Yes, you have a vision for your company’s future, but does anyone else know what it is? Have you wonder if you could strategically planned for your company?
Are your team mates and employees aware of and working towards — your ultimate goals?
Have you already properly communicated or developed, the business strategies that will harness your plans and turn your vision into a reality?
This Strategic Planning and Execution modules, it is is designed to help participants clarify and articulate your vision, hone their strategic planning so that you can presents a clear and executable plan for transferring your ‘plans’ for the company to the people who can execute the plan and help you achieve them.
In the Negotiation & Deal Making modules, here's the story.
"Your team has burnt the midnight oil preparing for this great deal that is going to thrust all of you to the forefront. Having prepared for all possible contingencies you confidently sit across the other who gives you the widest smile, hardest stare and incredulous look of surprise and styles of impact and affect that convincingly brushes aside your position. Very quickly, confronted by this highly trained, versatile and savvy Others, your objectives become difficult to achieve though you cleverly hide your position and gallantly move on.
This is not an unfamiliar situation. As negotiators we have all been here more than once. Barrak Adams has been training on strategic negotiations since 2004 across a wide range of industries in Australasia, the Middle East, Africa and Europe, developing corporate negotiators to plan the influencing and persuasive strategies to obtain all or most of the desired outcomes, without driving the Other to break off negotiations, making objective decisions with little information when necessary, within the available time frame.
This needs the knowledge and skills to develop influence, maneuver and change strategies, convince and impress, adopting and changing different courses of actions for the best interest of both parties. Through simulations, case studies, role-plays and games; using logic, emotional and value intelligences; performing analysis, discussions and applications; through theory and practice, you will be developing the skills, strategies and methods to influence and negotiate, observing others in action, learning what was done well and what could have been done better, maximizing your strengths and using them to resolve your liabilities."
Barrak Adams is the author of “Preemptive Thinking,” a powerful ability that will profoundly enhance any ones negotiation abilities; going beyond creative and critical thinking abilities, Barrak will develop these cognitive abilities throughout the program.
- Develop a strategic vision on how their team/department/etc. can contribute to help the organization to become what it can be
- Set relevant and achievable objectives to help the organization achieves its vision
- Conceptualise and craft a doable strategic plan
- Identify what are the potential pitfalls that cause a strategic plan to fail and to manage those pitfalls effectively
- Design an action plan to execute the strategic plan successfully
- Plan and adopt strategies on how best to use existing resources to achieve organisational’s vision
- Identify individuals / teams / etc that can do the strategic tasks effectively
- Effectively and efficiently communicate their strategic plan to their stakeholders (uplines/downlines / etc)
- Develop an effective plan and strategy for any negotiation, knowing the style to adopt to influence at each stage of the process to achieve desired results
- Learn new perspectives of negotiations and influence to achieve agreements beyond “bottom lines”
- Develop and practice successful persuasion and influencing skills that will be useful in any situation
- Be preemptive, creative and critical to analyse the Other’s strategy and engage, align, connect, influence and lead the
- Other to your preferred state
- Learn to gracefully mitigate and exit from difficult situations and mistakes
- Acquire and apply verbal and non-verbal strategies and methods, influencing even difficult persons to successful win-win conclusions
- Recognize and counter negotiation techniques and tactics, being objective, creative, calm-headed
- With grace and respect, manage decision risks and close deals effectively
Who Must Attend
This workshop is specially for decision makers and managers.
DAY 1: STRATEGIC PLANNING
Module 1: Phase 1 – Developing a Strategic Vision
Charting the destination, captain!
Changes in our business environment
What is your strategic vision?
Strategic Vision vs Mission
Communicating your Vision
Module 2: Phase 2 – Setting Objectives
Purpose of Setting Good Objectives
Five Reasons Why Some Objectives Fail
What are concrete performance outcomes?
