Negotiating, Persuading & Influencing Skills for Results

30 Nov, 2021, Virtual Classroom Training

IPA Training is Registered with

Learn from the Best

Julia Lai Abdullah

  • Certified Master Trainer (Institute of New York Master Trainers), USA
  • Certified PSMB Trainer (Malaysia)
  • Certified Prior Learning Assessor (UK)
  • Certified Experiential Activity-Based Trainer, USA
  • Certified Workplace Big Five Profiling, USA
  • Certified (ESOL) English for Speakers of Other Languages Trainer, UK
  • Certified OJT Trainer (NPC) Singapore
  • Certified Administrative Professional (CAP - IAAP, USA)
  • IAM Diploma (UK)
  • LCCI Sales & Selling Management Diploma (UK)
  • Bachelor of Arts in Humanities, Australia

 

Julia Lai Abdullah is a development and training specialist with more than 20 years of experience under her belt. She has consulted for organizations in Beijing, Shanghai, Bangkok, and Malaysia on core functional soft skills to upscale employees’ performance and productivity. Julia has the confidence to influence and spearhead learning in her programs. Her excellent communication skill, easy-going and motivational style has helped energize and motivate her participants to participate and learn. Her passionate belief that everyone can succeed has directed her focus to assist participants in surpassing their own expectations. She has coached thousands of executives and teams throughout the years to achieve effective leadership, greater productivity, impactful communication, exceptional service, teamwork, and continuous improvement.

 

Julia’s knowledge, hard and soft management skills were developed over ten years in banking and finance, two years in retailing, three years in manufacturing, two years in diplomacy, and four years in adult education – managing various operating areas – learning and applying the skills it takes to run world-class driven organizations. With her unique background and expertise, Julia would be able to help your organization to create a culture of efficiency, effectiveness, and innovation.

 

Over the years, she has conducted and designed customized courses for her corporate clients across different industries:Banking, Manufacturing, Energy, Education, Service, Insurance, Hospitality

 

To name some of her clients:
Tropicana Shared Services, DHL, On Semiconductor Malaysia, DELL Global (Cyberjaya), Sony EMCS, Ambank, F-Secure, Kuok Brothers, Aspiro, Aeon, Bank Pembangunan, BASF, Petronas Chemicals, Container Line, MHTC, International Medical University, Petron , JOS, CTC Global, Titan4, Tokio Marine Insurance, Mitsui OSK Lines, MSTS Asia, UCSI Education

Venue Details

Virtual Classroom Training

Contact us

Juliany,
M - 012 2281 247
juliany@ipa.com.my

Phoebe,
M - 019 363 7822
phoebe@ipa.com.my 

FOR CUSTOMISED IN-HOUSE TRAINING
Yvonne,
M - 012 201 1247
yvonne@ipa.com.my

ADDRESS 
A-28-5, 28th Floor, Menara UOA Bangsar, 
No.5, Jalan Bangsar Utama 1, 
59000 Kuala Lumpur
www.ipa.com.my

FOCUSING ON
  • NEGOTIATING SKILL FOR RESULTS
    -
    Introduction: What is Negotiation?
    - Module 1: Preparation for Negotiation
    - Module 2: Getting Off to A Good Start
    - Module 3: The Negotiation Process
    - Module 4: Moving to Closing
  • PERSUADING & INFLUENCING SKILL FOR RESULTS
    - Module 1: How to Communicate with Clients and Colleagues
    - Module 2: Communicating in Difficult Situations
    - Module 3: Creating A Value Proposition
OVERVIEW

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, gain cooperation, and develop a higher degree of satisfaction with outcomes at work and at home.

To achieve the desired results in your negotiation, your persuasion and influencing skill must flow with your negotiating skill.

Ask yourself: How often have you needed to persuade others to do something? How much time do you spend every week presenting new ideas? Working to get buy-in from a customer, someone in a different department, or a boss? Competing for limited resources? Convincing your team to support a new project?

