Powerful Negotiation Skills

[S020-013-1105]

WAKTU

18 – 20 May 2011

TEMPAT

Jakarta

INVESTASI

IDR 6.000.0000 / participant. Excluding VAT & Hotel Accommodation

INSTRUKTUR

Bun Sucento, MBA. M.Mgt. Chartered Marketer (CIM-UK)

Bun Sucento obtained his MBA in Strategic Management from Pittsburg State University (AACSB Accredited), Kansas in 1994 and in the following year he obtained his Post-MBA (Master of Management) in International Management from The University of Dallas, USA, 1995.
He has to a total combined of 15 Years of experience of professional experiences. Bun is an experienced consultant in the areas of strategic marketing and execution, management, business strategy, organizational behavior. He was previously a Program Director of Magister Manajemen, Bina Nusantara University (UBinus), Jakarta and a full time faculty member of the Graduate Business Schools of specializing in Business Policy, Strategic Management, Brand Management, Marketing Reseach, Integrated Marketing Communication and Marketing Management. He also facilitates great numbers of training programs, such as Time Management, Leadership & Management Skills, Presentation, Negotiation, Selling, Marketing Plan, Service Excellence, Enterpreneurship, and many others.
Currently, he manages Indonesia Professional Development Center (IPDC) group of companies, one of the leading management consultants , as Managing Partner and performs some consulting works in crafting business strategy to some medium to large organization. Previously, he had been working in Gaudafood (Business Development), Barito Pacific Lumber (Finance Director) Arthur Andersen (Global Corporate Finance Practice), Unocal Indonesia Company (Finance Group), Bank Danamon Indonesia (Treasury & International Division) and Bank Danahutama.

Bun is the second Indonesian who has been awarded “Chartered Marketer- designation by the Chartered Institute of Marketing (CIM), United Kingdom. Chartered Marketer is the world’s highest distinctions and recognition awarded for marketing professionals, academicians and consultants in their contribution to marketing fields. He is regularly provide business solution to the listener of PassFM Radio in Jakarta in “Business Tips- and also regular sources for Marketing Strategy at Majalah Swasembada.

Ir. Halomoan Tambunan, MBA

Graduated from University of Sebelas Maret, Solo in 1984. He received his Master Business in Adminstration from University of Santo Tomas, Manila, Philippines in 1992. Energic speaker with more than ten years experience in the areas of Leadership, Motivation, Time Management, Human Resources, and many more.

Prior to his current profession, he worked PT. Truba Jurong Engineering as HR Division Head and experience in Human Resources Development in banking industry such as : Bank Bali, Bank SBU, HSBC. He is exposure conduct public seminar in Management, Human Resources and Training Areas. He is also an lecturer in HR Management & Marketing Research at Graduate Program, Institute Bisnis Indonesia (IBII)

DESKRIPSI

This Workshop is aimed an international negotiations of a professional nature. Participants will become aware of the multiple aspects inherent to this important joint decision-making tool, and have the opportunity to practice and improve their negotiation skills. Specific techniques are identified and applied throughout the Workshop: they are highlighted in exercises whose situations closely match those encountered in ‘real world’. Negotiation training must establish a balance between theory and practice. A “practical immersion- programme is designed to be progressive in terms of difficulty, and comprehensive in terms of various international negotiating forums. The teaching methodology is “learning by doing”, practical and participatory with a mix of presentations, simulations exercises and their debriefings. The bottom-line objective is, and should be, to identify and practice the skills which are fundamental to good negotiating.
.
COURSE OBJECTIVE
This Workshop will bring participants to prepare for and conduct negotiations of different sorts and develop the following themes :
– Defining negotiation in its various dimensions
– Fundamental strategies and tactics
– Process and substance: values in each
– Communication in negotiation situations
– Preparing for negotiation: a methodology
– Genius of handling objections
– Overcoming complexity and conflict

COURSE METHODOLOGY

This is an intensive two-day workshop during which practical exercises will put each participant in negotiation situations of different sorts. Theoretical underpinnings are provided throughout although the emphasis is clearly placed on “learning by doing- and its highly participatory nature. All will be delivered with this composition:
– Lecturing
– Edutainment (Role play, Music, Exercise, Video, Case Studies)
.
COURSE CONTENT

Day 1. Fundamental of Negotiation Skills
– Foundation of Negotiation
– Type of Communication
– Psychological Aspects in Any Negotiations
– Principle of Equality
– Communication Excellence
– Knowing Yourself and Your Negotiation Partner
– Knowledge On Body Language
– Negotiation Preparation: Customer Profiling & Decision Making
– Practice: Effective Presentation & Persuasion in Negotiation
– Listening & Questioning Skills in Negotiations
– Managing results and Pre-Negotiation Things
Day 2. Advance Applications & Techniques
– Table Tactics for Effective Negotiations
– Negotiation Techniques in Closing a Sales
– Practice: Different Negotiations Field-Situations & How to Handle It
– Negotiation Tips in Preparation
– Negotiation Day
– Preparing for a Great First Impression
– Choosing The Right Position
– Step to A void Conflict in Negotiation
– Post Negotiation Strategies & Practice
– Negotiation Exercise

INFORMASI PENDAFTARAN
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