Advanced Negotiations & Influence

Call Advisor: Sarah Chan +65 6516 8340

Email Advisor:

Duration: 5 Days

Next Run: 21 May - 25 May 2018 - Apply Now

Venue: Mochtar Riady Building, Lvl 5

Fees: SGD 5,990 (excl. GST) | 6,409 (incl. GST)


Create Strategic Value. Be a Versatile Negotiator. Leadership

Negotiations and influence play a critical role in managing interdependent relationships, securing successful business deals, and ensuring informed decision-making. Understanding the strategy and psychology of effective negotiations is an invaluable asset when shaping deals and building successful relationships.

This programme is designed to help you gain a firm appreciation of different negotiation and deal-making strategies, while providing a platform for you to sharpen these skills through rigorous practice and ongoing feedback. For five days, you will be immersed in a variety of lectures, case studies, group discussions, and role-play exercises. Essential topics such as strategies to negotiate in complex situations and tackling tough conversations will be covered. At the end of the programme, you will be equipped with a comprehensive toolkit of skills, strategies and approaches to help you negotiate more effectively in a variety of cultures and contexts.


Dates and Fees

Dates Venue Fees Excl. GST (SGD) With GST (SGD) Registration
Dates 1
21 May - 25 May 2018 Mochtar Riady Building, Lvl 5, 15 Kent Ridge Drive, Singapore 119245 5,990 6,409 Apply Now

Note: GST applies to individuals and Singapore registered companies.

Alumni / Early Payment / Team Enrolment Benefits

All NUS alumni and past participants of NUS Executive Education are entitled to 10% alumni savings on this programme.

Alternatively, you can enjoy savings if you pay early with Visa or MasterCard:
> 45 days before start of programme: 10% savings
> 30 days before start of programme: 5% savings

Team enrolment benefits are also available, please contact the programme advisor for details.

Application Deadline

  • Participants are strongly advised to apply at least 2 months in advance
  • Applications received after the deadline will be considered based on space availability
Sign Up for Two Programmes & Save

Enjoy significant savings of S$2,000 by combining the following courses with this programme:

Emerging Leaders Programme (ELPCOMBI2017)
Leading with Big Data Analytics (LBDACOMBI2017)
Leading Transformational Change (LTCCOMBI2017)
Mergers & Acquisitions (MACOMBI2017)
Strategic Human Resource Management (SHRMCOMBI2017)
Strategic Marketing Management (SMMCOMBI2017)
Developing and Driving Strategic Innovation (DSICOMBI2017

Terms and conditions apply. Please refer to this information sheet for more details.

You may take this programme as part of the Certificate of Excellence in Global Business.

Core Focus

Foundational principles & approaches

  • Principles of negotiation
  • Characteristics of skilled vs. average negotiators
  • Effective decision-making before and during negotiations

Negotiating across cultures

  • Building cultural awareness in negotiations
  • Communicating effectively across cultures

Strategies for negotiations

  • Strategies to maximise distributive bargainings
  • Planning and implementing integrative negotiation strategies
  • Managing multi-party negotiations
  • Dispute resolution: different approaches and when/how to use them
  • Managing emotions during negotiations and how to avoid psychological traps
  • Navigating complex situations and how to deal with difficult tactics
  • Effective decision-making before and during negotiations

Key Benefits

  • Gain a fresh understanding of key negotiation principles and approaches through research-backed findings
  • Sharpen your skills and develop your confidence as a negotiator through extensive hands-on simulation exercises
  • Overcome personal barriers that hinder optimal decision-making
  • Improve your versatility as a negotiator and be better equipped to negotiate in a variety of situations, with people of different backgrounds and cultures

Who Should Attend

Who Should Attend

Leaders and managers who need to negotiate with, lead or influence others in their work.

Past Participants

Participants by Region
  • Chief Executive Officer
  • Chief Operating Officer
  • Client Manager
  • Commercial Director, Asia-Pacific
  • Contracts Manager
  • Country Finance Manager
  • Decision Support Manager
  • Director, Engine Sales & Leasing
  • General Manager, Operations
  • Head of Marketing, South Asia
  • HR Program Manager
  • Lawyer
  • Marketing Brand Manager
  • Procurement Manager
  • Regional Account Manager
  • Senior Manager
  • Special Counsel
  • Supplier Quality Manager
  • Supply Chain Manager
  • Vice President


  • Fantastic programme that is highly recommended for anyone who regularly negotiates in their workplace.

    Jeremy Thompson, Australia
    Senior Associate
    Corrs Chambers Westgarth

    A programme not just for average negotiators but also skilled negotiators.

    William Leow, Singapore
    Norddeutsche Landesbank Girozentrale

    Essential learning for anyone in business.

    Shanti Rubens, Australia
    Rubens Legal

  • A worthy investment as one gets refreshed with proper negotiation techniques and influencing tactics to reinforce necessary skills for the workplace!

    Eric Tan, Singapore
    Regional Manager
    Tata Communications International

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

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

    Structured and scientific approach to the art of negotiation.

    Johnny Yem, Singapore
    APAC Head of Application Services
    Newedge Financial Singapore

  • Negotiation skills are life skills that everyone needs – this course covers the theoretical and practical aspects, and surprisingly the biological effects of difficult conversations.

    Sylvia Xu, Singapore
    Commercial Manager
    Fugro TSM

    This programme is a refresher of negotiation concepts, and is full of practical sessions that allow us to practise what we learn.

    Aydawati Gwie Ay Chen, Singapore
    Senior Director
    DHL Supply Chain 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.

    Subramaniam Mohan, Japan
    Lead (Change Order Resolution)
    RasGas Company Limited


Programme Directors


Chia Ho Beng

Senior Lecturer, Management & Organisation

» View CV

Ho Beng 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 per cent of educators at NUS in 2003. Ho Beng 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, Ho Beng 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. Ho Beng brings to the classroom a blend of theory and practical experience.


Sandy Lim

Associate Professor, Management & Organisation

» View CV

Sandy is Associate Professor of Management and Organization at the NUS Business School. Her research and teaching address interpersonal dynamics at the workplace, leadership, as well gender and cultural issues in organizations. She has published papers in leading scholarly journals such as the Journal of Applied Psychology and the Journal of Occupational Health Psychology, Personality and Individual Differences, and has presented at major international conferences of the Academy of Management, Society of Industrial and Organizational Psychology, and Association of Psychological Sciences. She has received numerous international awards throughout her academic career, including research grants and best paper awards from the University of Michigan and the Journal of Applied Behavioral Sciences. Sandy’s work has been published in books that examine pertinent issues in different countries and industries. They include International Terrorism and Threats to Security: Managerial and Organizational Challenges (2007), and Unemployment in China: Economy, Human Resources and Labor Markets (2006).

Sandy has served as a research consultant for the United Nations Development Fund for Women (UNIFEM), the International Labor Organization (ILO), and Denison Consulting, and has conducted executive seminars for Bridgestone and the Singapore Ministry of Defence. She has previously taught full-semester courses at the University of Michigan and Singapore Management University.

NUS Business School
Mochtar Riady Building, Level 5
15 Kent Ridge Drive, Singapore 119245

Phone: +65 6516 7872

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