The Strategic Negotiator Program by Raffles Leadership Centre

Executive Training in  Negotiation Skills

Singapore and Asia Region

Program Content

• Introduction to Strategic Negotiation
• The Strategic Negotiation Framework
  
• The Psychology of  Negotiation
• The Strategic Negotiator Model
  
• Types of Negotiation
• Setting Up and Planning The Negotiation
  
• The Negotiation Stages
• Overview of Key Negotiation Concepts eg BATNA, ZOPA, WAP
  
• Effective Negotiation Skills  – Discover, Assess and Persuade
• Key Negotiation Principles
• Common Negotiation Styles
• Influencing with Framing, Positioning and Anchoring Skills
• Currencies of Exchange - How To Create Options
  
• Concession Strategies
  
• Guidelines for Handling Price Issues
• Understanding Positions and Interests
• Ladder of Inference – Using Advocacy and Inquiry
• Negotiation Tactics and How to Respond to Them
• Understanding Power in Negotiation
  
• Classic Pitfalls in Negotiation
• Organising for Group Negotiation
• Cross-Cultural Negotiation
  
• Real-World Case Studies
  
• Best Practices in Negotiation