Negotiation Skills Training: Pitch it Right

Negotiation Skills Training Course Negotiation Skills Training
By Culture Dynamics DCI
Negotiation Skills:

Negotiation Power: Pitch it Right

“The Art of Thriving & Gaining Success”

By Culture Dynamics DCI

Directive Communication Certified Training Provider • Chartered Member of American Institute of Business Psychology • HRDF Registered Training Provider
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Course Title:
Negotiation Power: Pitch it Right
Training Category:
Soft Skills
Target Audience:
Procurement / Purchasing Manager/ Executive, Sales & Marketing Manager / Executive, Consultants or Professionals, Managers, Decision Makers, Negotiators, and anyone whose work require to negotiate and obtain a good deal in negotiation.
2 Days
Public Training Events
Apr 2019 ›
Royale Chulan Hotel, Kuala Lumpur, Malaysia
Tue 23 Apr 2019 - Wed 24 Apr 2019
9:00AM - 5:00PM

Fee Per Person:
  • Register before 02 Apr 2019 for only RM1,880 per person.
  • RM1,880 per person for group registration of 3 paxs or more from the same organization.
  • Participants are given a pack of Colored Brain Communication cards to learn how to interpret beyond what is said by opponent party. This workshop is focus on using psychology in negotiation.
  • Payment must be made 1 week before training day.
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* Other terms & conditions apply.
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Delivery Methods
  • Language: English
  • PowerPoint Presentation
  • Workshop
  • Group Discussion
  • Indoor Activities
  • Role Play
  • Certificate of Participation
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Course Introduction ›

"You don't get what you deserve, you get what you negotiate." - By Dr. Chester L. Karass

Negotiation is the Power Game. Successful people get what they want by negotiating and influencing better deals for both parties. It is not a war between two parties but a dynamic and creative approach to resolve conflict, maintain good relationship and create co-operation. It is the skill of choosing the right strategy, offering the right inducement, applying the right pressure at the right time, asking the right question and demanding the right extras.

Unconsciously, we negotiate almost all the time in our lives, whether with business partners, clients, suppliers, boss, colleagues, family members or children. If done correctly, you will reach advantage agreement in any circumstances and situation. Balancing between art and science, the success of the outcome depends on your capability to convince, influence and negate the other party.

The workshop is highly interactive and fun. We use psychological tools to uncover your genetic thinking pattern which will enhance your influence and communication power. There is no time for trial and error. Let us help you to strengthen the key negotiating skills you need in business and in life.

Course Objectives ›

At the end of the session, the participants should be able to:

  • Develop the fundamentals of negotiation.
  • Examine the importance of People - Process - Content elements in negotiation.
  • Interpret the underlying human emotions and differentiate between wants and needs
  • Enhance communication skills, art of saying no without being assertive in handling difficult situations.
  • Turn objection into advantage to overcome conflict and deadlock.
  • Build trust, maintain rapport to achieve results

Course Outline ›


Section 1: Foundation of Negotiation

  • What is negotiation?
  • 5 Attributes of a Successful Negotiator
  • Negotiation Activity 1
  • Elements of Negotiation: People - Process - Content
  • Negotiation Climate: Time-Place-Mood
  • 4 Phases of Negotiation

Section 2: The Psychology in Negotiation

  • What is beyond money for people? - The 8 Emotional Drives
  • Wants vs Needs
  • 4 Negotiation Styles
  • Negotiation Activity 2
  • Negotiation Strategies
  • Summary & Reflection for Day 1

Section 3: Communication in Negotiation

  • Managing Questions
  • Giving Answers
  • The Art of Saying 'No'
  • Push & Pull Concept: The Art of Being Assertive
  • Turning Objection into Advantage
  • Body Postures Communication

Section 4: The Negotiation Process

  • Team vs. Individual & Team Roles
  • Seating Arrangement
  • Managing Conflict & Deadlock
  • Build trust & relationship
  • Settlement
  • Role Play - Put into Action!
  • Key Learning Points / Summary

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