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Those who know how to negotiate get the bigger piece of the pie. No exceptions.

the essence of successful business interactions from both the seller's and buyer's perspective a two-day program featuring role plays and case studies developed by Project on Negotiation at Harvard Law School

Facilitated by

THEY ARE PLAYING THE NEGOTIATION GAME ON YOU RIGHT NOW! Those who know how to negotiate get the bigger piece of the pie. No exceptions. Negotiating effectively is a subtle, unobtrusive professional skill. It has to be learnt just like any other skill. It directly influences corporate profitability. All company staff members SHOULD know how to negotiate. If you are not aware of negotiation principles, you are costing your company millions of dollars in lost opportunities. Your prospects, customers, suppliers, partners and associates are applying negotiation principles and tactics on you right now, encouraging you to give them a bigger portion of your share of the pie -- without your realizing it. Of course, you dont realize it -- because the basic premise of negotiating is that it is applied without the other side even remotely sensing it. This program equips you with powerful negotiating and influencing techniques and strategies.

WHY THIS PROGRAM IS SPECIAL

Links ideas presented directly to participants' actual negotiation / influencing situations 40% expert input (or lecture), 60% audience participation (learning by doing); Discusses current best practices in business negotiations, adapted to suit the Asian business environment Each participant receives a comprehensive fact-filled workshop-manual-cumresource-book for easy on-the-job reference; 40% expert input (or lecture), 60% audience participation (learning by doing) Extensive workshop-manual-cum-resource-book for future reference Validated by EDS Advance Academy, Asia Pacific, in collaboration with Southern Luzon State University, Batangas State University, Sultan Kudarat Polytechnic State College, Laguna State Polytechnic University, Palawan State University, Akamai University, and American Heritage University for CEU award purposes Endorsed by HRD Gateway, malaysiaHRonline, HumanTalents International, and TrainingMalaysia In association with HRD Gateway, this program offered in: India, Pakistan, Sri Lanka, Singapore, Malaysia, China, Taiwan, Indonesia, Brunei, Thailand, Cambodia, Vietnam, Laos, Myanmar, Philippines, Czech Republic, and USA

BENEFITS YOU'LL RECEIVE AND CAN APPLY IMMEDIATELY You will .. Discover your negotiation profile; Learn how to prepare for business negotiations; Know how to use the William Ury Model; Capitalize on the power of benefits; Learn how to apply negotiation strategies in various situations; Know all about money in negotiations; Maintain control in most difficult situations; Be able to place and give concessions; Know how to use variables in negotiating; Understand the concession curve; Be aware of negotiation games other people play on you; Learn to use countering tactics in negotiations; Know how to use the perception of power when negotiating; Learn how to be credible in the eyes of the other party; Know how to close a deal.

WHO SHOULD ATTEND The program is for buyers, purchasers, and sellers, as well as for others within the organization who need to negotiate with vendors, suppliers, customers, superiors, subordinates, and peers in other departments.

OBJECTIVE By the end of the session, participants would understand principles of business negotiation that they can use to create a competitive edge for themselves and their companies. They would be able to prepare, plan, develop and execute appropriate strategies in business negotiation and transaction.

PROGRAM TOPICS Introduction Problems you face when negotiation with others So far, how have you been negotiating? Group exercise: How not to lose your shirt in a negotiation encounter The paper tearing exercise Dont ASS U ME Opening tactics Test yourself on "The Opening Statement" About the opening statement Who opens first? Krunch early and krunch often If you have to open first Assumptions All about trades offs and variables The need for trade offs Variables in negotiation Some variables Other variables applicable to your business Tactics -- How to's Over 50 tactics used in negotiating / influencing How to counter tactics When they say they want this, do they REALLY mean they want this? Issues, positions, interests, options, and variables The question of position versus interest Position-Interest role play Creating Options Options Role Plays Deadlock, impasse, stalemate Definition The wrong way to break a deadlock, impasse, stalemate: How to break deadlocks, impasse, stalemates Solo negotiation or team negotiation Solo negotiator Advantages, Areas of concern A team of negotiators Advantages, Areas of concern The Negotiation Team rules of engagement Money and negotiation

