Professional Sales Negotiation Skills Course

” Let us never negotiate out of fear. But let us never fear to negotiate” said John F Kennedy. Based on an executive learning model and packed with practical ideas, this comprehensive professional sales negotiation skills training course from Negotiation Today blends conceptual and hands-on skills training. Based on participants’ feedback, it is probably the best sales negotiation skills training course in Singapore for people who are new to the discipline. The training program uses a mix of theory, group discussion and experiential learning. It is ideal for people who would like to be a skillful negotiator in diverse business negotiating contexts.

Participants will gain the skills, insights and competencies required for negotiation at all levels regardless of industries and business contexts. They will learn important negotiation concepts, strategies and skills, how to develop negotiation power and how to become more influential in all kinds of business and social interactions. This sales  negotiation training course in Singapore is designed exclusively by Negotiation Today and is structured around our proprietary SPINNS Negotiation Model covering Situation, Power, Information, Needs, Negotiables and Strategy.

This 1-day professional sales negotiation skills training course in Singapore puts emphasis on real-world applications, connects theory to practice and will be facilitated by our experienced negotiation trainer who has a strong track record in negotiation training across the world. It is Negotiation Today’s policy to keep the class size small in order to ensure facilitation effectiveness and healthy participant interaction.

Upon completion of this world-class sales negotiation training course in Singapore, participants will gain confidence and practical skills and have a negotiation tool-kit that they can use in virtually any negotiation situation.

Program Objectives

1. To gain a strong mastery of key negotiation concepts, strategies and tactics.
2. To develop and enhance participants’ negotiating power, confidence and skills in challenging business contexts.
3. To understand the psychology of negotiation and how to use appropriate strategies and skills to influence a favourable outcome.
4. To equip participants with a systematic approach for thinking about and planning all sales negotiations.
5. To inculcate the right mindset for all sales negotiation challenges and to help participants improve their negotiation skills across diverse contexts.
6. To learn the interdisciplinary skills of sales negotiation and how to create value for various stakeholders.

Who Should Attend

Sales directors, sales managers, sales executives, account managers, relationship managers, investment bankers, lawyers, real-estate professionals and anyone who has to negotiate in the course of their work, to resolve conflicts or to close profitable business deals.

Professional Sales Negotiation Skills – Course Topics

• Psychology of negotiation
• Principles of sales negotiation
• Key traits and behaviours of successful sales negotiators
• Essential sales negotiation strategies
• Understanding the difference between positions and interests
• How to frame and anchor advantageously to create value
• How to set aspiration point, BATNA and reservation point
• Developing the ZOPA
• Managing information – getting and giving information purposefully
• Concession strategies : quantity, timing, pattern and size of concessions
• How to build and leverage power
• How to handle pressure and tactics used by the other party
• Testing and crafting win-win proposals using MESOs
• Dos and don’ts in team negotiation
• Developing your negotiation playbook

This 1-day world-class negotiation program is currently available as an in-company course. Please email us at: contact@negotiationtoday.com for more information.

Your Expert Trainer:  Mr J C Chan, MBA, FCIM, GDMM, ACLP, DipM (UK) DipIAM (UK) 

Mr J C Chan is a certified international negotiation consultant and has clocked over 20,000 facilitation hours in executive programs across the world over the past 21 years. He is one of Asia’s top negotiation trainers, operating across 6 continents, training participants across private and government organisations. He is a former regional vice-president of an international bank covering the Asia-Pacific region and a former negotiation consultant with BayGroup International USA. He travels around the world to work with his clients and is adept at working with multicultural audiences and negotiating contexts.

His seminar participants are mainly from Fortune 500 companies and include ExxonMobil, Shell, GE, Intel, Apple, HP, DuPont, General Motors, 3M, Coca-Cola, Unilever, Motorola, Rolls Royce, Goldman Sachs, Morgan Stanley, American Express, UPS, KPMG, PWC, Deloitte, Honeywell, FujiFilm, UTC Pratt & Whitney, BASF, Ericsson, LG Chemical, Chevron, National Instruments, Schlumberger Halliburton, TOTAL, Bausch & Lomb, AMD, Applied Materials, Akzo Nobel, Standard Chartered Bank, UTC OTIS Elevator, Schindler Elevator, Kone Elevator, dNata Emirates Group , Analog Devices, Haagen-Daz , Hershey, Simmons, Cathay Pacific Airways, Marriott, Starwood Hotels & Resorts, Carlson Wagonlits Travel, Standard & Poors, Kaspersky Lab, Continental Corporation, National Semiconductors, Merck MSD, Roche, Quintiles, Novartis, Baxter, Sanofi , BD, Bayer, Covidien , Gilead Sciences, Abbott Laboratories, Olympus Medical, Alcon, PerkinElmer, Mead Johnson, International Flavors & Fragrances, HSBC Bank, Barclays Bank , Deutsche Bank , Jardine Matheson , Archer Daniels Midlands , Bank of China, A*Star Singapore , Singapore Tourism Board, Hong Kong Police Force, Port of Singapore Authority, SurbanaJurong, Singapore Economic Development Board, Ministry of Defence Singapore , Ministry of Health Singapore, Defence Science Organisation, Maritime & Port Authority of Singapore, Toshiba, Ciba Vision, Keppel Corporation, ST Electronics, National Healthcare Group Singapore, Alexandra Hospital, Aetna Insurance, Jurong Health Services, Ministry of Finance , Marina Bay Sands Casino, SkillsFuture Singapore, Air Products , PPG Industries , Orica Mining, Santa Fe Relocation, Sapient and Akamai Technologies, amongst others.

