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Negotiating To Create Value: Using Win-win Principles To Negotiate Better Agreements

Most of us are expected to negotiate effectively with key accounts, strategic partners, customers and vendors repeatedly over a long period of time. We also negotiate within our own organization, with bosses, colleagues, even subordinates. We need to achieve good results for ourselves while maintaining healthy, long-term relationships with our negotiating partners. In today's world, a win-win approach is the only acceptable approach to negotiation.

A successful negotiation begins with preparation: gathering information, identifying interests and currencies of exchange, and creating options. It requires a sensitivity to the emotional aspects of negotiating and the ability to overcome an impasse.

This practical and interactive two-day workshop was designed for people who must negotiate in a variety of settings. It is based on the approach advanced in the books Getting to Yes and Getting Past No by Harvard professors Roger Fisher and William Ury. Facilitated by David Goldwich, a trained lawyer and mediator, this program focuses on preparing for negotiation and provides a framework for negotiating win-win outcomes.

All participants will also receive a free copy of David Goldwich's book Win-Win Negotiations: Developing the Mindset, Skills, and Behaviours of Win-Win Negotiators

Objective

Outline

Who should attend

Managers, supervisors, lawyers, bankers, financial advisors, purchasing agents, contracts officers, executives, sales and marketing staff, customer service representatives, administrative and technical staff, and anyone whose work requires them to negotiate with and influence others.

Methodology

Testimonials

"The [negotiation] workshop is really interesting and engaging. I benefited a lot from the workshop." Sherry Seah, Mapletree Investments

"This course made me start to like negotiation." Gloria Zhang, RBS

"I like the examples given to illustrate the idea of negotiating and also the role play where it involves practical negotiation." Diana Susanto, Nanyang Polytechnic

"David’s coaching on negotiation skills has been transformational and beneficial for me. The session has given me an edge to negotiate confidently with our stakeholders to achieve a win-win situation. I wish I could have attended his course earlier." Angela Chung, Senior Social Worker

"I found the whole course to be extremely useful and I will be able to use this in my day to day job. Excellent!" Raffaela Maiorano, RBS

"Includes a lot of activities for practice and it has been fun!" Lee Han Chew, Manager, IDA

"David is able to use simple and relatable instruction to effectively convey and drive home the essential points." Alex Hun, Senior Consultant, IDA

"David gave a lot of examples which helps me understand better. It’s a great [negotiation] course. I’ve learnt a lot." Karen Ming, Learning Technologist Manager, NTU

"He was very knowledgeable and kept everyone involved throughout the course. Humorous and yet taught us valuable skills." Iris Rosing, Procurement, Apple

"David has a good sense of humour and is very experienced in this area. He is also able to connect and effectively communicate his ideas and concepts." Joyce Ang, Partner (Lawyer), ATMD Bird & Bird LLP

Profile of David Goldwich

David is a "reformed" lawyer who is committed to helping people get what they want by teaching them how to play the negotiation game and be assertive, compelling, persuasive communicators. Born and raised in Miami, Florida, USA, David has been living in Singapore and working throughout Asia since 1999.

David has MBA and JD degrees from accredited and respected bricks-and-mortar universities. He practiced law in the United States for more than ten years, arguing before judges and political, government, and community bodies. He knows how to persuade the toughest audiences. David is trained as a mediator and has managed small businesses as well.

Recognizing that lawyers perpetuate rather than solve problems, David began lecturing and training in 1995. He has taught at the tertiary level in the USA and in Singapore. As a trainer, David applies the "80/20 Rule" by identifying the few critical tools necessary for the greatest improvement and presenting them in a form that is easy to learn and simple to use. An engaging and award-winning speaker, David uses humor and stories culled from his own experience as a lawyer, businessman, and father to help people reach breakthrough changes in their personal and professional lives. David is the author of four books and numerous articles in his field of expertise.

Some of David's recent projects in the region include Allianz Insurance Management Asia Pacific, American Express, Citibank, Caterpillar, Siemens, Singapore Technologies, Panalpina World Transport, BP, Shell, Petronas, Singapore Refining Company, Deutsche Bank, Amtek Engineering, BHP Billiton, Carl Zeiss, Cold Storage, Mitsui Chemicals, Chevron Phillips Chemicals, General Mills, Boston Scientific, Republic of Singapore Navy, Land Transport Authority, IRAS and Ministry of Foreign Affairs