CERTIFIED INTERNATIONAL PROFESSIONAL NEGOTIATOR
(CIPN) OUTLINE – THREE (3) DAYS
Introduction
CIPN, (“Certified International Professional Negotiator”), is a certification
program designed for US and international business practitioners by the
American Certification Institute (ACI) for those individuals who wish to increase
their international negotiation skills. This program is dedicated to promote
negotiation skills and knowledge to world-class standards. Candidates are
tested and certified by the Global Negotiation Institute (GNI).
CIPN is designed to evaluate objectively professionals on their ability to learn
and apply international business negotiation knowledge, skill, and ability. If the
professional wishes to obtain certification, he/she must demonstrate such
knowledge, skill, and ability through a “real-world”international “mock
negotiation” conducted on the last day of the class or successfully pass an 80
question multiple choice certification examination. The method of evaluation is
determined by the individual client organization. For public seminars, the “mock
negotiation” approach is employed. In the “mock negotiation”, group and
individual negotiators are thoroughly evaluated and critiqued by the course
instructors and other students. If successful, they will be considered candidates
for certification.
THE COURSE OBJECTIVE
✓ To provide candidates the knowledge on how to approach contracts
negotiation strategically.
✓ To ensure candidates understand their own styles as they go into
the negotiation
✓ To establish negotiating styles (what you might encounter, what
works)
✓ To learn influencing skills and meeting the interests of all parties
✓ To prepare more effectively for negotiations: both in terms of the
data needed to gather and understanding the context in which the
negotiations take place
✓ To understand communication and listening skills for effective
negotiations
✓ To provide candidates who demonstrate their understanding of the
fundamentals of the profession through the successful completion
of rigorous professional certification examinations based upon the
Certified International Professional Negotiator Body of Knowledge.
WHAT CAN YOU LEARN?
✓ Master Win-Win Negotiation and other negotiation strategies
✓ Use the Science of Negotiation when planning for negotiation
✓ Discover relevant aspects of your own personality and behavioral
tendencies as well as your needs, goals, and power
✓ Perceive and assess relevant aspects of your counterpart's
personality, needs, power, and behavior
✓ Practice the rules of effective listening, speaking, questioning and
observation
✓ Learn to apply appropriate negotiation tactics and how to counter
“Nasty Tricks” from the opposition
✓ Learn to look for common ground and common goals in negotiation
✓ Know when to continue and know when to walk away From a
negotiation
✓ Learn to maintain your personal integrity and trust
✓ Learn to confirm the status of a negotiation and how to conclude a
successful negotiation
✓ Learn why negotiation is important in awarding and administering
a "Quality Contract"
✓ Learn the importance of Pre-Negotiation and Post-Negotiation
Documentation
MODULE 1 Negotiating a Quality Contract and World Class
Negotiation Management
1. Explain what is meant by a “Quality Contract” and why negotiation is
the best approach for achieving one.
2. Explain the benefits of using a win-win approach to negotiation.
3. Explain the benefits of developing long-term business relationships.
4. Describe and implement the “Science of Negotiation”.
5. Elements of a World-class Negotiation Process
6. Understanding requirements
7. Understanding the market
8. Negotiation planning and management
9. Negotiation execution (including “messaging”)
10. The importance of alternatives
11. Relevance to “personal negotiations” (house, car, salary,
engagement?, etc.)
NEGOTIATION RULES HANDOUT
MODULE 2 Distributive Bargaining
1. Key concepts of Distributive Bargaining
2. Preparation for Distributive Bargaining
3. Distributive processes during the negotiation
4. General rules for Distributive Bargaining
5. Hardball tactics and how to respond to them
6. Helpful tactics during negotiation
7. Influence tactics
8. Tips for Distributive Negotiations
9. Key moves in Distributive Bargaining
10. Common Mistakes in Negotiation
11. Keys to negotiation effectiveness
NEGOTIATION MISTAKES HANDOUT
MODULE 3 Integrative Bargaining
1. Characteristics of Integrative Bargaining
2. Integrative negotiation strategy
3. Appropriate questions
4. Inventing options
5. Factors that facilitate successful Integrative Negotiations
6. The importance of trust in negotiation
7. Communication techniques and lessons learned
8. Use of negotiation leverage
FOUR MAJOR NEGOTIATION STYLE HANDOUT
STUDENT NEGOTIATION STYLE ASSESSMENT
MODULE 4 World Class Contract Negotiator
1.The Knowledge, Skills, and Abilities (KSAs) needed to be a World Class
Master Negotiator
2. How to achieve World Class Master Negotiator status
STUDENT PERSONAL EXCELLENCE PROGRESS EVALUATION
MODULE 5 Global Negotiations
1. International Negotiation characteristics
2. The Influence of Culture on International Negotiation
3. The International Negotiation Process
4. Managing International Negotiations
5. Decision Making in international negotiations
STUDENT NEGOTIATION STYLE EVALUATION
MODULE 6 World Class Negotiations
1. Negotiating With ... Skills to Win
MODULE 7
MODULE 8
Student Preparation for Mock Negotiation
NEGOTIATION PLANNING WORKSHEET
Student Mock Negotiation and Critique
NEGOTIATION SCORING SHEET
MODULE 9
80 Questions Multiple Choice Certification Examination and Critique
Class Schedule
The training session is generally taught in Modules. The purpose of
the program is to introduce the student to the concepts of
international transportation and logistics as they apply to international
supply chain management. This incorporates an understanding of the
principles of business logistics, supply chain management, and
international governmental issues required to source materials or
place product at the right location, at the right time, for the right
price.
Candidates in this certification program are expected to be highly
motivated, disciplined, self-starters.
The unique delivery modality allows this program to be offered on-site
at any company or governmental agency that wishes to bring the
program directly to its employees. In addition, the program can be
given online, using Blackboard or another online learning courseware.
These delivery modes can increase student and company convenience
by reducing travel time, missed work hours and incidental costs that
normally accrue to students.
EXAMINATIONS
Completion of the certification program requires completion of a
multiple choice examination. The examination is prepared by a Board
of Examiners consisting of a range of Certified, Sustaining, and
Educator Members within the three above Institutes/Societies.
The examination locations are determined by the individual
candidates and their proctors. A proctor may be an individual who is
currently an active Certified Member, or a manager, supervisor,
teacher, professor, or anyone of such standing. Each proctor is
determined on a case-by-case basis. IPSCMI wishes to make it
possible for every qualified candidate to complete the certification
program in a convenient and timely manner.
PROFESSIONAL DESIGNATIONS
Successful candidates are granted the designation of CIPN. The
designation CIPN may be used just as similar recognitions are
employed in accounting, insurance, medicine, law, and other
professions. Either the full expression or the initials may be used
after the individual’s name on business cards, stationery, etc.
TIME LIMITATION
The Board of Examiners realizes that many applicants are employed
on a full-time basis and, as such, are limited in the amount of time
available to prepare for the examinations. Without some guiding time
requirement, however, candidates tend to lose the concept of the
examination program and the material covered. Therefore, the Board
of Examiners has established a five year maximum time limit for
acceptance of completed requirements for each of the three levels.
The five year time period begins after the successful completion of the
first examination. The time limitation may not be waived without the
approval of the Board of Examiners
COURSE FEE
Price Per Pax per session = RM 6, 800.00
The above price is inclusive of:
i. Trainer Fee
ii. Materials & handout Cost
iii. Examination Fee
iv. Certification Fee
v. IPSCMI Membership