Malaysian Institute of Management > www.mim.org.my > register@mim.org.my > Tel: (603) – 7711 2888 > Fax: (603) – 7711 2999

Driving People to the Future

Malaysian Institute of Management

MIM reserves the right to alter the programme schedule and details without prior notification. Fees quoted are subject to terms and conditions outlined in MIM’s Registration Policy.

MARKETING & SALES

Power Negotiation Using Psychological Tools

Learn the secrets to why successful negotiators GET what they want, WHEN they want it and HOW they want it! Most people fail at the negotiating table because they lack the Influencing Power necessary to achieve a winning outcome. This 2-day programme specially incorporates NLP (Neuro-Linguistic Programming) techniques with state-of-the-art negotiation principles and techniques to quadruple your negotiation success rate!

Objectives

Upon completion of this programme, you will be able to:

Define the practical meaning of present-day negotiations

Apply the successful habits of effective negotiations in your work

Change from a resisting position into a collaborative partner in negotiation

Secure business deals through the powerful non-verbal techniques of Neuro-Lingusitic Programming (NLP)

Designed For

First Level Managers

Sales Consultants, Supervisors, Sales & Marketing Managers, New Sales Professionals

Anyone who is interested to develop modern-day negotiating strategies and increase their influencing power to get what they want in negotiating

Learning Outcomes

At the end of this programme, you will have gained the following knowledge and learning:

Use and strategise the 6 steps in negotiation for a win-win outcome.

Build better rapport with your negotiating party on the unconscious level to overcome any possible objections.

Apply NLP techniques to pace and lead your selling process to a successful closing.

Training Methodology

Short Interactive lectures

Experiential & fun learning

Pairing discussions

Personal sharing

Writing exercises

Negotiation role plays

Programme Outline Day 1

Your Personal Belief

Do you know how to get what you want?

Your attitudes in negotiating

Become More Effective In Negotiating

8 critical mistakes by ineffective negotiators

Discover your behavioural styles in negotiation

Are You A Win-Win Negotiator?

Your map is not his territory

Checking out the win-win characteristics Day 2

Increase Your Negotiating Success Rate With 6 Steps

How to begin the process

How to assess positions and determine values

How to haggle and reach an agreement

Apply NLP To Increase Your Influencing Power

How to communicate with greater influence

How to build fast rapport with NLP techniques

How to reframe words to your advantage

Dealing With Difficult Negotiation Psychologically

Why are they so difficult?

Changing the game of negotiating forever Training Facilitator Main Trainer:

Chan Tye Kooi, AMIM, MIM-CPT Bachelor of Architecture (Hons), University of New South Wales Certified NLP Master Practitioner ( ABNLP )

Malaysian Institute of Management > www.mim.org.my > register@mim.org.my > Tel: (603) – 7711 2888 > Fax: (603) – 7711 2999

Driving People to the Future

Malaysian Institute of Management

MIM reserves the right to alter the programme schedule and details without prior notification. Fees quoted are subject to terms and conditions outlined in MIM’s Registration Policy.

Administrative Details Fees:

MIM Member: RM1,200 Non-Member: RM1,450 Duration:

2 days Time:

9:00 a.m. – 5:30 p.m. Dates:

13-14 March 2013

17-18 June 2013

6-7 November 2013

PSMB Scheme:

SBL SME Corp Malaysia Skills Upgrading Programme:

70% training grant (for eligible SMEs) (Early bird and group discounts are not applicable for those who apply for programmes under this training grant.)

CDP Hours:

16

What Our Participants Say: “This is a different approach of getting the best deal by using effective ways and modern approaches.” - Alice Ithnin, Executive, Indah Water Konsortium Sdn Bhd

“Yes, the content was very practical and I appreciate the trainer’s way of approaching the participants. Its one of the most interesting programmes that I have attended.” - Yap Yoon Leong, Executive Director, Super Tech Ceil Sdn Bhd