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Negotiations and Influence in Asia

Negotiations and Influence in Asia

Negotiations & Influence in Asia

The Art and Science of Securing Agreement

Negotiation is the art and science of securing agreement and creating value between two or more parties. In today's global and cross-cultural marketplace, negotiation and influence plays a critical role in managing interdependent relationships, securing successful business deals and ensuring informed decision-making. Although people negotiate all the time, understanding the strategy and psychology of effective negotiations is an invaluable asset in a globally interdependent environment.

This innovative program consists of understanding the process of negotiations and influencing, and the cultural and behavioural aspects that parties bring to the process. Through lectures, discussions, analysis and multi-party negotiation exercises, participants will acquire the conceptual framework and tools needed to refine critical thinking, negotiation skills and decision-making.

Dates and Fees

  • 15 – 19 Jul 2013 *Registration Open*
  • 11 – 15 Nov 2013
  • Fees: SGD 5,680 (excl. GST)

Early Payment & Team Enrolment Savings

Enjoy savings if you pay early using Visa or MasterCard:

  • > 45 days before start of program: 10% savings
  • > 30 days before start of program: 5% savings

Team enrolment benefits are available, please contact Program Advisor for details.

Core Focus

  • Negotiating to create value
  • Negotiation strategies and skills
  • Negotiation – The interest-based approach

How You Will Benefit

This program will enable you to:

  • Negotiate, build and sustain effective deals and working relationships
  • Enhance mental effectiveness by learning the keys to rational thinking, as well as the barriers that keep one from optimal decision-making
  • Develop confidence in the negotiation process as an effective means for resolving conflict
  • Understand the nature of negotiations and gain a broad intellectual understanding of the central concepts in negotiation
  • Experience the negotiation process, learning how to evaluate costs and benefits from alternative actions
  • Improve analytical abilities and the capacity to understand and predict the behaviour of individuals, groups and organizations in a competitive process
  • Develop a toolkit of useful and practical negotiation skills, strategies and approaches
  • Develop an understanding of the dynamics of negotiations in Asia

Application Deadline

  • One month before commencement of program
  • Participants are strongly advised to apply at least 2 months in advance
  • Applications received after the deadline will be considered based on space availability

Who Should Attend?

  • Leaders and senior managers who lead, negotiate, and influence colleagues, partners, stakeholders, principals and suppliers
  • You may be a team leader, member, or an individual contributor working with people who may have differing objectives, interests, and motivations

Program Directors

Dr Chia Ho Beng

Dr Chia Ho Beng
Senior Lecturer, NUS Business School
PhD, University of British Columbia

Dr Chia teaches leadership, coaching for change, creative problem solving, human resource management, negotiation, mediation, and conflict resolution at all levels. He was awarded the Outstanding Educator Award in 2001 and 2002 and made the list of the top six percent of educators at NUS in 2003. Dr Chia is also an adjunct feedback coach with the Center for Creative Leadership, and serves on various mediation and dispute resolution committees in Singapore. He is part of a research group at the Singapore Mediation Centre, and served on the management committee of the Centre for Corporate Social Responsibility.

In 2006, Dr Chia was awarded the Outstanding Community Service Award by the NUS Business School. Prior to his academic career, he worked in both the financial and manufacturing sectors. His work experience includes managing corporate accounts, turnaround management, managing in merger transitions, and problem loans management. Dr Chia brings to the classroom a blend of theory and practical experience.

» View CV

Dr Jay Narayanan
Assistant Professor, NUS Business School
PhD, London Business School, UK

Dr Narayanan is an Assistant Professor in the Department of Management & Organization at NUS Business School. His research interests are in the areas of negotiations and bargaining, and creating effective groups and teams in organizations. Dr Narayanan has taught organizational behaviour to undergraduates at the London School of Economics and Political
Science. He has also been involved in the development and delivery of negotiations courses for MBA and executive MBA students at the London Business School. He has taught negotiations and influence to executives in a wide range of industries in China, Singapore, India, Malaysia, Japan, Germany, Austria and the UK.

Prior to his academic career, Dr Narayanan worked with organizations such as Asea Brown Boveri and Mercer HR consulting. Most recently, he was one of the founding members of Merittrac, India’s largest human resource assessment company. His teaching is based on the psychological research he undertakes as well as the rich experience that he brings from the corporate world.

» View CV

Hear from Past Participants

Written Testimonials

"Experienced and approachable team. Interesting and informative sessions."

Ms Shirley Lim Yew Kee
Materials Manager         
UTC Aerospace Systems
Singapore

"Great training, structured very well with very good real industrial cases. Certainly enhances the negotiating ability of managers. Very useful and appropriate training for project managers and change control managers."

Mr Subramaniam Mohan
Lead (Change Order Resolution)
RasGas Company
Japan

"Very informative and worthwhile program, especially for middle/senior level managers involved in negotiating business outcomes (both internal and external)."

Mr Kevin M. Quidore
Senior Director 
HAVI Global Solutions (Asia Pacific) LLC
Singapore

"Structured and scientific approach to the art of negotiation."

Mr Johnny Yem
APAC Head of Application Services
Newedge Financial Singapore PL
Singapore

"Essential learning for anyone in business."