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Various ways of working around money he use of funny money How to create perceptions on value of money The ubiquitous Its too expensive...... Video presentation Mark McCormack's "What They Dont Teach You At Harvard Business School Power in negotiation Informal leadership power Legitimate power Tactical power How to help the other party come to a decision How to trial-close Buying signals -- spoken, unspoken Making final offers Conclude with a nibble What to do when a decision with the other party is reached Role plays The general manager and the consultant The customer and the customer service representative GE International, Inc. (other role plays depending on industry and need)

The program is based on research by .

Mechanism for Level 2 and level 3 evaluation

Level 2 Evaluation: Participants will respond to a questionnaire emailed to them one month after each program, to ascertain their understanding of the concepts presented at the training program Level 3 Evaluation: The trainers will email to immediate superiors of participants a questionnaire for them to fill in. Such a questionnaire helps superiors determine whether participants have applied the concepts and principles at work and integrated them into their work routine.

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Program endorsements Endorsed by

Validated by EDS Advance Academy, Asia Pacific, in collaboration with Southern Luzon State University, Batangas State University, Sultan Kudarat Polytechnic State College, Ifugao State College for Agriculture & Forestry, Laguna State Polytechnic University, Palawan State University, Akamai University, and American Heritage University for CEU award purposes

Program offered in: India, Pakistan, Sri Lanka, Maldives, Singapore, Malaysia, China, Taiwan, Indonesia, Brunei, Thailand, Cambodia, Vietnam, Laos, Myanmar, Philippines, UAE, Czech Republic, and USA

Program developed by HRD Gateway International Management Centre Faculty Used under licence Co-trainer DANNIEL LIM is an author, a passionate coach, an experienced speaker and MC. He has trained & spoken in Malaysia, Singapore, Indonesia, Vietnam, India & Hong Kong. He is a HRDC Certified Training Consultant active in the area of Leadership; Inter-Personal Skills Development (Emotional Intelligence / Communication Skills); Marketing & Customer Service; HR & Training Development; Organizational & Culture Development; Public Speaking & Presentation Skills; Personality Profiling; Behavioral & Mindset Development; Freedom of Expression and Stress Management. Danniel has 20 years of experience in a wide range of areas such as Education; Sales & Marketing; Certification; Consultancy; HR & Training and Organizational Development. Danniels career has been centered on SMEs & SMIs that deal with National & MultiNational Corporations as such he is well experienced with the best & worst of both worlds. Therefore he is well equipped to help deal with any organizations development needs precisely & effectively. Danniel is the Vice President of HRD Gateway (www.hrdgateway.org), a 40,000 member international non-profit organization dedicated to excellence in Human Resource Development. He is also the Consulting Director of HRD Gateway Management Development Centre (MDC) the education & development arm of HRD Gateway. He is currently studying for his MBA and at the same time conducting research & preparing to write his definitive doctoral thesis on the dynamics of personality in business as well as personal relationships. Danniel is Vice President, HRD Gateway

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Consulting Director, HRD Gateway Management Development Centre Faculty Member, HRD Gateway Management Development Centre Adjunct Faculty Member, Humantalents International Certified Training Consultant (TTT/0511) Human Resource Development Council Developer, Organizational Development Instrument Co-Developer, Cultural Overview assessment tool Co-Developer, Team Overview assessment tool Co-Developer, Personality Development Instrument Developer, Behavioral Development Technology Founder, the SIMPLY SPEAKING system Co-Developer, the Strategic and Tactical Speech Process Co-Author, The Art of Mastering Ceremonies Lecturer, Open University Malaysia President (2010-2011) Money & You KL Toastmasters Club Competent Communicator, Toastmasters International Graduate, The Money & You Program Graduate, The Landmark Forum Graduate, The Silva Mind Method

