Strategic Negotiations

Ethan Hathaway

Training

In Singapore ((Indicate)) and Hong Kong ((Indicate))

Price on request

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Description

  • Duration

    2 Days

Strategic Negotiating is a program that focuses on teaching professionals, at any level and in any function, to turn tactical negotiations with customers, vendors and people inside the company into strategic negotiations that build relationships. You get hands-on negotiating practice using a four-phase Strategic Negotiation Process that you can apply immediately to your jobs. Each phase of this four-phase process provides key concepts, skills and tools that negotiators can apply to all types of negotiations.

Facilities

Location

Start date

Hong Kong ((Indicate))
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Start date

On request
Singapore ((Indicate))
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Start date

On request

Start date

On request

About this course

* Relationship managers
* Department Heads
* Team Leaders
* Senior Managers
* Project managers
* Any professional who needs to know how to be an effective negotiator

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Teachers and trainers (1)

Steve Lesser

Steve Lesser

Course instructor

Steve Lesser is an industry and services consultant with over 35 years work experience. This includes strategic negotiating, consulting, development and implementation of organisational change, leadership, marketing, sales and credit programs and project management for multi-national and regional companies worldwide. He is the Regional Managing Director of a consultancy which he established in 1991, following a successful career in business and the financial services industry. Steve manages relationships throughout the Asia Pacific region. Major clients include Citigroup, DHL, HSBC, JP Morgan, Maxis Communications, Timex, UBS, Vodafone and many others. He has been actively consulting and training in Australia and New Zealand as well as the South East Asian Region (primarily in Singapore, Malaysia, Indonesia, Hong Kong, Japan and the Philippines) for over a decade. Client implementations include state-of-the-art development and implementation of sales and marketing programs for multi-national and regional companies as well as negotiating, project, leadership and other high-leverage competency strategies. Steve is also an accredited Insights (TM) profiling and personality system professional. As an adjunct university lecturer, he teaches in several market related programs at both graduate (MBA) and undergraduate level, specialising in negotiating, marketing, retailing, project management and finance disciplines. Steve has had many articles published relating to implementation of strategies, project management, marketing and sales. He has collaborated on a book and training outcomes related to the leading of organisations through the management of strategic ideas. He has also provided advice, articles and reviews for publishers in Australia. He is also a fellow, Associate, Director and Member of a number of industry-related bodies. Steve is also a frequent keynote speaker at local, regional & international management, financial and strategic conferences. Steve believes that real success comes from the development of long-term strategic retail & commercial business relationships.

Course programme

Strategic Negotiating is a program that focuses on teaching professionals, at any level and in any function, to turn tactical negotiations with customers, vendors and people inside the company into strategic negotiations that build relationships.

You get hands-on negotiating practice using a four-phase Strategic Negotiation Process that you can apply immediately to your jobs.

Each phase of this four-phase process provides key concepts, skills and tools that negotiators can apply to all types of negotiations. The workshop provides you with the opportunity to learn the concepts and practice using the skills and tools to improve their negotiating skills.

You will leave with a disciplined and focused method of using the Strategic Negotiation process in all of your negotiation interactions.

You will learn that strategic negotiating is different from tactical negotiating in that the focus is on identifying mutual interests in an effort to seek agreement so both parties feel that they have won. There is an intention to maintain or build long-term relationships.

Strategic negotiating emphasizes planning for every negotiation interaction in the context of the long-term relationship and finding ways to use each interaction to enhance the relationship.

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Strategic Negotiations

Price on request

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