PERSUASION & NEGOTIATION SKILLS
A 1-Day Program
Final outline will be customised upon further discussion with Autonomous
Expected Outcomes
Course Content
Upon completion of this course,
participants are expected to:
Module 1: Fundamentals of Negotiation &
Persuasion
1. Have better understanding on
the fundamentals of
negotiation
2. Have an understanding of a
systematic negotiation
process
3. Have ability to improve their
position in a negotiation
4. Be aware of different
negotiating style
5. To develop strategies to deal
with difficult suppliers
6. Easy to apply techniques to
prevent objections
Taking The Training Back To
Work
In addition to the learning journal
which helps participants to
identify training areas that can
be change at work areas, there
are specific skills which can be
applied from each module
Methodology
Individual and group exercises
are the method of instruction.
This is complemented by skills
practice using case studies, and
role-play
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Same, same but different
The negotiation process
Preparing the way
The 2 concerns of every negotiator
Module 2: Negotiation and Persuasive
Communication
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Negotiation and Communication
 Probing question techniques
 Reflective listening
 Reading and projecting NVC
Negotiation, Communication and
Psychology
 Understanding benefits
 What today’s customers want
Buyer psychology
Module 3: Preparing For The Negotiation
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Preparing The Way
LIM
Negotiation situational analysis
Module 4: Negotiation & Closing The Deal
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Your experience
Negotiation techniques
Improve your position
Closing the deal
 Overcome objections
 7 Preliminary steps on how to handle
objections
Handling objections