PERSUASIVE COMMUNICATION & NEGOTIATION SKILLS (PC)

Success in today’s fast-paced business environment depends on the ability to not only communicate effectively, but also to use the power of persuasive words and master negotiation tactics. This intensive two-day course goes beyond theory, providing you with actionable strategies and proven methodological frameworks that help you navigate difficult conversations, build relationships based on trust, and produce mutually beneficial outcomes. You won’t just learn the principles; you’ll master applying them.

Participants

Managers, supervisors, and employees at all levels want to improve their persuasive communication and negotiation skills to apply in workplace situations.

Understand the nature and role of persuasive communication
Master the core principles of negotiation
Develop and apply effective negotiation strategies and tactics
Flexible application of communication techniques in the actual negotiation process

Part 1: Persuasive Communication Skills

Overview of Communication and Persuasive Communication: Concept – Objectives – Impact
Common barriers to persuasive communication
Understanding Yourself and Others Through the DISC Model: Effective Communication with 4 Personality Types
Communicate confidently
• The 3V Principle (Verbal – Vocal – Visual)
• Principle 7C in the use of persuasive language
Listening skills
• 5 levels of listening
• Proactive Listening – The LACE Model
Questioning skills
• 4 Principles of Asking Questions
• 5 Effective Questioning Techniques
• Funnel-shaped questioning techniques
Feedback skills
• Positive feedback and constructive feedback
• SBI Model

Part 2: Negotiation with External Partners and Internal Stakeholders
Developing effective negotiation capacity through the KASH (Knowledge – Attitude – Skills – Habits) model
Common negotiation situations in businesses
3 important factors in negotiations: Time – Information – Power
Common mistakes in negotiations

Negotiation process according to the PEBCE model:
• P – Preparation
• E – Exchange
• B – Bargaining
• C – Closing
• E – Execution

 Preparing for negotiations
• Identify 5 Negotiation Styles
o Competitive (I Win – You Lose)
o Concessions (I lose – You win)
o Avoidance (I lose – You lose)
o Compromise (I lose/win partially – You lose/win partially)
o Collaboration (I Win – You Win)
• Win-Win Mindset
• Factors to consider before negotiating
• Negotiation Objective: MIN
• BATNA, WATNA and ZOPA Zone Options
• Partner Evaluation: SWOT Analysis

Information Exchange
• Discover and create value in negotiations
• Identify partner benefits and motivations
• Build relationships and strengthen trust
• 6 psychology tools applied in persuasive negotiation:
o Empathy
o Effective feedback
o Social Proof
o Commitment and consistency
o Power
o Scarcity effect

Negotiation & Agreement
• How to negotiate with 5 difficult customer groups
o Talk Less
o Lack of concentration
o Talk a lot
o Experienced
o Hesitation, less decisiveness

Wrapping & Execution
• Effective closing and reaching consensus
• Self-assessment of negotiation results
• Monitoring and implementation of post-negotiation commitments Approach
Practical and easy to apply: The training principle is 70 – 20 – 10, in which 70% experience and practical application, 20% interaction and feedback, and 10% theoretical foundation.

Step-by-step learning: Skills are broken down, making it easy to practice and apply effectively before combining comprehensively.

Learning by doing: Each skill is practiced through practical exercises and feedback from instructors, ensuring high applicability.

Connection through companionship: An opportunity to practice with a classmate or Buddy and maintain academic performance after the program.

Teaching method:
Real-life Situations/ Role Playing
Simulation
Video/Audio
Self-assessment
Games/ Quizzes
Large/Small Group Activities
Presentations/ Feedback from colleagues and lecturers

Summary and harvest after the course:
• Drawing practical lessons
• Q&A
• Practical action plan in work and life