Financial Objectives vs Strategic Objectives
Examples of Financial vs Strategic Objectives
Module 3: Phase - Crafting a Strategy
Strategy making and ideas of Entrepreneurship
5 Key Activities in Crafting a Strategy
Forming a Strategising Team
Tasks of Business Strategy
Module 4: Phase 4 Pt 1 – Implementing and Executing Strategy
Action Driven, Operations Oriented
Optimising Strengths vs. Weaknesses
Leadership and Generalship
What are the areas we should be looking at?
Module 5: Phase 4 Pt II - What It Takes for Strategies to Succeed
Aligning of Initiatives
Aligning of budget and performance
Aligning Structure with Strategy
Monitoring and Adaptation
Module 6: Phase 5 – Strategic Planning at Work
Application of Strategic Planning Methodologies
Situation – Target - Path
Draw – See Think – Plan
STRATEGIC NEGOTATIONS & DEAL MAKING
MODULE 1 – INTRODUCTION TO STRATEGIC NEGOTIATIONS and DEAL MAKING
The Trade Buzz – Projects on Time – What Did We Learn?
Self Assessment: How Good a Negotiator Are You?
Defining Strategic Negotiation and Deal Making and Understanding its Fundamentals
Psychometric Analysis: My Preferred Negotiation Styles
MODULE 2 – INTRODUCTION TO NEGOTIATION POWER
Sources of Negotiation Power
How the Powerless Can Gain Power
The Relevance of Confidence and Protecting It
The Science and Art of Framing
Preemptive, Creative and Critical Thinking in Negotiations
MODULE 3 – THE HUMAN MIND FROM THE NEGOTIATORS PERSPECTIVE
The 3 Levels of the Mind – Purpose and Function
The Primary Motivators of Human Actions and Their Manifestations
Human Needs Analysis – Why the Other Needs Your Offer
Need Energy of the Other – Factors That Influence and Analysis
MODULE 4 – THE VALUE OF YOUR OFFER and ITS PRESENTATION
In How Many Ways Can You Rearrange Your Offer Features?
Tangibles and Intangibles
Benefit Analysis – How the Other Benefits
Offer Analysis – Apparent and Real Values of Your Offer
Multiplying the Value of Your Offer
MODULE 5 – YOUR IMAGE and ITS MESSAGES DURING NEGOTIATIONS
Baggage Will Show –Leaving it Behind
Developing The Negotiator Attitude Switch
Confidence Self Coaching – the Mindset For Confidence
Yours and Your Organization Image - Alignment
Visual Impact of Negotiators
Etiquette During Negotiations
MODULE 6 – UNDERSTAND PERSONALITIES IN NEGOTIATION
Assessing the Other’s Styles and Strategies
Mental Map of the Other
The Different People You Meet in Negotiations
Recognizing Cues and Signals
Reading Their Body Language
Adapting To Their Styles
Using Visual-Audio-Kinesthetic Preferred Information Processing Styles to Your Advantage
MODULE 7 – BEHAVIOURS and STYLES IN NEGOTIATION
Clearing the Disablers; Activating the Enablers
Relationships for Long Term Goals and Strategies
Developing the Stamina to Persevere
Rapport Building Body Signals, Gestures, Posture, Expressions During Negotiations
Rapport Building Language During Negotiations
MODULE 8 – INFLUENCING DURING NEGOTIATIONS
Subtle Connection to Influence
Align to Impress and Influence
Sustain Influence and Avoid Resistance
Influencing Through the Other’s Strategy
Influencing at the Unconscious Plane
MODULE 9 – PROBING DURING NEGOTIATIONS
The Many Ways to Ask for Information
Listen and Perceive the Other’s Real Needs
Using Rhetoric Effectively
Elicitation Skills for Negotiators
MODULE 10 – THE PROCESS OF NEGOTIATIONS
Understanding the 5 Stage Process of Negotiations
Preparation for the Negotiation
Exchanging Information and Building the Frame
Establishing Power and Managing Confidence
Offers, Plans, Possibilities
Closing the Deal and Finalizing the Contract
MODULE 11 – THE ELEMENTS OF PERSUASION
The Essential Steps for Effective Persuasion – How the Mind is Persuaded
