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Course: APN

Applied Psychology in Negotiation

Introduction

Our world is a giant negotiating table and, like it or not, we are all participants in this adventure. We often have to work out our differences in goals or views and our disagreements, which can result in lingering conflicts with others, be them our family members, sales representatives, competitors, irate customers, or the people representing the "management" or "establishment". How we handle these encounters has a major impact on our work success as well as personal affairs.

Negotiation skills and techniques successfully applied, can help us develop winning or satisfactory results with people from whom we want certain things or actions, be it successful business deals, money, status, justice, freedom or recognition.

 

For Whom

Professionals, Managers or Executives (PMEs) whose work involve negotiation.

Particularly relevant to:

  • Sales/Marketing Personnel

  • HR Personnel

  • Business Development Managers

 

Objectives

  • To increase the awareness of how people interact during negotiations

  • To provide practical tools and techniques for successful negotiations

 

Specific Objective

To help participants to:

  • Understand basic negotiation concepts 

  • Develop effective strategies and tactics for negotiating

  • Learn specific psychological skills in negotiating

 

Course Outline

THE NEGOTIATION PROCESS

  • Basic Concepts in Negotiation

  • A Psychological Model of Negotiation

  • Psychological Aspects of Preparation

 

 

MANAGING NEGOTIATION CLIMATE

  • Variations in Negotiation Climates

  • Determinants of Negotiation Climate

  • Negotiation Mindsets and Styles

  • Coping with Conflicts

 

POWER PLAYS AND PLOYS

  • Opening Bids and Offers

  • Presenting Your Case

  • Managing Expectations

  • Trading Concessions

  • Moving Towards Settlement

 

HANDLING DEADLOCKS AND IMPASSES

  • Breaking Deadlocks

  • Exerting/Handling Psychological Pressures

  • Managing Emotional Reactions

  • Using Third Party Interventions

 

Feedback

"Points were convincingly delivered. Some may know the method to the approach of negotiation but you learn the delivery method here. Understand the different types of people involved in negotiation. Learn the issues, style, strategy and actions for effective negotiation. Learned to be flexible based on different situations. Very much relevant to daily life and job functions. Would recommend this programme as it is applicable to everyday situations. A good learning experience. Applicable to daily business lifestyles. "

When

30/5/12 (Wed), 9 am - 5 pm

29/8/12 (Wed), 9 am - 5 pm

19/12/12 (Wed), 9 am - 5 pm

Fee

$550+GST pp; 10% discount for 2 or more registrations
(Inclusive of training manuals, lunch & refreshments)

10% discount off registration fee for 2 or more participants from same company  

Please make cheque payable to 6M Management Consultants Pte Ltd and mail it to:

 

6M MANAGEMENT

CONSULTANTS PTE LTD

607 Elias Road #16-190

 Singapore 510607

Tel: (065) 65822280
Fax: (065) 65828221

 

For in-house programme/customisation and other enquiries, contact us at consultancy@6m.com.sg