The Art of Influencing Through Empathy and Other SMART Skills


The common misconception about negotiation is that people see it as a zero-sum game. The smartest people are those who see negotiating as a game of value creation for both sides.

Successful negotiation is the ability to listen well, pay attention, reconcile the differences of both parties to create benefit and work towards an agreement that maximises value for both parties.

Whether in your work or personal life, understanding how to negotiate well is an essential aspect in building strong relationships, resolving conflict and collaborating with others. If you want to take your leadership effectiveness further and create a positive impact within your environment – this course is most certainly for you.

Taught by Sheila Singam, who has 15 years’ experience in the training and development industry, the Negotiating for Success course is structured around 3 key concerns that most of us face in negotiating.

  • Identifying and balancing the interests of principals and their agents
  • Empathising with another’s point of view while asserting your own
  • Creating and providing value for both parties

Through profound models as well as assessments and interactive role-playing and simulations, this course will equip you with the best rapport-building and influencing skills to manage these tensions and bring the best value for both sides in a negotiation.

What you will learn
  • Key elements to successful negotiation regardless of the type of world we are in
  • Techniques to manage conflicts and the 3 key tensions in negotiations
  • Cross-cultural negotiations and multi-party ​negotiations

Learning requirements:

In order to earn a Certificate of Completion, participants must attend the required sessions and complete any assignments by the given deadlines.


Sheila Singam has one and a half decades of experience in corporate training and coaching. She has conducted numerous programmes across various industries, including Negotiation and Influencing Skills, Leading Change, Stakeholder Relationship Management, Innovation and Design Thinking and several others. She has also done consulting on values-based culture change. She has a monthly segment on BFM89.9 where she speaks on various topics relevant to the corporate sector.

Mid- to Senior career professionals

For professionals in leadership and managerial roles, who aspire to advance in their careers and gain the confidence to negotiate for better outcomes.

Entrepreneurs and Business Owners

Understand how to better capture value and maximize performance for your business and stakeholders through successful negotiations.


The Negotiating for Success course is part of ASB’s Executive Certificate ‘Leadership Track’, designed for professionals who are seeking an in-depth, comprehensive certification of their mastery and understanding in these topics.

World-class teaching meets innovation and emerging world expertise

The ASB Iclif Executive Education Center’s open-enrollment courses are designed for busy professionals to upskill themselves with short, accelerated courses. Each course in our open enrollment program is self-contained and crafted to provide you with the essential knowledge, skills & tools to navigate in today’s complex world. Our course content is developed by drawing on the rigor of our founding parents – Bank Negara Malaysia and MIT Sloan – and combining it with fresh, innovative cases and approaches developed out of emerging trends in Asia and the developing world.


July 4 – 5

1.00pm – 5.00pm

Changes to the delivery mode for ASB ICLIF Executive Education courses may be made in accordance with government policies

Program Fee

RM 3,000 / USD 770

For more information, contact us at