Would you like to increase your odds on having someone listening to your suggestions?
Great ideas do not matter if no one listens to you. This programme is designed to coach you with the essential skills to influence those around you to buy into your idea or do the things you want them to do.
This training is for you and your managers when facing the following needs:
Need people to consider your ideas seriously
Need to win support for your actions
Need to motivate people around you to agree on common goals
Need to win the trust, and respect from the people around you
Need to increase your influence and prestige
Need to stimulate enthusiasm with the people you communicate with
WHO SHOULD ATTEND
Executives, managers, supervisors, and lead line personnel who want to excel in their effectiveness in influencing and negotiating with people.
LEARNING OUTCOMES
At the end of the training, participants will be able to:
Cultivate their own confidence to be an effective influencer
Persuade and influence others
Speak confidently
Win the trust and respect of those around them
Motivate others to do things
Hone their winning personal behaviours
Interpret body gestures and behavior of others
Develop effecting listening and questioning style
Establish objectives to be achieved by negotiation
Identify and differentiate Interests from Positions
Overcome obstacles in negotiations
Take control of negotiation
Identify a range of outcomes from the desired ideal to the ultimate acceptable fall-back position.
Use interpersonal skills to influence others in both informal and formal situations to achieve their objectives
Decide when to make the first offer
Negotiate with unreasonable people
Develop negotiation skills
Speak with the right language and mannerisms
Negotiate successfully
PROGRAMME OUTLINE
Day 1
Session 1: Self Awareness
In this session, participants will be given the opportunity to discover themselves. Participants must find out who they are and understand themselves before they can develop the ability to influence others Learning Areas
Know yourself and what motivates you
Myers Briggs Identified Personality Traits
The JOHARI Windows
Session 2: People Awareness
In this session, participants will develop skills on how to recognize and interpret body gestures, and behavior and what they mean. Participants will also learn to identify the interests of those they are working with Learning Areas
Reading body gestures
Interpreting behavior
Identifying values and interests
Session 3: The FAB of Influence
In this session, participants will learn how to use the Factors, Advantages and Benefits (FAB) of a situation to persuade another to take action. Learning Areas:
Identifying FAB
Charting a communication strategy to promote FAB
Establishing rational thinking
Session 4: Self Transformation
In this session, participants will learn how to transform themselves to become more assertive and in doing so, they will become more influential Learning Areas:
How to transform yourself?
Being assertive
Techniques for self transformation
Session 5: Persuasion Is Influencing
In this session, participants will learn to use the techniques of persuasion so as to influence the other or the people around them. Participants will learn to develop and use the listening and questioning techniques. Learning Areas
Listening techniques
Questioning techniques
Consultative techniques
Day 2
Session 6: Fundamentals of Influencing Skills
In this session, participants will be coached on the fundamental techniques of influencing skills. Learning Areas:
“Pull” don’t “Push”
Getting the other person to be involved in discussion
Persuade, don’t manipulate
Focus on behavior rather than personality
Seek to understand
Session 7: The Meaning of “Strategic” in Negotiation
This session will help participants to be aware that negotiation is part of a strategic process. Participants will know that negotiation is not for a short term gain but is an effort to achieve a situation where both parties can achieve long term mutual benefits. Learning Areas:
Why do we negotiate?
Identifying the objectives of negotiation
Preparation
Session 8: Positions and Interests
In this session, participants will learn to identify the “position” and the “interest” of the negotiating parties. From identifying “position” and “interest”, participants will be guided on how to determine a benefit that will be acceptable to all. Learning Areas:
Positions
Interests
Mutual benefits
Win-Win
Session 9: The Art of Negotiation
In this session, participants will learn different approaches of negotiation. Participants will also see how business people of different culture negotiate. Learning Areas:
Traditional negotiation
Modern negotiation
Identifying possible outcomes
Classifying priorities
Negotiation strategies
Session 10: BATNA
In this session, participants will know to leverage on their apparent advantage to get a good deal. Participants will be taught to identify and strengthen their advantage so that they can negotiate from a position of power. Learning Areas:
Why BATNAs matter?
Determining your BATNA
BATNA and The Other Side
Third Parties and BATNA
.Session 11: Putting It All Together
Action Plan Activities
TRAINING METHODOLOGY
Participants will do a pre-test before the programme. The pre-test will identify the type of personality they have. Participants are requested to submit the completed questionnaires Online to the Instructor, 3 Days before attending the programme. The results of the test will be discussed during the programme for participants to identify their personalities. This training is filled with useful and applicable content. The programme will be interactive will a lot of opportunities for participants to take part in the sessions. Participants will be encouraged to engage themselves in the session for experiential learning to take place. Videos, videos feed-back, practical exercises and Q & A sessions will be used for interactive sessions. All skills learnt from the programme are transferable. A post- programme report will be given on each participant.
TRAINER/FACILITATOR
Mr. Philip Tan Associate Trainer
Qualifications:
Bachelor of Laws (Hons), University of Wolverhampton, UK
Diploma in International Advertising (Dip.IAA, New York)
Cert.Ed (TESOL), Pantai Valley Teachers’ College, Kuala Lumpur
Master in Business Administration (Hull)
Philip Tan is a management and soft skills guru, international public speaker, corporate trainer and motivator. Philip has both academia and industry experience from a diverse range of career paths that include holding senior positions in tertiary education, dotcom, advertising and marketing and hospitality training. In his dynamic career route, he has held portfolios of dean, vice president and chief executive officer. He was also the Senior Examiner for the Chartered Institute of Marketing, UK (CIM). Currently, Philip also supervises the post-graduates candidates of the University of East London (UEL) in their masters dissertations.
Philip has trained major organisations and companies that include Cadbury, Corus Hotel Group, IOI Berhad, SIEMENS, Jebsen and Jessen, Premium Nutrients Bhd, TEXCHEM, Regency Specialist Hospital , FeDEX, SABIC, Saudi Arabia, Oman Tel, Ministry of Oil and Gas, Tanzania, Ministry of Education, Malaysia, Malaysia Airports Berhad, Johor Port, LENO Marketing, Prudential, Cagamas, Kuala Lumpur Convention centre marketing team, Hawley and Hazel marketing team, Thumbprints S/B, Bank Negara Malaysia, etc
Among his participants, Philip is known for his practical and job ready content. He is able to combine soft skills concepts with real life requirements for those on the job.
When he is not on the public speaking or corporate training circuit, Philip consults on strategic management and corporate law.
Back to Personal Development & Effectiveness Courses