Negotiation for Technical Professionals using STEM Approach (1 day)

Negotiation for Technical Professionals using STEM Approach (1 day)

In-house Workshops Only: Cantonese with English Workbook
Introduction

This interactive workshop helps you to improve your negotiations skills when working with stakeholders, suppliers, contractors, end-users and others. You will:

  1. Strengthen your preparation skills
  2. Track your plan by setting questions to avoid being misled by the other party
  3. Ensure use of good questions to obtain useful information for sound management decision
  4. Micro-listen to objections/vague answers/unless information; and counter propose positively
  5. Approach your negotiation from your management perspective to achieve your team goals and ultimately the company’s business objectives
What our Participants say:

"Training that can help you think more, think out of the box, and is very useful"

... Vicky Chu, METRO Sourcing International
Negotiate for Better Deals!

"Audrey's experience and soft materials continue to keep me interested and to keep on coming back for more courses"

... Anthony Leung, Swarovski Greater China
Quick Steps to Win Negotiations

Target

Participants with interest to improve their negotiation techniques will benefit from this workshop. Come prepared for a full day of hands-on practices!
What You Will Cover
  1. First thing first – Negotiation? Ask for information? Or Listen to the other side?
    • Role-play (understand needs, get to know “them” and then negotiate)
    • Feedback on three rounds of role play
    • Sharing on learnings to identify key factors that impact the negotiation outcome and areas for improvement
  2. Discussion session on various scenarios and preparation using STEM Approach
    • Strengthen Preparation ~ What to prepare and how much to prepare
    • Track your plan ~ Anticipate partner’s reaction and set expectations
    • Ensure good use of various questions and how to apply during negotiation
    • Micro-Listening ~ what and how to listen. How to use information collected
    • Approach from the management’s perspective. Study communication with internal and external parties. Learn positive presentation – including selling techniques, relationship building, understanding what’s behind the objections, walking the extra mile and breaking barriers
  3. Polishing your skills
    • Group role-play sessions on questioning and listening steps
    • Tips on positive wordings and presenting your message
    • Answering in the way partners expect you to but respond in the way they least expected
About the Facilitator

Audrey Loh qualifies as a sales and marketing professional with more than 15 years of experience in sales, marketing, accounting and customer service with multi-national companies in the Asia Pacific region. Prior to her present role, she was a marketing director in Motorola. Apart from her professional work, Audrey does management, marketing, customer service and sales skills training for large multi-national corporations in Hong Kong, China, Macau, Taiwan and South East Asia. She is also a certified instructor for Motorola University, Dun & Bradstreet, HKTDC Business School for SME and Wilson Learning.  Audrey has facilitated more than 240 negotiation workshops for participants from adidas Sourcing, Airport Authority, Asia Airfreight Terminal, Asia Satellite Telecommunications, AXA China Region Insurance, Bayer MaterialScience, Bureau Veritas, China Construction Bank, Citibank, CITIC Telecom, CLP Power, Electrical & Mechanical Services Department, Franklin Templeton Investments, Galaxy Entertainment Group, GlaxoSmithKline, Hitachi, Hong Kong Aircraft Engineering, HK Trade Development Council, Johnson & Johnson, Kimberly-Clark, LVMH, Madame Tussaud's, Mead Johnson, Office of the Government Chief Information Officer, Power Assets, Prince of Wales Hospital, Project Orbis, Ricoh, Robert Bosch, Siemens, SML Group, Spin Master Toys, Standard Chartered Bank, Sun Hung Kai Properties, Swarovski, Swire Beverages, Swire Travel, The Dairy Farm, Towngas Telecommunications, Unilever and many other organisations.  Audrey is fluent in English, Putonghua, Japanese, Cantonese & several other Chinese dialects.  Audrey is also a Leading CEO Communications Coach for senior executives.
9:00am to 5:00pm