dealmaking’.”

Stay focused on your goals

Understand and influence the other party

Speak to be heard, to persuade and to motivate

Use legitimacy to resist unfair demands and force

Lay down an anchor while resisting anchoring by others

Handle disputes efficiently and effectively

Build a “WAL” to strengthen your confidence and persuasive powers

Move from one-time transactions to long-term relationships

Work more effectively in teams and across cultures

Develop mutual trust and cooperation with colleagues and customers

Workshop Benefits:

Negotiation is a fundamental skill that is called upon virtually every day, from the salesroom to the boardroom. Knowing how to negotiate well is the key to forging profitable business relationships, enhancing team cohesion, working smoothly with customers, and achieving individual goals.

This highly interactive, skills-centered course introduces Dr. Billings-Yun’s GRASP five-step method for negotiating value-maximizing and durable agreements with particular emphasis on establishing value, building trust and overcoming resistance. Based on her widely praised book, Beyond Dealmaking, this course introduces the principles and tools of relationship-based negotiation.

Negotiating Profitable Relationships

Exclusive takeaways:

1. A copy of her best-selling book “Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships”

2. Workshop Materials: a training manual containing an overview of the course plus work-sheets, examples and exercises.

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COURSE SCHEDULE8.008.3010.10 - 10.3012.30 - 13.3014.40 - 15.0016.00

Registration & Coffee/TeaWorkshop commencesMorning coffee/teaLunchAfternoon coffee/teaEnd of day

WHO SHOULD ATTENDHeads of DepartmentsAll Middle to Senior Level Executives/ManagersProfessionals/EntrepreneursHR Personnel across all sectorsPurchasing & Contracts OfficersBusiness Development ManagersLegal Counsels & AdvisorsNegotiators at all levelsService Providers

WHY THIS EVENTDr. Melanie's approach to negotiation is very appealing. She will get you to open up and see things from a fresh point of view. She will show you why outsiders act or react the way they do so that you can work toward building a better relationship.Harnessing inner strengths and external negotiating skills is deeply explored in this unique program. Dr. Melanie has produced an innovative, refreshing approach to negotiation based on her two decades of practical experience around the world. She treats negotiation as an on-going process that forms the core of a successful relationship.The combination of interactive presentations, hands-on exercises and open discussion groups, ensures you will obtain maximum value from attending.

DAY3 Video/Discussion: Words and body language- Participants watch a videotape illustrating two approaches to the same negotiation- Discussion of and instruction on the effect of attitude, words and body language on negotiation and persuasionNegotiation role-play: The Software Contract- A one-on-one open negotiation simulation in which all trainees take part - Participants discuss outcomes, strategies and lessons learned- Summary of main learning pointsLecture/Discussion: Building International Partnerships- Comparing negotiation and communication styles across cultures, emphasizing Asia and Europe- Examining different attitudes toward contracts, ethics and relationshipsExercise: “The Deal that Wasn’t” - Groups discuss a failed international agreement and what went wrongExercise: GRASP planning case studies: - Groups apply the GRASP method to develop strategies for different negotiation scenarios.- Share those analyses and strategies with the rest of the classIndividual goal-setting

DAY2 Recap and questions

Negotiation role play: The Recording Contract- A one-on-one scored negotiation simulation in which all trainees take part- Participants discuss outcomes, strategies and lessons learned- Summary of main learning pointsSelf-Analysis: My communication style- Participants assess their personal communication style- Discussion of communication style and effective persuasionLecture: Communicating with EQ- Communication techniques to increase persuasiveness- Identifying and adapting to other communication styles- Building rapport to break down resistanceDiscussion: Communication boosters and busters- Participants of different styles discuss what make them say “Yes” or “No”- Tips for effective communication with different stylesExercise/role play: Four types to persuade- Teams plan strategies for negotiating effectively with 4 communication styles- In-front-of-class role-play demonstration of the four styles with feedback

DAY1 Introduction and agenda- Participants introduce each other- Review of agenda and course expectationsDiscussion: What is negotiation? What are your challenges?- Groups discuss at tables then share their thoughts with whole class- Discuss various attitudes toward negotiations and the reasons for them- Set personal goals for the courseExercise: The Rice Market- A multi-round prisoner’s dilemma game in which participants compete in teams to reveal the difference between transactional and long-term strategies- Discussion of outcomes and lessons learnedLecture: Introduction to relationship-based negotiation- What is relationship-based negotiation? How does it differ from transactional bargaining?- Advantages of relationship-based negotiation- The “I-Q” of successful negotiation: understanding, anticipating & connectingSelf-analysis: How do you deal with opposition?- Participants discover their personal negotiating style- Different negotiating styles explained; advantages and disadvantages of each.Lecture/Exercise: The GRASP method for maximizing negotiation returns- Introduction of the GRASP five-step negotiation method, with real life examples- Tips and strategies for successful negotiation- A guided planning exercise in which all participants practice the GRASP method- Demonstration of effective and ineffective negotiation approaches

COURSE CONTENT

PAYMENT DETAILSCOURSE FEES (please tick as appropriate)

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OTHER PUBLIC COURSES English for Business Finance & Budgeting for Technical Professionals Advanced Finance & Accounting for Oil & Gas Root Cause Analysis Professional Proposal & Report Writing Record & Document Management Business Continuity Planning & Disaster Recovery

360 BSI is passionate about providing strategic technical programs and high potential training solutions across the region to build personal competencies and organizational capability.

You will receive practical training from a professionally qualified educator with over twenty years of teaching and training experience.

Please feel free to mix-and-match topics from the areas listed below to get the right training content for your staff. Other topics may be available upon request.

IN-HOUSE TRAINING

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Fax: +603 9205 7788

Tel: +603 9205 7778

Mobile: +6016 3326 360

Email: kris@360bsi.com

REGISTRATION FORM

Hotel Contact Details:

Payment is required within 5 days upon receipt of the invoice.

Bank transfer:

360 BSI (M) Sdn BhdHSBC Bank Malaysia BerhadBukit Bintang Branch, Kuala Lumpur, MalaysiaAccount No: 203-371059-725Swift No: HBMBMYKL

All payments must be received prior to the event date

BEYOND DEALMAKING

Substitutions are welcome at any time. Please notify us atleast 2 working days prior to the event. All cancellations willcarry a 10% cancellation fee, once a registration form is received. All cancellations must be in writing by fax or email at least 2 weeks before the event date. Cancellations with less than 2 weeks prior to the event date carry a 100% liability. However, course materials will still be couriered to you.

General Information:Closing date for registration is 20th September 2011.The fees cover lunch, tea breaks, materials and certificate.Official confirmation will be sent, once registration has been received.Participants will need to arrange their own accommodation.Attire: Smart Casual

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Cancellations/Substitutions

USD 2,795 per delegate - register before 31-MAY-11

USD 2,945 per delegate

The fee does not include any taxes (withholding or otherwise). In case of any taxes applicablethe client has to ensure that the taxes are paid on top of the investment fee paid for the course. Compliance with the local tax laws is the responsibility of the client.

27 - 29 SEPTEMBER 2011DUBAIUAE

5 Star Hotel in Dubai to be confirmed shortly.

360 BSI (M) Sdn Bhd (833835-X), Level 8 Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia.© www.360bsi.com

NegotiatingProfitableRelationships