NEGOTIATING FOR SUCCESS
The Art of Influencing Through Empathy and Other SMART Skills
COURSE DESCRIPTION
Everything you do in life is a negotiation. Whether you’re deciding where to go for dinner, in a high-stakes conversation to secure a promotion, or assigning work to a junior employee – you are in a negotiation. Your ability to persuade others, gain support for your ideas, and create win-win situations for one another will determine your success in life.
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. Many people you meet will have different points of views, values, risk preferences, likes, and dislikes. Successful negotiation is the ability to listen well, pay attention, reconcile those differences to create benefits, and work towards an agreement that maximizes value for both parties.
Whether in your work or personal life, understanding how to negotiate well is an essential aspect in building strong relationships and resolving conflict. 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 Muhammad Sabri Rawi, a seasoned veteran from the government sector and the oil & gas industry, the Negotiating for Success course is structured around 3 key tensions that exist within most types of negotiations. These are the tensions between:
- Gaining clarity between wants and needs
- Developing insights into each party’s fallback positions
- Developing and empathetic understanding to create a third option
In any negotiation, people make choices about how to manage each of these tensions. Through interactive role-playing and simulations, this course will help you reconcile the tradeoffs and understand how to manage conflicts and differences to achieve the best possible outcome.
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.
FACULTY BIOGRAPHY
Muhammad Sabri, a Senior Lecturer at the ASB, comes with a wealth of experience after working more than 25 years in the government sector as well as in the oil and gas industry. His tenure at PETRONAS allowed him the opportunity to work alongside renowned organizations like McKinsey as it rolled out its Operational Performance Improvement initiatives and its Global Leadership Learning Series, which was made compulsory in more than 25 countries. His skills at Top Team Alignment has helped many Senior Management Teams improve their effectiveness in their leadership roles.
Senior Lecturer
EDUCATION
Portland State University, Oregon, BA (English), MA (Education)
Personal Leadership, Coaching for Performance, Communications, Public Speaking, Top Team Dynamic
WHO WILL BENEFIT
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.
NEGOTIATING FOR SUCCESS
August 2 – 3
9.00am – 1.00pm
Changes to the delivery mode for ASB ICLIF Executive Education courses may be made in accordance with government policies
