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Negotiations and Influence in Asia


Negotiation is the art and science of securing agreement and creating value between two or more parties. In today’s borderless marketplace, negotiating and influencing skills play a critical role in managing interdependent relationships, securing 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 complex interdependent environment.

This program starts with the negotiations and influencing process, then addresses the cultural and behavioral dimensions that parties bring to the process. Through group work and individually tailored sessions, you will receive feedback on your negotiating strengths and weaknesses. You will also practice your influencing skills in real-world scenario simulations and role-plays.

The learning does not stop at the end of the program. You can engage in optional post-program coaching sessions, and work with future participants in extended learning. 

Dates and Fees

  • 2 to 6 July 2012
  • 5 to 9 November 2012
  • 18 to 22 March 2013
  • Fees: SGD 5,380 (exc. GST)
  • Enjoy a 10% early payment benefit if you register more than 45 days before the start of the program.

For Enquiries, please contact Rachel Ma at 6516 8342 or bizmsstt@nus.edu.sg

 

Core Focus

  • Negotiating to Create Value
  • Negotiation Strategies & Skills
  • Negotiation – The Interest-based Approach
  • Cross-cultural negotiations: Managing similarities and differences
  • Culture, perception, and international transactions
  • Dealing with emotional situations

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.

How you will Benefit

This program will enable you to:

  • Negotiate, build, and sustain effective deals and working relationships
  • Learn the keys to rational thinking, as well as optimal decision-making
  • Develop confidence in negotiations as an effective means for resolving conflict
  • Understand the dynamics of negotiations in Asia
  • Evaluate costs and benefits from alternative actions
  • Improve your ability to understand and predict behavior in a competitive process
  • Develop a toolkit of useful and practical negotiation skills, strategies and approaches


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
Senior Lecturer, NUS Business School
PhD, University of British Columbia

Dr Chia teaches undergraduates, university scholars, post-graduates, executives, and unionists in leadership, coaching for change, creative problem solving, human resource management, negotiations, mediation, and conflict resolution. He was awarded the Outstanding Educator Award in 2001 and 2002 and has made the list of the top 6 precent of educators at the National University of Singapore in 2003.Dr Chia is an adjunct feedback coach with the Center of Creative Leadership, and serves on various mediation and dispute resolution committees in Singapore. He is part of the research group at Singapore Mediation Centre, and on the management committee of the Centre for Corporate Social Responsibility.In 2006, he was even awarded the Outstanding Community Service Award by the NUS Business School.His research interests include motivating and encouraging organisational citizenship behaviour, cross cultural negotiations and mediation, the human side of knowledge management, and human resource management for technology innovation teams.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
Ph.D., London Business School, UK

Jay Narayanan is an Assistant Professor in the department of Management & Organization at the NUS Business School. He received his PhD in Organizational Behaviour from the London Business School for his dissertation in the area of negotiations and decision-making. He also has a Masters in Human Resources from XLRI Jamshedpur and won the Citibank Leader’s award overall excellence during this time.

Jay’s research interests are in the area of negotiations & bargaining and creating effective groups and teams in organizations. Jay 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 the negotiations courses for MBA and executive MBA students at the London Business School. Jay has taught negotiations to executives in law and technology firms in Germany, Austria and the UK. Besides this, he has also been involved with the Global leadership development program at the London Business School and as a part of this program, he has been a coach to executives and students.

Prior to his academic career, Jay worked with organizations such as Asea Brown Boveri and Mercer HR consulting. Most recently, Jay was one of the founding members of Merittrac, India’s largest human resource assessment company. Jay’s teaching is based on the psychological research he undertakes as well as the rich experience that he brings from the corporate world. Jay’s teaching is based on materials used to teach negotiations in top programs such as Kellogg, Harvard and London Business School.

View CV


Negotiations and Influence in Asia


Negotiation is the art and science of securing agreement and creating value between two or more parties. In today’s borderless marketplace, negotiating and influencing skills play a critical role in managing interdependent relationships, securing 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 complex interdependent environment.

This program starts with the negotiations and influencing process, then addresses the cultural and behavioral dimensions that parties bring to the process. Through group work and individually tailored sessions, you will receive feedback on your negotiating strengths and weaknesses. You will also practice your influencing skills in real-world scenario simulations and role-plays.

The learning does not stop at the end of the program. You can engage in optional post-program coaching sessions, and work with future participants in extended learning. 

Dates and Fees

  • 2 to 6 July 2012
  • 5 to 9 November 2012
  • 18 to 22 March 2013
  • Fees: SGD 5,380 (exc. GST)
  • Enjoy a 10% early payment benefit if you register more than 45 days before the start of the program.

For Enquiries, please contact Rachel Ma at 6516 8342 or bizmsstt@nus.edu.sg

 

Core Focus

  • Negotiating to Create Value
  • Negotiation Strategies & Skills
  • Negotiation – The Interest-based Approach
  • Cross-cultural negotiations: Managing similarities and differences
  • Culture, perception, and international transactions
  • Dealing with emotional situations

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.

How you will Benefit

This program will enable you to:

  • Negotiate, build, and sustain effective deals and working relationships
  • Learn the keys to rational thinking, as well as optimal decision-making
  • Develop confidence in negotiations as an effective means for resolving conflict
  • Understand the dynamics of negotiations in Asia
  • Evaluate costs and benefits from alternative actions
  • Improve your ability to understand and predict behavior in a competitive process
  • Develop a toolkit of useful and practical negotiation skills, strategies and approaches


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
Senior Lecturer, NUS Business School
PhD, University of British Columbia

Dr Chia teaches undergraduates, university scholars, post-graduates, executives, and unionists in leadership, coaching for change, creative problem solving, human resource management, negotiations, mediation, and conflict resolution. He was awarded the Outstanding Educator Award in 2001 and 2002 and has made the list of the top 6 precent of educators at the National University of Singapore in 2003.Dr Chia is an adjunct feedback coach with the Center of Creative Leadership, and serves on various mediation and dispute resolution committees in Singapore. He is part of the research group at Singapore Mediation Centre, and on the management committee of the Centre for Corporate Social Responsibility.In 2006, he was even awarded the Outstanding Community Service Award by the NUS Business School.His research interests include motivating and encouraging organisational citizenship behaviour, cross cultural negotiations and mediation, the human side of knowledge management, and human resource management for technology innovation teams.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
Ph.D., London Business School, UK

Jay Narayanan is an Assistant Professor in the department of Management & Organization at the NUS Business School. He received his PhD in Organizational Behaviour from the London Business School for his dissertation in the area of negotiations and decision-making. He also has a Masters in Human Resources from XLRI Jamshedpur and won the Citibank Leader’s award overall excellence during this time.

Jay’s research interests are in the area of negotiations & bargaining and creating effective groups and teams in organizations. Jay 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 the negotiations courses for MBA and executive MBA students at the London Business School. Jay has taught negotiations to executives in law and technology firms in Germany, Austria and the UK. Besides this, he has also been involved with the Global leadership development program at the London Business School and as a part of this program, he has been a coach to executives and students.

Prior to his academic career, Jay worked with organizations such as Asea Brown Boveri and Mercer HR consulting. Most recently, Jay was one of the founding members of Merittrac, India’s largest human resource assessment company. Jay’s teaching is based on the psychological research he undertakes as well as the rich experience that he brings from the corporate world. Jay’s teaching is based on materials used to teach negotiations in top programs such as Kellogg, Harvard and London Business School.

View CV


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