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NEGOTIATING FOR SUCCESS

 
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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
  • 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.

MUHAMMAD SABRI RAWI

Senior Lecturer

EDUCATION
Portland State University, Oregon, BA (English), MA (Education)

AREA OF EXPERTISE
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.

GAIN AN EXECUTIVE CERTIFICATE

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.

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NEGOTIATING FOR SUCCESS

October 4 – 5

9.00am – 5.00pm

This course will be offered in a hybrid format, allowing participants to choose whether to attend sessions digitally, or in person at the assigned venue.

Program Fee

RM 3,000 / USD 770

For more information, contact us at exec@asb.edu.my