Effective Negotiation Skills

Effective Negotiation Skills

Yogyakarta  | 28 s.d 30 Agustus 2012 | Rp. 4.000.000
Yogyakarta  | 18 s.d 20 September 2012 | Rp. 4.000.000
Yogyakarta  |  16 s.d 18 Oktober 2012 | Rp. 4.000.000

 

Description 

The objectives of this workshop are to improve the outcomes of negotiations by enhancing your negotiating skills.You will learn to apply a structured approach to negotiating which, combined with the practice sessions incorporated into this programme, will improve your negotiating confidence. You will be exposed to the Breakthrough Negotiation Strategy to help you achieve results in difficult and complex negotiations.

You will learn how to:

•  Plan and prepare for negotiations
• Recognise the vital steps in a negotiated settlement and to exhaust one step before proceeding to the next
•  Improve your communication skills and achieve better results
• Resolve impasse and handle difficult negotiations
•  Negotiation in teams
• Negotiation in an international petroleum environment taking into account cultural differences.

 

Course  Content 

Negotiation as a Process

• What do we mean by negotiation?
• Are you a potential negotiator?
• Key negotiating steps

Preparing for your negotiation

•  Five keys to preparation
•  Knowing your subject, knowing your counterpart, preparing your tactics
• An invaluable tool – preparation checklists

Initiating and Presentation

• The importance of initiation and how to initiate
• The importance of presentation after initiation are before bargaining

Bargaining

• Developing your bargaining strategy
• Effective bargaining techniques
• How and when to avoid premature bargaining
• How to resolve impasse and deal with conflict
• Getting concessions

Closing the Deal Successfully

• How to recognise closing signals
•  Confirmation and follow-up

Communication and human behaviour in negotiations

• Seven steps to effective communication
• Verbal and non-verbal communication
• Learning how to listen
•  Dealing with different personalities
• How to communicate to influence the other side
• Negotiating by phone or e-mail

Team negotiations

• How to negotiation in teams

Breakthrough negotiations

• What we mean by Breakthrough Strategy 

Handling international negotiations

• Recognising cultural differences
•  How cultural differences affect negotiations
•  Preparing for international negotiations

Dealing with conflict

•  The causes of negotiationg conflict
• How to assess your own conflict management style
•  How to handle conflict negotiations

 

 

Course Method

• Presentation
• Discuss
• Case Study
• Evaluation

Koordinator

Dr. Drs. Fauzan Asmara, MM

Menyelesaikan pendidikan jenjang Strata3 dengan gelar Doktor Ilmu Ekonomi Konsentrasi Pemasaran dari Universitas Islam Indonesia (UII) Yogyakarta.

Beliau merupakan praktisi yang berpengalaman selama lebih dari 10 tahun di bidang Manajemen Strategic, Manajemen Pemasaran, Kewirausahaan, Pengembangan Sumber Daya Manusia dan organisasi. Aktif dalam mengelola aktifitas bisnis dengan jabatan yang dipegang saat ini antara lain sebagai General Manager IMKIPRIMA Yogyakarta, Direktur Totalwin College, Ketua Yayasan STIE Totalwin Semarang serta Ketua Yayasan Amikom Purwokerto. Selain itu Fauzan Asmara juga berprofesi sebagai konsultan dan fasilitator pada PT Pertamina (Persero) UP-II Dumai, UP-II Sei Pakning, dan UP-III Plaju, PT Semen Gresik. PT Indonesia Power, Chevron, dll

 

 

Durasi Waktu

• Waktu                         :
  • 25 s.d 27 September 2012
  • 16 s.d 18 Oktober 2012
  • 6 s.d 8 November 2012
  • 27 s.d 28 November 2012
  • 11 s.d 13 Desember 2012
• Tempat                     : IBIS Malioboro Hotel/ All Season Hotel Yogyakarta

Biaya :

• Course Fee: Rp 4,000,000,-/ participant Nett Non Residential
• ***Special Rate Rp 3.800.000,-/ Participant Nett Non residential for a company which sending 3 or more participants***

 

 

Fasilitas

• I.  Modul Materi Pelatihan + CD Materi
• II.  Sertifikat Peserta Program
• III.  Training Kit dan Souvenir cantik
• IV.  Consulting & Monitoring Program Pasca Pelatihan

 

 

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