The Anchor Technique
Persuasive Language Patterns – Getting What You Want by Asking
Persuasion Channel Technique
Unconscious Concurrence Technique
MODULE 12 – LEVERAGING TO WIN-WIN
Leverage Your Strengths and Value Skills
Establishing the Rapport
Communicating Complex Concepts, Facts and Technical Ideas
Reframing Ideas and Concepts
Become the Expert Problem Solver
MODULE 13 – PREPARING TO DEAL, PERSUADE, INFLUENCE, IMPRESS
Analysing the Factors Involved
Planning to Negotiate Thoroughly
Reframing Ideas and Concepts to Engage and Motivate
Preparing a Strong BATNA to Increase Power
Techniques for Impact and Influence
MODULE 14 – STAMINA DURING NEGOTIATORS
Anchor to Preferred Mental State
Developing the Stamina to Persevere
Keeping Stretched Out Negotiations Fresh
MODULE 15 – OVERCOME DEADLOCKS AND MITIGATE
Talking Your Way Out of Difficult Situations
Finding Your Strategy After Losing the Way
Applying A 6 Step Process to Negotiating Conflict
MODULE 16 – MAINTAINING COMPOSURE
Keeping Emotion at Bay
Preventing Provocation in Either Direction
Leverage Your Strengths and Value Skills
Being in Control of Every Word
Emotion Management Skills for Negotiators
MODULE 17 – STRATEGIES AND TACTICS
Recognizing Tactics Applied by Other
Knowing How to Counter Techniques, Tactics and Tricks
Strategies Negotiators Use – What Works and What Doesn’t
Applying Convincing Strategies
Embed Commands and Suggestions
MODULE 18 – WIN – WIN: POSITIONAL VS PRINCIPLED NEGOTIATIONS
Defining Win-Win in Different Contexts
Understanding the 4 Step Process Toward Win-Win
Recognizing the Perceptions of Other
Overcome Barriers to Communicating Difficult Issues
Reading the Unsaid for Win-Win Outcomes
MODULE 19 – INTERNATIONAL NEGOTIATIONS
Process of Making Business Deals Across Cultures
Components of Culturally Different Negotiation Styles
International Laws and Contracts – the Essential Clauses
Risks and Benefits of International Negotiations
The Stated and Unstated in International Negotiations
MODULE 20 – PROJECT PRESENTATIONS OF STRATEGIC PLANNING & NEGOTATION
Breaking Away From Tradition – Where Eagles Dare
Presentation of Project, Debriefing
Award of Certification Ceremony
Group Photo & Celebration
1x : negotiation quiz : 36 questions
2x : self-analysis and assessment
1x : negotiation case study analysis
12x : skill workshops
10x : video learning Practice and Application
1x : competitive auctioneering
2x : negotiation conflict management role play
4x : persuasion and influencing role play
4x : situational negotiation simulation
3x : non-situational negotiation simulation
4x : comprehensive negotiation case study and simulations
Dr BARRAK ADAMS
Phd, Author-Trainer-Business & Technical Consultant, Trade Negotiator, Change Agent
Barrak specialises in training leaders world class negotiations around the Globe. He has been actively developing customised trainings and conducted them in Malaysia, Thailand, Indonesia, Philippines, the UAE, Sudan, Mauritania and Turkmenistan.
Senior Negotiator, Lead trainer, he has a clear and comprehensive understanding of what competencies are to be developed to be a successful negotiation. His abundant knowledge and experience addresses every situation in our fast pace business world and everyone is guaranteed to take home valuable learnings useful for their next deal.
Barrak comes to you with more than 40 years of enriched, result-oriented experience in many positions among SMEs, government agencies, multinational and businesses. Equipped with solid experience and a wide range of state-of-art resources and latest development, his training programs are geared towards competency development.
