Workshop

2006/12/2~3
Proficient Negotiator Training Workshop

 

Content

Through the theories, case studies, group discussion, practical exercises and case review, the necessary skills of negotiation had been introduced including:

• The Basis of Negotiation - Responsibilities of negotiator, understanding the "win-win" concept of negotiation and identifying the importance of the "3 phases of negotiation"


• "Need" - The Underlying Theory of Negotiation, building an awareness of the other parties' needs, and having different negotiation styles: competitive vs cooperative


• The Climate of Negotiation


• Negotiation Tactics - Opening tactics, general tactics and countering tactics


• Breaking Deadlocks - Steps to unlocking "deadlocks and possible deadlock-breaking processes


• "Give and Take" Concept - Gaining concessions, making concessions and making a final offer


• Communications in Negotiation - Types of communication, reading "body language" and developing active listening skills


• Overcome barriers to reach an agreement - Different types of question and their functions and techniques for giving answers

Speaker: Mr Hardy Law
Hardy is an experienced consultant, a UK certified International Trainer, with a Master degree in Business and Administration, providing consultancy, presentation skills, media handling skills, negotiation skills training to a large number of corporate clients such as SINOPEC, CHALCO, AT&T, China Travel Service (HK), Hitachi Data System, Hong Kong Police, China Foundation for Poverty Alleviation. He also conducts tailored initial public offering (IPO) packages for a variety of listed companies. Hardy also has lots of experience in providing one-on-one training and coaching to top management of multi-national corporations and listed companies. He provided training support and training advice to the Asia Region particularly the PRC, Taiwan, Philippines, Malaysia and India. Hardy was an educational instructor in the British Army in the Hong Kong Garrison. During his 10 years as an instructor, Hardy was responsible for teaching and developing different types of courses to officers and other ranks.