OXCEL PROFESSIONAL TRAINING: POWERFULL NEGOTIATION SKILLS (25TH & 26TH AUGUST 2011)

INTERNATIONAL TRAINING SEMINAR

“POWERFULL NEGOTIATION SKILLS”

TRAINER: Maria Rufina

Course Title               : POWERFULL NEGOTIATION SKILLS

Language of Instruction : English

Venue                        : Sunway Hotel

Duration                    : 2 Days (16 Hours)

Date                           : 25th and 26th August 2011

Time                           : 08:30 – 17:30

Admission Fee          : USD290.00 booking before 17th August 2011 (after that the investment cost 
                                     will be $390 per participant).

Free : Coffee Breaks, Lunch, Training Materials and Certificate of Attendance from OXCEL.

Group booking : 5 persons will get one free.

Seat are limited, please book your seat now.

For more information/ registration, please feel free to contact us.

OXCEL (CAMBODIA) CO., LTD

No. 74, Street No.360, Sangkat Boeung Keng Kang III, Khan Chamkarmorn, Phnom Penh, Kingdom of Cambodia| Mobile |015-959595 | 012-225252 | Tel: 023-216313 | 023-987545| Fax: 023-993876 | E-mail: info@oxcelcambodia.com Website: www.oxcelcambodia.com | For OXCEL Live DVDs: www.oxceldvd.com |Facebook: www.facebook.com/oxcelcambodia

INTERNATIONAL TRAINING SEMINAR

NEGOTIATION SKILLS

Presented by Maria Rufina

1

Duration The need for it Common issues Learning Objectives Course Methodology	2 days Negotiation is an attempt to get agreement on an issue, problem, or question over which two or more parties disagree. Business today is one big negotiation. We spend a good part of our day negotiating with customers, co-workers, our bosses, other departments, customers, suppliers, and salespeople. Today, we need to have the skill of a good negotiator more than ever to survive in the ever-competitive business environment. Using sound negotiating skills, problems get solved collaboratively yielding results that are optimal for everyone involved. Because everyone is a winner the relationships are not only preserved, they are enhanced. Do not know how to negotiate Afraid to negotiate – fear of failure Do not prepare ahead Unable to handle difficult parties Not aware of the strategies At the end of this program, the participants will be able to : Be aware of the various types of parties (or opponents) and how to counter them with the right strategies Prepare well and ahead for any negotiation. Be more confident when negotiating. Look for win-win solutions Be calmer and compose when confronting a tough party. Workshop based. Highly interactive. Role plays.
		DURING NEGOTIATION Disparity In Power Sources of power Disparity in power How do we manage power Verbal & Non verbal Communication Questioning skills Listening skills Attending skills Body language Discover, Assess, Persuade Encouraging Questioning Agenda setting Summarizing Supposing Signaling Modes of Negotiation Accommodation Avoidance Competition Compromise Partnership Competitive Negotiation Skills Disclosing Silent Listening Asserting Withdrawing Overcoming Difficult Negotiation Tactics How to work around a stubborn negotiator How to slice and dice last - minute obstacles Dealing with Opponent Styles, Strategies and Tactics Opponent Styles Stylistic Based on Tactics and Counters Developing Mutual Trust for Smoother Negotiations How to build trust How to be clear about stating where you stand
		Thinking On Your Feet Foundation for thinking on your feet Thinking about you Thinking about them Steps towards a desired outcome Negotiation TACTICS Questions, Bluffs and Red Herrings Subtle Smokescreens and Tricky Trades Bottlenecks and body language Nice Surprises Devious & Dirty Tactics Snares & Ambushes Gaining the Edge Sweat Tactics and Ultimatums When your back is to the wall Closing The Deal Identifying closing signals How to close AFTER NEGOTIATION Follow Through Proposing & Counter Proposing Internal Checklist External Checklist

Maria Rufina

Certified Professional Facilitator, IAF –USA

CEO

QPAC Business Consultant

Maria Rufina is the founder and Principal Consultant of Q~ Performance Consultant, a training provider in Malaysia, which caters for both Multinationals and SMEs in the area of HUMAN CAPITAL DEVELOPMENT. Being a trainer, facilitator and coach, as at to date, Maria has conducted over 500 training, facilitation and consultation both locally and internationally. Some of the companies that have benefited from her expertise are Golden Trust (Bahrain), Bahrain Credit (Bahrain), EK Kanoo (Bahrain), Islamic Development Bank (Jeddah, Arab Saudi), Polwell (Singapore), Oxcel Cambodia, ExxonMobil, Esso Refinery, Aker Kvaerner, KWSP, Syarikat Air Johor Holdings, and EPF. Maria’s area of specialization is in the area of Strategic Thinking & Planning, Management & Leadership Development.

She also is successful in bringing out the best of the participants in topics such as Presentation, Facilitation, Train the Trainer and Personal Development, Negotiation Skills, Communication and Customer Service. “Strategies that work, Solutions that matter, Results that last” make up key words which define Maria Rufina’s dedication into her scope of work. She merges the divergent and convergent aspects of a topic to create a training flow that facilitates effective and interesting impart of knowledge and skills. Participants of various

levels be it operators, clerks, executives or senior managers, find her training inspiring, thus creating a conviction in them to implement what they have learnt.

Maria’s ability to deliver fluently in both English and Bahasa Malaysia is also another reason why her programs are very well received. Her credentials in training & consultancy are Certified Trainer for Workplace Training & Assessment (Australian Standards); Certified Professional Facilitator by The International Association of Facilitators, US; Faculty Member (Malaysia) & Certified Trainer of The Oxford Centre for Leadership, UK (OXCEL) and a Member of the Malaysian Institute of Management. A graduate from University Malaya, Maria Rufina holds a BSc (Hons) in Mathematics and MBA in Finance to her credit. To add to her credibility, she is also often invited to share her views and expertise in the area of Entrepreneurs Development and Human Capital Development on Astro Channel 4 (Berita Astro) and Channel 6 (Business News).

CONTACT INFORMATION:

OXCEL (CAMBODIA) CO., LTD

The Cambodia Representative Office of The Oxford Centre For Leadership (OXCEL, UK) | No. 74, Street No. 360, Sangkat BoeungKeng Kang III, Khan Chamkarmorn, Phnom Penh, Kingdom ofCambodia| Cell Phone: (885) 15-959595 | (855) 12-225252 | (855) 90-905454 | (855) 10-959597 | Tel: (855) 23-216313 | (855) 23-987545 |Fax: (855)-23-993876 | E-mail: sarana@oxcelcambodia.com | Website:www.oxcelcambodia.com | For OXCEL Live DVDs: www.oxceldvd.com