NEGOTIATIONSTRATEGIESFOR SUCCESS

OVERVIEW

From treaties and trade agreements to corporate mergers, global business and government leaders are crafting deals that affect industries, nations and generations. But they are not the only ones who need effective negotiating skills to ensure their success.

We all negotiate in our daily lives—with friends, family, co-workers, and occasionally even with strangers. Successful outcomes are driven not by “natural talent” for negotiation, but through a combination of critical thinking and behavioral skills; therefore, and developing both is critical for everyone.

This programme from Lee Kuan YewSchool of Public Policy Executive Education, National University of Singapore offers a unique approach to negotiation.

Through a blend of videos, role plays, and exercises, you will learn to empathise with and influence your counterparts, and ideate innovative solutions. You will explore negotiation methods and practices that enhance your creative thinking and contextual analysis capabilities, ultimately improving your ability to negotiate in virtually any situation.

The art of negotiation is not about making offers someone else cannot refuse. It is about creating options you don’t want to miss.

“

”Francesco ManciniVice Dean (Executive Education) and Associate Professor in Practice, LKYSPP

WHO IS THIS PROGRAMME FOR?

The programme is ideal for:

Mid-to Senior-Level Executives in Business Development looking to grow in their role, impact business while maximising opportunities and rewards for themselves.

Mid-Level Functional Managers seeking to drive cross-functional teams toward a common company goal.

Consultants who want to deliver impact by convincing a tough audience.

C-suite/Directors aiming to influence action, negotiate the best deals with partners, vendors, and regulators, and convince top talent to join the team.

PROGRAMME OUTCOMES

At the end of this programme,

you will beable to:

Gainpower and wield influence through

successful negotiations in your professional and personal life

Analysehow negotiation can be used

effectively in multiple settings and situations

Adapttactics and strategies for every

stage of negotiation

Developculture-sensitive

solutions for negotiation

PROGRAMME HIGHLIGHTS

60Recorded Video Lectures

12Assignments/Applications

3Role Plays

6Real-WorldCase Studies

MODULES

Module 1: Why Negotiate

Importance of NegotiationLearn what negotiation is and why it is important Discover what negotiation skills can dofor you

The Many Uses of NegotiationLearn how negotiation can help you to geta better deal, manage a conflict, improve a relationship, get a promotion, save money, complete a project and more

Culture-sensitive NegotiationExplore cultural assumptions of interest-based negotiation and Western-style versus Asian-style negotiation

Avoiding NegotiationExamine the costs of negotiating versus not negotiating as well as related social norms and dominance

Module 2: Gain Power

Strengthen Your PositionUnderstand and appreciate the powerof preparationDevelop your Best Alternative to a Negotiated Agreement (BATNA)

Build TrustLearn how to build trust

Module 3: Understand the Other

Emotional IntelligenceUnderstand what emotional intelligence is and learn how to enhance it

EmpathyGain a better understanding of empathy and learn how to empathise with your counterpart(s)

CultureUnderstand the dimensions of culture and how to develop strategies for negotiation that are culture-sensitive

Module 4: Learn to Influence

Listening and QuestioningLearn the art of skilled listening and asking questions to influence the other side

Non-verbal CommunicationLearn to influence without using language (facial expressions, eyes, body language, posture, and dress code, for example)Learn to use “hidden and non-obvious” elements, such as scheduling and settings,to shape the results of your negotiation

Use Digital Tech to InfluenceLearn to use digital methods like social media and email to influence, create negotiation opportunities, and enhanceyour influence

Module 5: Carry Out a Negotiation

Pre-negotiationLearn how to create the conditions for successful negotiation

Opening and Stating PositionsLearn how to start a negotiation

Strategies and Tactics forNegotiationLearn how to cluster or separate issues and have a “one-go” or a “step-by-step” solutionLearn how to create a sense of urgency and other strategies to reach a positive outcome

Module 6: Bring Home the Deal

Measure SuccessLearn how to know when it is safe to agree to a deal

Walk AwayLearn when to walk away and avoid a bad deal, and how to heal a troubled deal

Ethical QuestionsUnderstand and deal with ethical dilemmasUnderstand honesty versus deceptions, such as misrepresentation and lying, “dirty tricks,” and manipulation

Negotiate with GodzillaLearn to negotiate with someone much more powerful than you

Negotiate with the DevilLearn to empathise with someone with bad intentions

Negotiate with ChildrenLearn to counter challenging behaviours in negotiations, such as bargaining and pushing back

Negotiate with HackersLearn to negotiate with malicious actors

Negotiate with LiarsLearn to negotiate with someone who uses “dirty tricks”

NEGOTIATION STRATEGIES

FACULTY

Francesco Mancini is Vice Dean (Executive Education) and Associate Professor in Practice at the Lee Kuan Yew School of Public Policy, National University of Singapore. In his capacity of Vice Dean, Francesco leads the School's professional development programs for government officials and corporate leaders, running over 60 programs a year in over 20 countries, including Southeast Asia, China, India, Central Asia, and the Middle East. At the Lee Kuan Yew School, Francesco also teaches two graduate level courses on “International Conflict Analysis and Resolution” and “Global Governance,” and run the “Policy Innovation Lab,” which he launched in 2018, in which students use design thinking and other innovation techniques, including behavioral insights and analytics, to develop innovative policy ideas for external clients. He is leading a research project on the role of new technology in peace (#PeaceTech). Francesco is also an Adjunct Associate Professor at Columbia University’s School of International and Public Affairs (SIPA).

