Strategic Negotiation For Effective Results Managers constantly negotiate – usually on issues of critical importance to the organisation. Negotiating errors can be enormously costly and perhaps even hazardous to the long-term interests of the organisation. As such, successful managers actively develop their negotiation skills in order to understand the complex aspects of negotiation and develop mastery at negotiation.

Objectives Upon completion of this programme, you will be able to: · Enhance mental effectiveness by learning the keys to more rational thinking · Realise better outcomes at the negotiation table by preparing more appropriately, thinking more clearly about the other parties at the table, and making the right moves · Use analytical decision-making approaches to craft both competitive and cooperative business strategies and to predict outcomes of strategic interactions Who Should Attend Mid Level Managers Managers who are involved in negotiations with third parties as part of their job responsibilities Managers who need to acquire skills for effective negotiations with internal customers Managers who need to have a better understanding in dealing with different cultures (locally as well as foreign) Learning Outcome At the end of this programme, you will have gained the following knowledge and learning: Appreciate and understand strategic tools in decision making Exhibit mastery of the tools by using them to create ideas, strategise, and plan your work and personal affairs Use the tools to lead brainstorming and problem solving or just general meeting sessions Appreciate and understand cultural nuances, norms and taboos and how they can affect negotiations and decision making

Programme Outline Understanding The Core Elements of Negotiation The Nature of Negotiation - Opportunities and Dangers Critical Components Underlying the Negotiation Process Understanding What Drives the Other Party Recognising and Developing Style Flexibility Process Observation – A Key Negotiation Skill Managing the 'Emotional Atmosphere' Managing The Complexity of Negotiation Address a variety of complexities related to decision making Controlling Emotionally-charged situations Adapting as the interest and goals of the parties change during the course of negotiation Training Facilitator Syed Hamid Alhabshi, MMIM, MIM-CPT Bachelor of Economics (University Malaya, M’sia)

Administrative Details Fees: MIM Member: RM1,300 Non-Member: RM1,600 Duration: 2 days Time: 9:00 a.m. – 5:30 p.m. Venue: MIM Management House Kuala Lumpur

PSMB Scheme: SBL CPD Hours: 16