His current & recent clients include Aker Solutions, The Ascott KL, AUO Sunpower, Commerce Dot Com (DRB Hicom Group), Delta Mediscience, Department of Civil Defense (JPA), DHL, Fire & Rescue (Bomba), Flextronics, GCEHC, Hilton Hotel Kuching, INSPEN, Jabil, Malakoff Corporation, Marinetime Enforcement Agency (APMM), Maybank, Maxis, Merck, Ministry of Health, NST, Prudential, Public Bank, RB Land, Real Rewards, Royal Malaysian Air Force (TUDM), Royal Malaysian Police (PDRM), Shell, Sime Darby, Southern Lion, Spansion, Symrise, Tan Chong, Telekom Malaysia, Western Digital, Xepa-Soul Pattinson, Zuellig Pharma, etc. Danniel is a proponent of the holistic Organizational Coaching approach as opposed to the surgical Training only approach when it comes to developing the people in an organization. In line with this approach, Danniel developed as a faculty of the HRD Gateway MDC the Organizational Development Instrument (ODI) which is primarily a set of three (3) audit and measurement tools; the first tool is the Cultural Overview for assessing and measuring your organizations culture and resilience; second, the Team Overview for assessing the teamwork and group dynamics of a department, committee, project team, etc.; while the third is the Personality Assessment Tool for assessing and analyzing the personality and thinking styles of employees.

Co-trainer The course leader, G K Lim (aka Sawadpong Limtrakul), is experienced in sales, marketing and business, and in cutting-edge adult learning techniques G K Lim (aka Sawadpong Limtrakul) < gk@gklim.com > is President of HRD Gateway, a 40,000-member international non-profit organization dedicated to excellence in human resource management. He is also a training consultant in the area of consultative / solution-centric selling skills, key account

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management, negotiation / persuasion / influencing skills, stress management, whole-brain intuitive 360-degree managerial leadership excellence, level 5 leadership, personal productivity / resilience skills, and mind / intuition enhancement. He holds an MBA from American Heritage University of Southern California, and currently working for his DBA from Ifugao State University, Philippines. He has had consulting and training assignments in Thailand, Indonesia, Malaysia, Singapore, Brunei, Philippines, Vietnam, India, Sri Lanka, Maldives, United Arab Emirates, and China, and has appeared on TV2 (KL), TVM (Maldives), UNTV (Manila) and RPN9 (Manila). He is Fellow of the Institute of Sales and Marketing Management; Approved CMSI Sales Personnel Certification Advisor & Instructor; ISO Certified In Marketing & Sales (ISO CMS 991182); Certified e-Business Associate (EC-Council); Certified EC-Council Instructor; Certified Herrmann Brain Dominance Instructor; Certified Competency-Based Training & Education Instructor; Certified facilitator for "Psychology of Winning," "It's A Deal," "Adventures in Attitudes," and "You Were Born Rich Video Program;" Accredited Facilitator, Accelerated Entrepreneurs Development Program; Silva Mind Control facilitator; Associate, Profiles International; Process Implementation Specialist, SMI NLP practitioner; Affiliate, Jim Rohn International; Member, Ecumenical Society of Psychorientology; Member, Intuition Network; Founding Member, International Association of Coaches; President, HRD Gateway; Past President, China HRM; Principal Consultant, Human Resources Services; and Project Leader, HRD Gateway Management Development Centre program development project A partial list of in-house training clients include: ABB, Aesculap, Acer, Aon Vietnam, ANZ Bank Hanoi, B Braun, Bristol-Myers Squibb, Cadbury, Canon, Ciitibank, Cycle & Carriage Bintang, Datacard Group USA, Dell, Dexion, DHL, Digi, Euromedical, Flextronics, GE Toshiba Silicones, HAVI Food, IQPC Oil & Gas Dubai, IITM Sri Lanka, Intel, Jabil, Jaya Jusco, Komag, Landmark Graphics, Maersk Medical, Maybank, Maxis, Microsoft Thailand, Mitsui-O.S.K. Lines, Mitsui Sumitomo, NEC, New Zealand Milk, Nordberg China, Novartis Pharmaceuticals, O'Connor's, Panasonic, Permodalan BSN, Public Bank, PSA Maldives, PWTC, Reliance, Roche, Samsung India, Shell, Sime Darby, Singapore Institute of Management, Syngenta Crop Protection, Ta'aheel FZ. Dubai, Tara Prima Megah Bandung, Texchem, Tecumseh-Euro-Malaysia, TUDM, Wearne Brothers, Xepa-Soul Pattinson, Yves Rocher, and Zuellig Pharma

