FMM Institute Centre for Professional Development

Transcription

1 FMM Institute Centre for Professional Development In-House Programme Negotiation and Influencing Skills Would you like to increase your odds and having someone listening to your suggestions? Great ideas do not matter if no one listens to you. this programme is designed to coach you with the essential skills to influence those around you to buy into your idea or do the things you want them to do. This training is for you and your managers when facing the following needs: Need people to consider your ideas seriously Need to win support for your actions Need to motivate people around you to agree on common goals Need to win the trust, and respect from the people around you Need to increase your influence and prestige Need to stimulate enthusiasm with the people you communicate with CONTENTS Self Awareness Know yourself and what motivates you Myers Briggs identified personality traits The JOHARI Windows People Awareness Reading body gestures Interpreting behavior Identifying values and interests The FAB of Influence Identifying FAB Charting a communication strategy to promote FAB Establishing rational thinking Self-Transformation How to transform yourself? Being assertive Techniques for self-transformation Persuasion is Influencing Listening techniques Questioning techniques

2 Consultative techniques Fundamentals of Influencing Skills Pull don t Push Getting the other person to be involved in discussion Persuade, don t manipulate Focus on behavior rather than personality Seek to understand The Meaning of Strategic In Negotiation Why do we negotiate? Identifying the objectives of negotiation Preparation Positions and Interests Positions Interests Mutual benefits Win-win The Art of Negotiation Traditional negotiation Modern negotiation Identifying possible outcomes Classifying priorities BATNA Why BATNAs matter? Determining your BATNA BATNA and the other side Third parties and BATNA Putting it all Together Action plan activities OBJECTIVES At the end of the programme, participants will be able to: Cultivate their own confidence to be an effective influencer Persuade and influence others Speak confidently Win the trust and respect of those around them Motivate others to do things Hone their winning personal behaviors Interpret body gestures and behavior of others Develop effective listening and questioning style Establish objectives to be achieved by negotiation Identify and differentiate Position from Interests

3 Overcome obstacles in negotiations Take control of negotiation Identify a range of outcomes from the desired ideal to the ultimate acceptable fallback position Use interpersonal skills to influence others in both informal and formal situations to achieve their objectives Decide when to make the first offers Negotiate with unreasonable people Develop negotiation skills Speak with the right language and mannerism Negotiate successfully WHO SHOULD ATTEND Executives, managers, supervisors, and lead line personnel who want to excel in their effectiveness in influencing and negotiating with people. DURATION 2 days (9.00am 5.00pm) METHODOLOGY Participants to do pre-test before the programme. The pre-test will identify the type of personality they have. Participants are requested to submit the completed questionnaires online to the instructor, 3 days before attending the programme. The results of the test will be discussed during the programme for participants to identify their personalities. This training is filled with useful and applicable content. The programme will be interactive with a lot of opportunities for participants to take part in the sessions. Participants will be encouraged to engage themselves in the session for experiential learning to take place. Vides, vides feedback, practical exercises and Q&A sessions will be used for interactive sessions. All skills learnt from the programme are transferable. FACILITATOR Mr Philip Tan Qualifications: Bachelor of Laws (Hons), University of Wolverhampton, UK Practitioners Diploma in International Advertising (Dip.IAA, New York) Cert.Ed (TESOL), Pantai Valley Teachers College, Kuala Lumpur Master in Business Administration, Soft Systems Methodology, University of Hull, UK

4 Higher Group Diploma in Public Relations, Sales Management, Marketing and Advertising (Institute of Commercial Management, Bournemouth, UK) Trained by Prof Robert Flood and his faculty at the University of Hull in Management and Soft Systems Methodology, Philip Tan is a management and soft skills guru, international public speaker, corporate trainer and motivator. He speaks on Marketing, Consultative Selling, the Power of Influence and Negotiating Skills, etc. Philip has both academia and industry experience from a diverse range of career paths that include holding senior positions in tertiary education, dotcom, advertising, marketing and hospitality training. In his dynamic career route, he has held portfolios of dean, vice president and chief executive officer of an international professional organisation championing corporate governance. He was also a Senior Examiner on Promotion Management for the Chartered Institute of Marketing, UK (CIM). Philip continues to share his experience in academia by supervising post-graduates candidates of the University of East London (UEL) in their masters dissertations. Philip is a sought after trainer and facilitator on leadership and management skills, KPIs, Selling Skills, Negotiation Skills, etc He has conducted In-House programmes on Negotiating Skills, Consultative Selling Skills, Persuasion and Influencing Skills, Analytical Thinking Skills, etc. A partial list on the programmes mentioned would include companies such as: SIRIM Berhad Motorola JOTUN ESRI Sdn Bhd Amanah Raya Berhad Al Shaker, LG Aircon Distributors, Kingdom of Saudi Arabia Bank Simpanan Nasional Philip has also trained hundreds of representatives from governmental ministry and large organisations that include: Ministry of Gas and Energy, Tanzania, Premium Nutrients Bhd, TEXCHEM, Education Ventures Sdn Bhd Jebsen and Jessen, Prudential, SIEMENS, LENO Marketing, PJ Development BHd, Johor Port Bhd Regency Specialist Hospital, Malaysia Airports Berhad, Corus Hotel Group, Oman Tel, Cadbury, SABIC, Saudi Arabia, Ministry of Education, Malaysia, GDeX, Antah Schindler, Bank Negara Malaysia, Antara Steel Machine Knives S/B, Megasteel S/B, Kuala Lumpur Convention Centre (Marketing and Sales Team), National Gross Happiness Commission, Hawley and Hazel (The Darlie Company), Kingdom of Bhutan, Kulicke & Soffa Technology, Dell Global Business Centre, Fuji Xerox Asia Pacific Pte Ltd, Sime Darby Lockton Insurance Brokers Sdn

5 Amanah Raya Berhad, PT.OYL SENTRA MANUFACTURING, Indonesia MISUMI MALAYSIA Sdn Bhd Mesiniaga Berhad SIRIM QAS International Berhad CCM Paragon Car Carpetmakers Sdn Bhd Bhd, Sunway Lagoon Sdn Bhd, CBD Properties Sdn Bhd Rotork Actuation Sdn Bhd Cagamas, SIRIM Berhad COMBAT Enterprise Sdn Bhd Parkson Group STEC Technology Sdn Bhd SWEP Malaysia Sdn Bhd (A Dover Company) Yayasan Pendidikan Islam Al-Hassan G.I Shaker Company (LG Aircon Distributor), Kingdom of Saudi Arabia Motorola Technology S/B K-One Technologies S/B Bristol Technologies S/B Bangladesh Bank, Central Bank of Bangladesh Public Services Department, Government of Malaysia (JPA) Glenmarie Properties (A Subsidiary of DRB- Hicom) Among his participants, Philip is known for his applicable tools and job-related content that are delivered in a vibrant pace. He is able to combine soft skills concepts with real life requirements for those on the job. When he is not on the public speaking or corporate training circuit, Philip consults on business performance, strategic management and corporate law. Philip is a registered trainer with PSMB /HRDC.