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Strategic Negotiations Training Course

This training course teaches you to turn tactical negotiations with customers, vendors and people inside the company into strategic negotiations that build relationships.

Course Overview

Strategic Negotiating is a program that focuses on teaching professionals, at any level and in any function, to turn tactical negotiations with customers, vendors and people inside the company into strategic negotiations that build relationships.

You get hands-on negotiating practice using a four-phase Strategic Negotiation Process that you can apply immediately to your jobs.

Each phase of this four-phase process provides key concepts, skills and tools that negotiators can apply to all types of negotiations. The workshop provides you with the opportunity to learn the concepts and practice using the skills and tools to improve their negotiating skills.

You will leave with a disciplined and focused method of using the Strategic Negotiation process in all of your negotiation interactions.

You will learn that strategic negotiating is different from tactical negotiating in that the focus is on identifying mutual interests in an effort to seek agreement so both parties feel that they have won. There is an intention to maintain or build long-term relationships.

Strategic negotiating emphasizes planning for every negotiation interaction in the context of the long-term relationship and finding ways to use each interaction to enhance the relationship.

Have a question? Email us at: or call us at: (+852) 2273-4393

Course agenda highlights

• Taking a stand
• Win all you can
• Strategic negotiation process
• Phase 1: Assess the situation
• Phase 2: Plan the negotiation
• Practice negotiation
• Planning the negotiation: Application exercises
• Negotiating tactics: part 1
• Negotiating tactics: part 2
• Phase 3: Conduct the negotiation
• Negotiations model: Demonstration
• Negotiating cases:
  • Moving past a stalemate
  • When all else fails
• Phase 4: follow-up
• Action planning & Conclusion

Who should attend?

• Relationship managers
• Department Heads
• Team Leaders
• Senior Managers
• Project managers
• Any professional who needs to know how to be an effective negotiator

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Have a question? Email us at: or call us at: (+852) 2273-4393

Why Ethan Hathaway training courses?

• Practical. Learn from experienced and active industry practitioners and what's being practiced by your peers.
• Applicable. Apply what you learn in your job and your career
• Specially designed courses by industry active experts for industry practitioners
• Quality Control. Each expert instructor is interviewed and vetted through our senior management and our 5-point instructor criteria.
• Valuable. Earn more revenue or save your organisation from monetary loss. You and your organisation will quickly earn back your investment on the course fee and more
• Enjoyable. Speakers who have a passion for their topic
• Clear. Turning complex concepts into easy to understand concepts
• Limited seats - each session is limited to between 18-25 seats

What do you receive from an Ethan Hathaway training course?

• You gain knowledge and skills that make you valuable to your company and your career
• Instruction by industry experts
• Course notes and reference package
• Daily lunch, snacks and refreshments
• Certificate of completion
• Meeting your industry peers
• Ask questions relevant to your job

Download the course brochure to learn more

Your course instructor

Steve Lesser: Steve Lesser is an industry and services consultant with over 35 years work experience. This includes strategic negotiating, consulting, development and implementation of organisational change, leadership, marketing, sales and credit programs and project management for multi-national and regional companies worldwide.

He is the Regional Managing Director of a consultancy which he established in 1991, following a successful career in business and the financial services industry. Steve manages relationships throughout the Asia Pacific region. Major clients include Citigroup, DHL, HSBC, JP Morgan, Maxis Communications, Timex, UBS, Vodafone and many others.

He has been actively consulting and training in Australia and New Zealand as well as the South East Asian Region (primarily in Singapore, Malaysia, Indonesia, Hong Kong, Japan and the Philippines) for over a decade.

Client implementations include state-of-the-art development and implementation of sales and marketing programs for multi-national and regional companies as well as negotiating, project, leadership and other high-leverage competency strategies.

Steve is also an accredited Insights (TM) profiling and personality system professional.

As an adjunct university lecturer, he teaches in several market related programs at both graduate (MBA) and undergraduate level, specialising in negotiating, marketing, retailing, project management and finance disciplines. Steve has had many articles published relating to implementation of strategies, project management, marketing and sales. He has collaborated on a book and training outcomes related to the leading of organisations through the management of strategic ideas. He has also provided advice, articles and reviews for publishers in Australia.

He is also a fellow, Associate, Director and Member of a number of industry-related bodies.

Steve is also a frequent keynote speaker at local, regional & international management, financial and strategic conferences. Steve believes that real success comes from the development of long-term strategic retail & commercial business relationships.

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Dates & Locations & Fees

Date	Location	Venue	Course Fee	Early Bird Fee	Register
9 Sep - 10 Sep, 2010	HK, Hong Kong	Marco Polo Prince Hotel	US$2898	See Brochure
2 Dec - 3 Dec, 2010	Kuala Lumpur, Malaysia	TBA	US$2898	See Brochure

Early Birds Save Up To 30% Off the Regular Fee, download the brochure to learn more

Limited seats - Email us: for availability.

* Venue, dates, course fees, promotions, course content, course instructor are all subject to change

Can't find a session in a city near you?

If there's no session scheduled in a city near you, you have the following options:

• In-house training: If you have a group of 8 or more, consider having us run this course in-house for you
• Co-sponsored training: Between 5-7 people, consider a co-sponsored course - you agree to send this set number of people to the course if we run it in a city near you and Ethan Hathaway sells the remaining seats to other companies
• Distance learning: Less than 5 people, consider distance training format: live trainer presents over phone lines/web at pre-scheduled times (available only for select courses)
• Just tell us where you want the course: Let us know which city you'd like us to run this course in - we'll plan it if there's enough demand

Email us at: for more information regarding the above options.

Register for the course

You may book your place on the course by any of these methods:

1. Online booking - simply click on the "Register Me" button next to the course date you wish to register and it will take you through our quick online registration procedure.
2. Email us at: - please include your full contact details.
3. Fax us the booking form (included in the brochure) to: +852 3014-0721
4. Or call: +852 2273-4393 during normal office hours

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Related Courses

• Effective Leadership and Management
• Client Relationship Management
• Corporate Finance Masterclass
• Corporate Credit Analysis & Risk Management
• Project Management
• Mergers & Acquisitions Masterclass
• Finance for Non-Financial Managers & Executives
• Finance for Non-Finance Managers & Professionals - Asia
• Commercial Lending

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Learn more about this course

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