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| THE ART OF INFLUENCING & NEGOTIATION |
12th -13th August 2014 (2 Days)
Time: 9:00am - 5:30pm
Venue : Gurney Hotel, Penang. (Subject to change)
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INTRODUCTION
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| High-involvement organizations increasingly rely on employees to lead initiatives and often, these employees need to persuade, influence and negotiate with people in their work teams. Thus, their skills in gaining ‘buy-in’ play a critical role in determining the success or failure of their projects. This program is specially designed to equip employees with essential influencing and negotiating skills to successfully win over the cooperation and acceptance of others. |
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TARGET AUDIENCE
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| • Executives , Supervisors and all those who are interested in enhancing their influencing and negotiation skills |
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COURSE OBJECTIVE
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At the end of this program, participants would be able to :-
• Ensure involvement of others and increase their acceptance of ideas
• Enhance their reputation as strong contributors at meeting organization goals
• Acquire skills in choosing the right style f negotiation for various situations
• Use negotiation tactics to change opponent’s position or to resist change to your position
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TRAINING METHODOLOGY
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| Interactive lectures, pair exercises, group activities and role play. |
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COURSE CONTENT
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Basics of Persuading and Influencing
• Key principles in communicating to persuade
• Characteristics of successful persuaders and influencers
• Understanding challenges in influencing others
Creating the right atmosphere
• Defining and maximizing opportunities for success
• Strategies to influence individuals, teams and seniors
Developing an Influential and Assertive Personality
• Overcoming thinking traps
• Reprogramming your mindset
• Getting from No to Yes
Understanding Negotiation Styles
• Strategies for competitive and cooperative negotiations
• When to apply competitive and cooperative techniques
Preparing for a Productive Negotiation
• A structured approach – Opening; Navigating the Content; Closing
• Prioritizing your needs
• Making and getting concessions
Getting Your Opponent onto Your Side
• Word power – the language of negotiation
• Behavioural tactics in negotiation
• Overcoming sticky situations
Fine tuning your Persuasive Self-image
• Adjusting and maintaining the right attitude
• Recognizing that being persuasive or influential is a matter of choice |
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SPEAKER’S PROFILE
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Celina Alejandro-Ancela
Celina Carries out training and coaching people to develop their communication and emotional intelligence skills. Her strength and ability to connect and engage participants in training arose in part from the benefit of having grown up in Asia and in Europe and adopting beneficial training aspects from both Continents. In 15 years of work in Malaysia, Singapore, the UK and Spain, she has accumulated vast experience and know-how in dealing with, working, training and coaching adults and students from different cultures, walks of life, work backgrounds and across languages.
Over the years, besides training and coaching, her advisory and consultancy role and various publication work in Malaysia and Europe; she has had the fortuitous opportunity to actively develop, implement and conducted educational programs and workshops for various Universities, polytechnics, corporations, and organizations.
Her roles included developing the potential of employees, improving communication skills, management skills, team building, as well as coaching and mentoring, incorporating areas of business communication, motivation, emotional intelligence, personal branding, team building, leadership, customer service, negotiation, and business writing skills.
Some of the companies and universities Celina has worked with include Securities Industry Development Corporation, Malaysia; Singapore Institute of Technology; Ngee Ann Polytechnic; Nanyang Polytechnic; Temasek Polytechnic; NAZA KIA Academy Sdn Bhd; Regent’s Business School London, University Polytechnic of Catalonia – UPC (Universitat Politècnica de Catalunya, Barcelona); Qatargas Operating Company Limited; Nestlé S.A, Telekom Malaysia Berhad, BP Pte Limited, and Red Bull GmBH. Recently, Celina worked with PKNS, a Selangor State Owned Corporation in Malaysia on a corporate cultural change programme involving over 1000 people, using Directive Communication psychology (accredited by the American Institute of Business Psychology) and concepts on emotional intelligence to address elements of corporate and personal transformation and branding.
Her Forte:
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Effective communication; business communication skills; negotiation; personal branding; nurturing
better relationships; emotional intelligence; customer service skills and conflict management. |
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Directive Communication Psychology & Coloured Brain Processing essential for hiring staff; team
building; workforce enhancement and internal Corporate Cultural Change to enhance workforce performance
and productivity. |
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Leadership and Team Building. |
Training/Coaching Milestones:
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Personal Coaching Certification by the Coaching Academy, United Kingdom. |
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Certificate for Management, Leadership and Teams Program from the Institute of Leadership & Management (ILM), United Kingdom. |
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Certificate for Achievement in Management, Leadership and Teams Program from Bramley Lakes Learning and Development, United Kingdom. |
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Chinese Business Management Certificate from Beijing, China. |
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Assessor for Global Business Management Simulation Module at Regent’s Business School London, United Kingdom. |
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Directive Communication Psychology Certification, accredited by the American Institute of Business Psychology (AIOBP) for:
• Colored Brain Communication;
• Human Motivation and Drive;
• Mastery in Dynamic Speaking; and
• DC Based Curriculum Development.
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Advanced Certificate in Training and Assessment (ACTA) for training, assessment and curriculum development from the Singapore Workforce Development Agency. |
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COURSE FEES
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HRDF – SBL Application (100% reimbursement)
Early Bird (Register by 15th May, 2014)
RM1380 per person
(Inclusive of materials, tea breaks, lunch and certificate of attendance)
Normal Fees
RM1580 per person |
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We can run this course in-house for your employees. For the a detailed training proposal, please contact us by e- mail info@dunville.com.my or call 04-2293900 / fax 04-2293894.
Terms and Conditions of Seminar
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Registrations will only be confirmed upon payment. |
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Please make cheques payable to Dunville Training Centre Sdn Bhd and bank in or direct digital bank transfer payment to Hong Leong Bank 26300000560 |
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Payment must be received at least 7 days prior to the seminar date. |
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There will be no refund for cancellation. However, replacements are welcomed. |
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The organizer reserves the right to make any amendments and / or changes to the seminar programme, venue, speakers replacement and or topics if warranted by circumstances beyond its control. |
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