With only the minimum amount of necessary theory (he says the participants can read his notes later) his training/ speaking sessions are filled with mindset, behavioural and capability change activities. There is always excitement, A-Hah moments in every session at his programs.
Barrak had worked with the Audio-Visual, Automotive, Printing, Property Development, Construction, Timber and Food industries, in capacities ranging from Group Engineer, Manager, Plant Manager, Senior Negotiator, Project Director and Managing Director.
Being a Management Consultant, Management System Auditor, Trainer and Counselor, he had consulted for an even wider range of industries that includes Medical services, Financial institutions, Petroleum industries, Metal, Plastics, Cellulose and Electronic components manufacturers, and the Civil service around the world.
He graduated in Engineering from the Singapore Polytechnic in 1973 and continued with post graduate and continuing studies in Engineering, Social Science, Rubber and Plastics Technology, Training and Development, Radiation Protection, and Quality Management, with a PhD in Organizational Management from Iowa State (US).
Since 2004, he has since been training and consulting for organizations such as PETRONAS, the National Electricity Board, the National Bank, various government ministries and agencies including Parliament House, and large corporations, further to training in Mauritania, Turkmenistan, Abu Dhabi, Sudan, Philippines, Thailand, Indonesia and Australia.
Currently, he is a senior resource faculty member for iTrainingExpert.com, continuously design and conduct customised trainings and consultancy for multi-national companies around the world.
As an author, he has recently published his second book via Seaburn Publishing, New York, titled ‘Pre-Emptive Thinking – Managing Problems and Threats,’ that identifies why organizations continue to have problems at their middle management and operational levels in spite of all the systems and what has to be done to resolve this. Being the first book on this thinking, its reviewers expect it to have an international impact similar to creative and critical thinking. He is now writing his third book on Insights of International Strategic Negotiation.
To contact Barrak for any speaking, training and consultancy engagements, please contact us at +603 8074 9056 | Mobile +6012 6869 628 | +6018 2735 123 or email: info@iTrainingExpert.com
“I was unsure of how to create strategic plan before this course, but this training taught me the concept and benefits of long-term planning. After it was done, I felt quite confident in being able to adapt what I had learned to my organization. The trainer was really detailed. I really liked the tips he gave, the powerful discussions we had and vast experiences he shared.” – Elizabeth Ng, AM, Strategic Management, Mercedes Benz Services Malaysia Sdn Bhd.
“Before attending this Strategic Planning and Execution program, I felt like I needed to learn how to visualize. This training taught me how to crystalize my vision into an actionable strategy. After attending this course, I really felt like my team has so much more room to improve and plan ahead to be successful. The trainer was fantastic. Really attentive. I particularly enjoyed our activities. They were good simulations.” – Ikhwan Nazaruddin, People Lead, Sitecore Malaysia
"This is the best program I have attended. With so much to learn in three days, learning was made possible by one practical application quickly following another."– Raihana Kareem, Project Manager, PETRONAS (Oil & Gas)
“If you think you have been to negotiation trainings, come to this one, and you will know very soon that you do not know anything about negotiations” – Jason K.H. Lee, Project Manager, M900 Limited, Hong Kong
"I have at last learnt the secret that determines the final outcome of negotiations. It is so simple and stunning."– Chagrapun K., General Manager, Nawarat Public Company, Thailand
"I must say that if your primary objective is to learn new skills coupled with your intense desire of improving your negotiation skills, this is without doubt the programme for you." – A Malek Idrus, Manager, PETRONAS Holding Company (Oil & Gas)
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(Fee inclusive of daily Buffet Lunch, 2 teabreaks (morning & afternoon) , Welcome Training Pack, Training Materials & Certificate of Achievement)
Venue: Kuala Lumpur, Malaysia
All payment are done prior to the commencement of the training program.
Telegraphic Transfer- Upon receipt of invoice, please make telegraphic transfer and email to us the bank-in slip confirm your booking.* Note that we DO NOT take any payments during the event.