Marketing

Why You Should Attend This Course:

Welcome to the Emotional Iintelligence – Negotiation and Persuasion workshop. People often think of boardrooms and million-dollar deals when they hear the word “negotiation”. But the truth is that we ‘negotiate’ all the time. For example, have you ever decided where to eat with a group of friends, decided on chore assignments with your family or even asked your boss for a pay raise? These are all situations that involve negotiating and the skill to effectively persuade others depends largely on our personal and professional lives.

To be an effective leader, one needs to be able to persuade; be it to convince someone in a face-to-face encounter, in a group meeting or an entire organisation. This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation and ways to build win-win solutions for all those involved. We will learn through proven principles and techniques of effective persuasion using the psychology of human behaviour, and the powerful tools in the negotiation process that will work in both written and verbal communications.

Learning Outcomes:

At the end of this session, participants will be able to:

1. Identify what information to share and what to keep to yourself

2. Understand basic bargaining techniques

3. Use the negotiating process to solve everyday problems

4. Negotiate on behalf of someone else

5. Greater understanding of personal behaviour and how our personality influences our ability to persuade others

6. Understand the interpersonal skills needed for persuasion

7. Complete a behaviour profiling and understand your own style

Course Outline:

1. Introduction to Programme

2. Exchanging Information – Phase I

a. Getting off on the right foot

b. What to share

c. What to keep to yourself

3. Bargaining – Phase II

a. What to expect

b. Techniques to try

c. How to break an impasse

4. Closing – Phase III

a. Reaching a consensus

b. Building an agreement

c. Setting the terms of the agreement

5. Negotiating on Behalf of Someone Else

a. Choosing the negotiating team

b. Covering all the bases

c. Dealing with tough questions

6. The Role of Personality

a. Four main types of personality

b. Personality profiling

c. How personality affects persuasion

7. Persuasive Communication Skills

a. Effective social and communication skills in persuasion

b. Hands-on practices

Trainer's Profile:

Ivan Phua – A dedicated professional in Learning and Development, Ivan has been involved with the design, development and implementation of Leadership and People Management, and Service Excellence training programmes in various industries.

With his easy-going and relational communication styles, Ivan is able to build rapport with participants instantly and draws out key learning concepts for effective learning. He is creative, dynamic and he inspires clients to improve their performance by changing their attitudes and developing their skills and knowledge. He brings the best out of them through critical thinking; solving issues by analysing the situation, identifying viable solutions, deciding the right approach to achieve the desired outcome or the "aha" moments.

Ivan has conducted numerous Corporate and Public Workshops, Learning Journeys for Institutes of Higher Learning (IHL), coaching sessions, personality and career profiling, and consultations. He has trained staff from different industries on Change Management, Conflict Resolution, Critical Thinking, Customer Service Excellence, Leadership and Influence, Mindfulness, Presentation Skills, Public Speaking, Stakeholder Engagement, Stress Management and Team Building. His clientele ranges from Corporations to ATOs, including CET Centres, F&B, Retail and Service Chains, Education Institutions and others.

Ivan holds a BSc (Hons) Psychology awarded by University of Derby, UK, Master of Counselling from Monash University in Australia and both Graduate Diploma in Electronic Commerce Marketing and Diploma in Electrical Engineering from Singapore Polytechnic. Besides being an ACTA Certified Trainer and a Certified Executive Transformation Coach, he is also a Certified Behavioural and Career Consultant, Certified Advanced Behavioural Analyst, Certified CareerKeys^TM and PersonalityKeys^TM trainer and a Certified TLC (The Leadership Challenge) facilitator.