HAVE you ever left a discussion feeling you had lost the upper hand? Or are you constantly backed into a corner by a bullying client?
These issues will be tackled in a two-day workshop on “Negotiation and Leading Across Boundaries” by Samuel Kim who will teach participants how to lead in discussions and achieve win-win situations.
Case studies presented will also reveal how commitment in a deal can be used in the long-term for building and maintaining relationships.
By understanding both sides of the coin, participants will be able to look at options and come up with ideas that can work for everyone.
“People look at negotiation as a way to get what they want, with no thought of how the end decision will affect the other party.
“In certain cultures, compliance is also expected in the face of position and authority,” said Kim.
With the newer generation, however, this approach is no longer as effective.
One example is when you may have to negotiate terms with someone who may be capable of producing brilliant results, but is not respectful.
“When big egos are involved, this is the type of conversation no one wants to touch for fear of things turning sour. But if there is a good relationship between both parties, that may save the day,” he said.
He stressed that when a deal involves behaviour, mindset, habits and approach, there are no shortcuts. Good leadership must come into play first.
One can tap into position and authority to get things done, but without buy-in, it will be hard to embrace a new mindset. But once that happens, the buyer will make decisions based on his own conscious choice.
“When negotiations simply state what each party wants, there is little room for manoeuvering. As such, it is important to know the whys behind the negotiation,” said Kim.
He cited a case in which a student ended up making friends with the guy he wanted to buy a second-hand car from. Technically, the deal should not have happened because the student was not able to meet the seller’s asking price.
But since they had shared information on why one wanted to buy and the other wanted to sell, what would have been a one-time deal ended up with the student interning for the guy who sold him the car!
South Korean Kim spent five years at Harvard studying public administration and is now the president of The Center for Asia Leadership Initiatives.
This workshop is recommended for working professionals, government officials, policymakers and entrepreneurs with a minimum of two years working experience.
It will be held on April 17 and 18 from 9am to 5.30am at Menara Star, Jalan 16/11, Pusat Perdagangan Phileo Damansara, Petaling Jaya.
For details, log on to https://events.thestar.com.my/event/negotiating-leading-across-boundaries/