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WHAT THEY SAY ABOUT G K LIMS TRAINING SESSIONS

Thank you again for doing a wonderful job with our sales team. We appreciate it very much. As Rob and I mentioned to you in our Saturday lunch meeting, our sales channels see themselves as being professional. In other regions of the world we found that the survey feedback ranged from neutral to negative. In your case, the response was much more positive than we experienced in other parts of the world, and with other trainers. Of the 60 delegates that attended, only 35 delegates completed the survey before leaving the meetings. The breakout for your section is as follows: Fair 9; Good 24; Excellent 2. In summary, 26 out of 35 thought the program was good to excellent. Thank you for doing your part. I thoroughly enjoyed working with you and hope the opportunity presents itself again. You are a true professional. -- Kevin Gillick, Datacard Group, West Minnetonka, MN GK Lim is one of the best persuasion psychologists in Asia. He is a much sought after trainer in Malaysia and neighboring countries as he uses his knowledge and experience accumulated over 3 decades in order to give the best to his clients. He was invited to SriLanka, my native country, to conduct his flagship training programs by SriLankan event organizers after they had heard of his success in Malaysia, Philippines, Singapore, Thailand, Vietnam, Brunei, China, India, Maldives, and UAE. His success can be also attributed to his very own presentation style and mastery of language which had been commended by many of his contemporaries worldwide -- Jayadeva de Silva, HumanTalents Unlimited. I find his presentations very well structured, full of practical/down to earth ideas and easy to understand. He shares his experience freely and often gets excellent evaluations from course participants. In fact, when GK conducted his training for my company's sales & marketing team, his experience and ideas were well received by the participants. -- Toh Siew Pat, Head of HR & Admin., SWM Environment Sdn Bhd GK Lim specializes in sales, negotiation & leadership training programs. His programs are lively, effective and humorous. You will never be bored in his session and you will get valuable takeaways. Recommend to anyone looking to do such topics of training. -- Lily C.L. Lau, Culture Synergy Cultivator, Certified Trainer, Speaker, Principal Consultant, Culture Dynamics We received very favourable feedback from the delegates' appraisal of the Conference and I am pleased to inform you that your individual rating, as a speaker for your presentation on "Relationship Between Managers and Talented Employees" is "Excellent" We have no doubt that your participation had contributed to the success of the Conference. -- Irene Lum, Conference Development Manager, Asia Business Forum I have known G K for since 1986 and have been working with him together on training projects. G K is a person of vast knowledge and practical experience, and is a very pragmatic trainer. He always strives to ensures that the training objectives are met while at the same time promote fun and liveliness in his training. He is creative and vibrant in his training delivery. -- Stanley Cham, Entrepreneur, Oneness Training & Coaching On behalf of Community Services of Bangkok, I want to thank you for the three Winning Strategies seminars you have presented since January. The response to this seminar has been very positive by both the foreign and Thai participants. This is indeed a worthy contribution to the English-speaking persons in Bangkok Leslie Weed-Fonner, Coordinator, Community Services of Bangkok We are very pleased to have you lead the seminar "Winning Strategies For That Competitive Edge" to our sales personnel. The participants thought the program was very educational, enlightening and interesting and particularly, the newcomers to the Company reported that the seminar was an eye-opener and you were able to furnish them with the 'edge' to improve their job performance. We extend to you our thanks and appreciation. -Koh Chee Kean, GM, Wearne Brothers (1983) Sdn Bhd