Educated in business administration and economics in Bocconi University in Milan, Italy (his hometown) and international relations in Columbia University, New York, Francesco has 20+ years of professional experience contributing to the delivery of public goods by governments and international institutions, whether it be public services, policy-making, or peace and security. Francesco started his professional career in strategic and change management consulting, negotiating multi-million dollars projects with public companies and governments in France, Italy, and Morocco. Then, he moved into international organizations and think tanks in New York, working in the area of international security at the EastWest Institute, and peace mediation, primarily in the Middle East and West Africa, at the International Peace Institute (IPI), where he was Senior Director until 2014. At IPI, Francesco worked closely with the United Nations and its member states on strengthening multilateral capacity for mediation, peacekeeping, and peacebuilding. Attracted by policy and geopolitical developments in Asia, in 2015 Francesco moved to Singapore and joined the National University of Singapore, where he is part of the senior management of the Lee Kuan Yew School of Public Policy.

Francesco ManciniVice Dean (Executive Education) and Associate Professor in PracticeLee Kuan Yew School of Public Policy

Top IndustriesBanking, Financial Services & InsuranceHealthcareFast-Moving Consumer GoodsIndustrial GoodsIT ServicesTransport & Logistics

Top FunctionsSales & Business DevelopmentGeneral ManagementFinanceAccounting & ControlEngineeringCorporate Strategy

Top TitlesCEOs & Other C-Suite ExecutivesSenior-Level DirectorsMid-Level Functional ManagersConsultantsBusiness Leaders

PARTICIPANT PROFILES

On your journey to master the art and science of negotiation, you’ll have the opportunity to connect with experienced professionals looking to grow their business strategies and leadership. Past participants come from a wide range of industries, job functions, and management levels from around the world.

15.3%

17.3%

16.3%29.6%

21.5%0-5 Years6-10 Years11-15 Years16-20 Years20+ Years

Participants by Years of Experience

Participants by Industries, Functions & Job Titles

The first week is orientation week. During this week you will be introduced to the other participants in the class from across the world and you will learn how to use the learning management system and other learning tools provided.

Orientation Week

On other weeks, you have learning goals set for the week. The goals would include watching the recorded videos & completing the assignments, which have weekly deadlines.

Weekly Goals

During the programme, the Programme Leader is available to help participants clarify their doubts pertaining to the content. The Programme Leader will review key topics and trends from the discussion boards, share a generalised feedback and have a Q&A session.

Clarifying Doubts

Emeritus Programme Support Team follow-up over email and phone calls with learners who are unable to submit their assignments on time.

Follow-Up

LEARNING JOURNEY

CERTIFICATE

Upon successful completion of the programme, participants will be awarded a digital Certificate of Completion by Lee Kuan Yew School of Public Policy Executive Education, National University of Singapore.

PROGRAMME DETAILS

Duration & Format:2 months, online4 — 6 hours/week

Programme Fee:USD 1,400 + GST*Singapore residents who wish to enrol for this programme will be charged GST.

Programme Starts:30 September 2021

ABOUT LEE KUAN YEW SCHOOL OFPUBLIC POLICY EXECUTIVEEDUCATION, NATIONAL UNIVERSITYOF SINGAPORE

Leaders in government, business and non-profit institution are often expected to make quick decisions under conditions of uncertainty – often with incomplete information. While relying on their heuristics and their organisations’ routines may work well in stable contexts, in less predictable settings these mental shortcuts often lead to misdiagnoses and poor decisions.

At Lee Kuan Yew School of Public Policy Executive Education, we empower leaders with the skills to thrive in a complex, fast changing world. Our programmes encourage critical reflection, impact valuable knowledge about the governance and policy making, and create opportunities for learning across departmental boundaries and intellectual disciplines.

Our diverse and international faculty helps to equip individuals and organisations with multiple perspectives to make sense of the complexity they face. By integrating theory and practice, we help them achieve a deeper understanding of how they can be more effective managers, leaders and changemakers.

LKYSPP Executive Education caters to the needs of time-constrained working professionals who wish to strengthen their managerial and technical knowledge and skills. We are committed to supporting your lifelong learning journey through a broad array of open-enrolment programmes at different stages of your career.

1,500PROFESSIONALSTRAINED ANNUALLY

15,000+ALUMNIPARTICIPATED

104NATIONALITIESOF ALUMNI

ABOUT EMERITUS

The Lee Kuan Yew School of Public Policy Executive Education, National University of Singapore is collaborating with online education provider Emeritus to offer a portfolio of high-impact online programmes.

The approach to learning is built on a cohort-based design to maximise peer-to-peer sharing and includes video lectures with world-class faculty and hands-on project-based learning.

More than 100,000 students from over 160 countries have benefitted professionally from Emeritus’ courses.

www.emeritus.org

E-mail: info@emeritus.org

Call: +65 3129 5075 (11:30 AM - 6:30 PM SGT)

We attempt to respond to queries in 24 hours or less. However, over weekends and holidays, our responses may take up to 72 hours.

Schedule a call with a Programme Adviser to learn how this programme can help you

SCHEDULE A CALL

Apply for the programme here

APPLY NOW