These are situations that arises almost every day. We all spend an increasingly significant portion of our workdays drawing on our negotiation, persuasive and influencing skills. Your ability to communicate effectively in negotiation, persuasion and influencing would directly affect your success at work – as these skills expedite sales, articulate plans, accelerates work performance, diffuse conflicts and handle concerns with competence and tact.

This course will provide you with a comfort level to negotiate in any situation. It includes ways to promote effective communication and techniques for turning face-to-face confrontation into side-by-side problem solving.

AFTER ATTENDING THIS COURSE YOU WILL RETURN TO YOUR JOB…
  1. Preparing for the negotiation process, regardless of the circumstances
  2. Identifying various negotiation styles and their advantages and disadvantages
  3. Knowing how in developing alternatives and recognizing options
  4. Basic negotiation principles, including BATNA, WATNA, WAP, and ZOPA
  5. Persuading and influencing others to be supportive
  6. Persuading and Influencing workplace interactions up, down, and across organizations
WHO SHOULD ATTEND
Managers, Executives, Supervisors – All employees who need to improve their negotiating, persuading and influencing skills thru open communication to drive productivity and results!
METHODOLOGY
Interactive (participative and practical) – emphasizing learning through experiences: structured activities: role play, case study, practical exercise and engaging and thought-provoking questions to drive discussion and learning.
WHAT YOU WILL LEARN
9:00

NEGOTIATING SKILL FOR RESULTS
Introduction: What is Negotiation?

Explore the different types of negotiation (including positional bargaining) and phases of negotiation.

 

Module 1: PREPARATION FOR NEGOTIATION

  • Elements of preparing for negotiation:
    - Identify your fears and hot buttons
    - Doing research into your issues and the other party’s issues
    - Preparing your WAP, BATNA, WATNA, and ZOPA
10.45

Module 2: GETTING OFF TO A GOOD START

  • Establish common ground
  • How to exchange information and what to do if the negotiation gets off to a bad start
  Module 3: THE NEGOTIATION PROCESS
  • The Bargaining Stage
    - Techniques for negotiation success
  • Reaching Mutual Gain
    - Obstacles to mutual gain
    - How to turn them into negotiation advantages
  • Moving Beyond No
    - Ways to get past No
    - How to break an impasse – to get to a “Yes.”
  • Dealing with Negative Emotions
    - Explore ways to deal with negative behaviours
12.00 Module 4: MOVING TO CLOSING
  • Moving from bargaining phase to closing
    - How to tell when it is time to move
  • Ways to build win-win solutions
    - Solution types – Possible outcomes
    - Achieve a sustainable agreement
    - Reach consensus
1:00 Lunch
2.00 PERSUADING & INFLUENCING SKILL FOR RESULTS

Module 1: HOW TO COMMUNICATE WITH CLIENTS AND COLLEAGUES
  • What is your preferred communication style?
    - Identify and flex it when necessary, to get the results you want in an interaction
  • Positive Personal Projection (Persuasive Methods)
    - Image – Voice – Verbal and Non-Verbal Communication
  • Tight organization of content (presentation)
    - Prepare the points of persuasion – Tool: Force Field Analysis

    Practice Exercises: Personality Profiling; Force Field Analysis Tool;
 

Module 2: COMMUNICATING IN DIFFICULT SITUATIONS

  • Move from conflict and disagreement to build stronger relationships
    - Choice of 5 approaches in resolving conflict at the workplace
    - Challenge bad behavior not the person
    - Say “No” politely without offense
    - Negotiation skill to resolve differences and create BATNA
    - Give Constructive Feedback: The Sandwich Model

    Practice Exercises: Case study; Resolving Conflict Role-Play
3:45

Module 3: CREATING A VALUE PROPOSITION

  • How to communicate the benefits of your product, service or idea:
    - Customer: “Why should I buy this specific product or idea?”
    - Step by Step – Create your value proposition

    1. Know your customer
    2. Know your product, service or idea
    3. Know your competitors (SWOT Analysis)
    4. Distill the customer-oriented proposition – “Why should I buy this specific product?

    Practice Exercise: ‘Pull it all together’ – Write from the customer viewpoint
5:00 End of Course