Advanced Negotiation
When one of the world's largest corporations wanted to train its Asian based managers in advanced negotiation techniques, they turned to inter-fas to provide a stimulating and original course of instruction. Popular negotiating concepts form a foundation on which inter-fas constructs an original and practical framework informed by advanced research on the topic and over 24 years of negotiating experience. Participants learn:
| The roots of cross cultural negotiating styles |
| A universal framework from which all negotiating styles can be understood |
| The three resources at the heart of all trades made during negotiations |
| The cost of pursuing Zero Sum game tactics |
| The importance of eschewing a position in favor of taking a stance |
| The psychology of negotiation |
| Body Language |
| Observation and Awareness |
| Getting the Mandate to negotiate |
| Monitoring the negotiating team |
| Intelligence gathering techniques to prepare for the negotiation |
| Building a negotiating team |
| Methods of analyzing zones of possible agreement, zones of maximum attractiveness and BATNA's |
| Dealing with predatory negotiators that want you for lunch (not as a guest) |
Participants have ample opportunity to practice and "learn by doing" with a number of group participation and role playing scenarios including:
| The Downtown Real Estate Deal Game® |
| Writing an opening statement |
| Negotiation Taiji® |
| Tag Team Negotiation® |
| The Truck Driver and the Bicyclist® |
The training concludes with a full day complex competitive negotiation scenario that tests the ability of participants to form teams, seek partners, explore areas of interest-overlap and reach agreements.
This program is delivered in a 3 day format and is designed for a minimum of 20 and a maximum of 24 participants.
Course Instructors - Instructors will be selected based on the venue and availability and will be selected from:
Christopher Bates - Chris
is the founder of inter-fas headquartered in Singapore. Chris has lived and worked in the region for 24
years and has operated both as a Senior Regional Executive for an industrial
products company and as a Marketing and Strategy Consultant.
For over 23 years he has been personally involved in sales, joint
venturing, investment and survey work, including evaluation of competition.
He has extensive negotiation experience throughout the Asia region, in
the UK and the USA. He has also developed popular workshops on cross
cultural management, executive introduction to Chinese history, culture and
business & developing export market strategies.
Dr. Geoffrey Willcher - Geoff is a training associate of inter-fas and a professional in the software development field specialized in human factors design and usability. He is an adjunct instructor at University of Washington in Human Computer Interaction and a certified instructor for interaction management. His work in the software industry entails extensive intra-organizational negotiation.
Geoff has Phd Cognitive Psychology and Master of Psychology degrees.
Greg Jones - Greg is a freelance consultant and professor of international marketing who has worked extensively with inter-fas on projects in SE Asia. He has acted as a managing director of regional operations for a British multinational and has been based in Singapore, Kuala Lumpur, Bangkok and Manila. He has extensive negotiating experience in Australia, Europe and throughout Asia.
Greg has a Bachelor of Business Administration, an MBA, is fluent in English and speaks Thai.