Mr Shanti Rubens
Lawyer
Rubens Legal
Australia

Negotiations & Influence in Asia

The Art and Science of Securing Agreement

Negotiation is the art and science of securing agreement and creating value between two or more parties. In today's global and cross-cultural marketplace, negotiation and influence plays a critical role in managing interdependent relationships, securing successful business deals and ensuring informed decision-making. Although people negotiate all the time, understanding the strategy and psychology of effective negotiations is an invaluable asset in a globally interdependent environment.

This innovative program consists of understanding the process of negotiations and influencing, and the cultural and behavioural aspects that parties bring to the process. Through lectures, discussions, analysis and multi-party negotiation exercises, participants will acquire the conceptual framework and tools needed to refine critical thinking, negotiation skills and decision-making.

Dates and Fees

  • 15 – 19 Jul 2013 *Registration Open*
  • 11 – 15 Nov 2013
  • Fees: SGD 5,680 (excl. GST)

Early Payment & Team Enrolment Savings

Enjoy savings if you pay early using Visa or MasterCard:

  • > 45 days before start of program: 10% savings
  • > 30 days before start of program: 5% savings

Team enrolment benefits are available, please contact Program Advisor for details.

Core Focus

  • Negotiating to create value
  • Negotiation strategies and skills
  • Negotiation – The interest-based approach

How You Will Benefit

This program will enable you to:

  • Negotiate, build and sustain effective deals and working relationships
  • Enhance mental effectiveness by learning the keys to rational thinking, as well as the barriers that keep one from optimal decision-making
  • Develop confidence in the negotiation process as an effective means for resolving conflict
  • Understand the nature of negotiations and gain a broad intellectual understanding of the central concepts in negotiation
  • Experience the negotiation process, learning how to evaluate costs and benefits from alternative actions
  • Improve analytical abilities and the capacity to understand and predict the behaviour of individuals, groups and organizations in a competitive process
  • Develop a toolkit of useful and practical negotiation skills, strategies and approaches
  • Develop an understanding of the dynamics of negotiations in Asia

Application Deadline

  • One month before commencement of program
  • Participants are strongly advised to apply at least 2 months in advance
  • Applications received after the deadline will be considered based on space availability

Who Should Attend?

  • Leaders and senior managers who lead, negotiate, and influence colleagues, partners, stakeholders, principals and suppliers
  • You may be a team leader, member, or an individual contributor working with people who may have differing objectives, interests, and motivations

Program Directors

Dr Chia Ho Beng

Dr Chia Ho Beng
Senior Lecturer, NUS Business School
PhD, University of British Columbia

Dr Chia teaches leadership, coaching for change, creative problem solving, human resource management, negotiation, mediation, and conflict resolution at all levels. He was awarded the Outstanding Educator Award in 2001 and 2002 and made the list of the top six percent of educators at NUS in 2003. Dr Chia is also an adjunct feedback coach with the Center for Creative Leadership, and serves on various mediation and dispute resolution committees in Singapore. He is part of a research group at the Singapore Mediation Centre, and served on the management committee of the Centre for Corporate Social Responsibility.

In 2006, Dr Chia was awarded the Outstanding Community Service Award by the NUS Business School. Prior to his academic career, he worked in both the financial and manufacturing sectors. His work experience includes managing corporate accounts, turnaround management, managing in merger transitions, and problem loans management. Dr Chia brings to the classroom a blend of theory and practical experience.

» View CV

Dr Jay Narayanan
Assistant Professor, NUS Business School
PhD, London Business School, UK

Dr Narayanan is an Assistant Professor in the Department of Management & Organization at NUS Business School. His research interests are in the areas of negotiations and bargaining, and creating effective groups and teams in organizations. Dr Narayanan has taught organizational behaviour to undergraduates at the London School of Economics and Political
Science. He has also been involved in the development and delivery of negotiations courses for MBA and executive MBA students at the London Business School. He has taught negotiations and influence to executives in a wide range of industries in China, Singapore, India, Malaysia, Japan, Germany, Austria and the UK.

Prior to his academic career, Dr Narayanan worked with organizations such as Asea Brown Boveri and Mercer HR consulting. Most recently, he was one of the founding members of Merittrac, India’s largest human resource assessment company. His teaching is based on the psychological research he undertakes as well as the rich experience that he brings from the corporate world.

» View CV

Hear from Past Participants

Written Testimonials

"Experienced and approachable team. Interesting and informative sessions."

Ms Shirley Lim Yew Kee
Materials Manager         
UTC Aerospace Systems
Singapore

"Great training, structured very well with very good real industrial cases. Certainly enhances the negotiating ability of managers. Very useful and appropriate training for project managers and change control managers."

Mr Subramaniam Mohan
Lead (Change Order Resolution)
RasGas Company
Japan

"Very informative and worthwhile program, especially for middle/senior level managers involved in negotiating business outcomes (both internal and external)."

Mr Kevin M. Quidore
Senior Director 
HAVI Global Solutions (Asia Pacific) LLC
Singapore

"Structured and scientific approach to the art of negotiation."

Mr Johnny Yem
APAC Head of Application Services
Newedge Financial Singapore PL
Singapore

"Essential learning for anyone in business."

Mr Shanti Rubens
Lawyer
Rubens Legal
Australia

Program Finder

More Information
   Apply online
   Join our mailing list
   Request for brochure
   Call Advisor : Joanna Li +65 6516 7872
   Email advisor joanna.li@nus.edu.sg
  



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