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Thank you very much for your participation in the recent Komag Career Fair. You have given a very impressive performance and the audience found your talk interesting and motivating. I found that you are able to reach out and build a good rapport with the audience instantaneously and had them drawn to you, paying close attention throughout your talk. Although you are an external person to Komag, you are quick to understand the purpose and objective of the Career Fair. You aligned your talk to the theme of the fair "Creating Your Future" very well. Your talk was a good warming-up to the presentation on Career Pathing, a matter viewed and taken seriously by all Komag employees. K K Lim, General Manager (KM 1 -Operations) Komag USA (M) Sdn Bhd We have engaged Mr G K Lim to hold a motivational course, Winning Is Easier Than Failing. We all agreed that Mr Lim is able to convey messages across the participants in a simple and easily understandable way. He managed to built up a good rapport across the audience and is very responsive to all the questions raised during the session. We are convinced that the course is beneficial to our company. -- C A OOI, GM, Chemopharm Sdn. Bhd. I have had the honour and privilege of sharing the seminar platform with many of the world's greatest speakers including Bob Proctor, Wayne Dyer, Deepak Chopra, Stuart Wilde, Dottie Walters and others. I count Mr. G.K. Lim amongst this group and I am doubly blessed to call him friend. I have personally done three seminars with Mr. G.K. Lim and found him absolute world class. It is very important to me when I do seminars in different countries to work with the countries' best in matters of "Success, The mind, and Sales, and Mr. Lim has proved to be fantastic. He has all of the international qualities whilst still being able to communicate with his fellow Asians from newcomers to C.E.Os. Any company would find their sales and productivity greatly increased after experiencing G.K. Lim. -- Michele Blood http://www.musivation.com, La Jolla, CA Thank you and congratulations on a great presentation!! Your presentation on "How to Thrive on Stress" were inspiring, humorous and most important of all informative. It touched home base and our hearts. We must really comment on your ability to handle crowds of all levels. Feedbacks from our directors, senior managers and middle management staff were more than impressive. You helped them to accept your message rather than driving home the point. Making it personal for them too, made the topic so refreshing. -- Fong Muntoh, Assistant Human Resource Manager Reliance Pacific Berhad Good job done. Interesting, helpful, practical. Trainer is very experienced. A good presenter Used real life examples. -- K K Chan, Manager, Sime Alexander Forbes Trainer is excellent. Good team work. Good participation. Relates well to audience. Pace is quick -- A Raj, Executive, Assoc. Motor Industries I have known G K Lim since 2003, during the early days of HRD Gateway, a 40,000-member international NGO dedicated to excellence in HRD/HRM. We would often discuss how HRD Gateway could grow and how Oak Training could help HRD Gateway members. GK contributed articles of interest to trainers and HR specialists, and these were published the Oak Training site. G K Lim has spent over three decades in the training profession, as a training specialist in the area of sales, negotiation, managerial leadership and stress management. I highly recommend him to those in need of services that he provides. An inspirational talent that adds so much value to everything that he gets involved with. -- Des Fitzgerald, Managing Director at Oak Training Ltd http://www.oaktraining.com/ Lively presentations. Useful tricks and methods with real life examples. Experienced presenter. This is the type of presenter who is favoured, rather than those PhD holders with vague knowledge who do not accept comments / ideas / opinion from others. Frankly, this is high rated workshop in my opinion. Mr G K Lim turned this boring topic into an interesting workshop. Good job! Good and interesting workshop! GK is an experienced facilitator. Useful for communication skills, practical methods with example are given. Excellent. Very practical. Easy to understand, with interesting examples. The program is practical and its applicable in all situations whether we are in product sales or education business. The sales approaches, closing techniques and ways to handling objections shared by the facilitator are very helpful and beneficial. What we need to do is to adapt them into the education industry. Can apply the principles learnt in the workplace and personal life. Informative workshop, good interaction, met objectives. -- Comments by lecturers, administrators and Heads of Divisions of TAR College after an inhouse program

Countries the trainers have conducted training in.

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