He has led executive workshops across 6 continents and 21 countries covering United States (New York, Houston, Boston) , United Kingdom, Russia (Tyumen, Sakhalin), Brazil, China , India , Colombia, Japan (Tokyo, Osaka, Nabari City), Guam, South Korea (Seoul, Daejeong, Osan), Australia (Sydney, Melbourne, Perth), South Africa, United Arab Emirates (Dubai, Abu Dhabi), Thailand (Bangkok, Phuket, Rayong), Philippines (Manila, Cebu), Indonesia, Vietnam, Taiwan (Taipei, Kaohsiung), Hong Kong, Malaysia ( Kuala Lumpur, Penang, Port Dickson), Brunei and Singapore. In particular, he has conducted over 100 executive workshops in 16 cities in China (Beijing, Shanghai, Guangzhou, Shenzhen, Xiamen, Hainan, Ningbo, Chengdu, Chongqing, Urumqi, Hangzhou, Taicang, Ningbo, Suzhou , Zhuzhou and Tianjin) and 4 cities in India (New Delhi, Mumbai, Bangalore and Hyderabad)

Through his extensive international travel, he has trained participants representing over 77 nationalities from USA, Brazil, Japan, China, India, Russia, Ukraine, France, Norway, Holland, Sweden, Spain, Denmark, Finland, Canada, Jordan, Australia, Myanmar, New Zealand, Argentina, Venezuela, Colombia, Ecuador, Chile, Trinidad & Tobago, Mexico, Tunisia, Switzerland, Scotland, Britain, Ireland, Germany, Italy, Hungary, Uzbekistan, Kyrgyzstan, Peru, Sudan, Kazakhstan, South Africa, Mauritius, Swaziland, Mozambique, Malawi, Nigeria, Angola, Zimbabwe, Kenya, Botswana, Niger, Egypt, Saudi Arabia, Iran, Iraq, Pakistan, Lebanon, Syria, Turkey, Poland, United Arab Emirates, Oman, Marshall Islands, Fiji, Guam, Saipan, Maldives, Malaysia, Thailand, Philippines, Hong Kong, Taiwan, Indonesia, Vietnam, South Korea, Papua New Guinea, Sri Lanka , Nepal and Bangladesh.

He holds a Master of Business Administration degree majoring in Strategic Marketing Management from Hull University Business School England as well as several professional qualifications in business and management. He was elected a Fellow of the Chartered Institute of Marketing UK in 1999 and is currently based out of Singapore and New York.

(Above picture: J C Chan outside Harvard Negotiation Institute)

To register for this world-class negotiation skills training course, please email us at: contact@negotiationtoday.com

Have a glimpse at some of the international groups facilitated by J C Chan across the world: 

Office Secretariat: 21, Bukit Batok Cresent, #28-80, WCEGA Tower, Singapore 658065 Telephone Contact: +65-8127-3873 ( WhatsApp)

The importance of cross-cultural negotiation training 

As the world becomes increasingly globalised, cross-cultural negotiation skills have become crucial competencies for professionals in all industries. Cross-cultural negotiation refers to the ability to communicate effectively and reach mutually beneficial agreements with individuals from different cultural backgrounds. This is important because culture has a significant impact on how people view and approach negotiations.

Why are cross-cultural negotiation skills important?

Globalisation and digitalisation have led to an increase in international trade and commerce, creating opportunities for businesses to expand their global reach and operate in different countries. However, this also means that businesses must navigate diverse cultural norms and values in order to successfully negotiate with foreign stakeholders.

Failing to understand cultural differences can lead to misunderstandings, miscommunication, and ultimately, failed negotiations. Cultural differences can affect the way people perceive time, the importance of relationships and their willingness to compromise. For example, in some cultures, punctuality is highly valued, and being late to a meeting can be seen as disrespectful, while in other cultures, being late is considered normal. In some cultures, they expect a lot of room for price negotiation while in some other cultures, price is expected to be an exact science and you negotiate on other variables. Germany is an example of the latter.

Cross-cultural negotiation skills are also important in building strong relationships with international clients and partners. In many cultures, building trust and developing relationships before negotiating is a key part of the process. A good example would be negotiating in the Middle East. Without understanding this cultural norm, a negotiator may come across as aggressive or pushy, damaging the relationship and hindering the negotiation.

Strategies for Cross-Cultural Negotiation

1. Research the Culture: Before entering into a negotiation, it is important to research the culture of the individuals you will be negotiating with. This can include understanding their values, customs, communication styles and negotiation tactics.
2. Build Relationships: In many cultures, building relationships is a crucial step in the negotiation process. Take the time to get to know your counterparts, ask questions about their culture and interests and show a genuine interest in their perspective.
3. Communicate Clearly: Communication is essential in any negotiation, but it becomes even more critical in cross-cultural negotiations. Be aware of language barriers and use simple language to ensure that your message is understood. Also, be mindful of non-verbal communication, as this can vary greatly between cultures.
4. Be Flexible: In cross-cultural negotiations, it is important to be flexible and willing to compromise. Different cultures may have different priorities and understanding and respecting these differences can lead to a successful negotiation.
5. Embrace Differences: Finally, it is important to embrace cultural differences rather than trying to ignore or downplay them. Understanding and respecting these differences can help build trust and strengthen relationships, ultimately leading to a successful negotiation.

Cross-cultural negotiation skills have become crucial competencies for professionals in all industries in our increasingly connected world. Cultural differences can impact how people approach negotiations, and without an understanding of these differences, negotiations can fail. By researching the culture, building relationships, communicating clearly, being flexible, and embracing differences, negotiators can improve their cross-cultural negotiation skills and achieve better outcomes in the international marketplace.