Objectives

People who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in the workplace.

Negotiating is a fundamental fact of life at any level. Whether you are working on a project or fulfilling support duties, this two day workshop will provide you with a comfortable level of knowledge to negotiate with both internal and external clients. This interactive workshop includes techniques to promote effective communications and imparts techniques for turning face-to-face confrontation into side-by-side problem solving.

Benefits

• Understand how often we all negotiate and the benefits of good negotiation skills
• Recognize the importance of preparing for the negotiation process, regardless of the circumstances
• Identify the various negotiation styles and their advantages and disadvantages
• Develop strategies for dealing with tough or unfair tactics
• Gain skills in developing alternatives and recognizing options
• Have the opportunity to practise the “how to” of these skills in a supportive environment
• Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA

Outline

• What is negotiation?
• The successful negotiator
• Preparing for negotiation
• The nuts and bolts
• Making the right impression
• Getting off to a good start
• Exchanging information
• The bargaining stage
• Inventing options for mutual gain
• Getting past no and getting to yes
• Dealing with negative emotions
• Moving from bargaining to closing
• The closing stage

Facilitator Profile

Dr Thomas Koo is currently Head of a Singapore Quality Award organization and has more than 15 years of extensive experience in both the private and public education and training sector. Presently, he is also lecturing in renowned university degree programs in Singapore.

He has trained students from various industry backgrounds in certificate, diploma and degree programs levels as well as adult learners. Dr Koo specializes in business subjects including Business Management; International Marketing; International Business; Marketing; Entrepreneurship; Communications, Economics; General Management; Marketing; Human Resource Management, Organizational Behavior, and Small Business Management.

Consistently rated highly by students, he has nurtured top students in every cohort and has won the ‘Best Trainer Award’ thrice.

Dr Thomas Koo’s industry credentials include strategic and advisory roles with Informatics Holdings Ltd and the Altron Education Group in areas of program and business development; courseware development, international franchisee training, articulation and credit transfer with overseas universities, global brand building for the Thames franchise system; franchise training and support for new and existing franchisees, centre setup and advising, testing and certification, and served as Vice Dean in the School of Business School and member of Academic Advisory Board. He was responsible for the regional expansion of the International Division and the financial aspect of all the centers locally and overseas including Singapore, Malaysia, Hong Kong, China, Indonesia, Philippines, Pakistan, India, Cambodia and Myanmar.

Dr Thomas Koo has led teams to win national and international competitions such as the “Best Overseas Virtual Enterprise” in the Hong Kong International Trade Fair; 2 Gold Awards in the National Innovation Quality Circle in 2006 and 2008 for an educational simulation software developed in-house; and winning “Voter’s Choice Award” and “1st Runner-Up Award” in the INNOVATE IT Challenge organized by the Singapore Management University.

He has also contributed to the Higher Education scene by serving as a judge for the Start-up@Singapore National Business Plan Competition by NUS to evaluate Business Plans since 2006.

In his current organization, Dr Koo has been awarded the “Outstanding Facilitator Award” for Productivity & Innovation; “College Commendations Awards” for Entrepreneurship Development and the INNOVA Award for leading in learning and innovation.

He is currently teaching Organization Change Management in Edinburgh Napier University’s degree programme. Most of the students enrolled in this degree programme are HR professionals.