This document advertises a two-day workshop on strategic negotiation skills facilitated by GK Lim on June 15-16, 2011 in Kuala Lumpur, Malaysia. The workshop will provide participants with powerful negotiation techniques and strategies to use in business negotiations. Participants will learn how to prepare for negotiations, apply different strategies, maintain control in difficult situations, and close deals. Attendees include executives and managers who need to negotiate with customers, clients, vendors or suppliers. The workshop is supported by several HR organizations and provides a comprehensive manual.

1. HRD Gateway Professional Workshop Series
Strategic
Negotiation Skills
Facilitated by
G K Lim
(Sawadpong Limtrakul)
MBA, CEI, CMS
15 & 16 June, 2011
at Melia Hotel, Kuala Lumpur
THEY ARE PLAYING THE NEGOTIATION GAME ON YOU RIGHT NOW!
Those who know how to negotiate get the bigger piece of the pie. No exceptions.
Negotiating effectively is a subtle, unobtrusive professional skill. It has to be learnt just like any other
skill. It directly influences corporate profitability. All company staff members SHOULD know how to
negotiate. If you are not aware of negotiation principles, you are costing your company millions of
dollars in lost opportunities.
Your prospects, customers, suppliers, partners and associates are applying negotiation principles and
tactics on you right now, encouraging you to give them a bigger portion of your share of the pie -- with-
out your realizing it. Of course, you don’t realize it -- because the basic premise of negotiating is that it is
applied without the other side even remotely sensing it.
This program equips you with powerful negotiating and influencing techniques and strategies.
Program supported by

2. Strategic Negotiation Skills
Facilitated by
G K Lim
(Sawadpong Limtrakul)
MBA, CEI, CMS
15 & 16 June, 2011
at Melia Hotel, Kuala Lumpur
Why this program is special Benefits you will receive
You will …..
• Links ideas presented directly to
participants' actual negotiation / • Discover your negotiation profile;
influencing situations • Learn how to prepare for business negotiations;
• Learn how to apply negotiation strategies in various situations;
• 40% expert input (or lecture), • Know all about money in negotiations;
60% audience participation • Maintain control in most difficult situations;
(learning by doing); • Be able to place and give concessions;
• Know how to use variables in negotiating;
• Discusses current best practices • Be aware of negotiation games other people play on you;
in business negotiations, • Learn to use countering tactics in negotiations;
adapted to suit the dynamic Asian • Know how to use the perception of power when negotiating;
business environment • Learn how to be credible in the eyes of the other party;
• Know how to close a deal.
• Each participant receives a
comprehensive fact-filled workshop-
manual-cum-resource-book for easy
on-the-job reference; Objectives
• Endorsed by HRD Gateway, By the end of the session, participants would understand princi-
Malaysia HRonline, HumanTal- ples of international B2B business negotiation that they can use to
ents International, and Training create a competitive edge for themselves and their companies.
Malaysia They would be able to prepare, plan, develop and execute appro-
priate strategies in business negotiation and transaction.
• This program is offered by HRD
Gateway in India, Pakistan,
Who should attend?
Sri Lanka, Singapore, Malaysia,
China, Taiwan, Indonesia,
All executives or managers who need to negotiate with local or
Brunei, Thailand, Cambodia,
international customers, clients, vendors, suppliers and others, in
Vietnam, Laos, Myanmar, Philip-
all industries.
pines, Czech Republic, and USA

3. About the Trainer
G K Lim is President of HRD Gateway, a 40,000-member international non-profit organization dedicated to excellence in
human resource management. He is also a training consultant in the area of consultative / solution-centric selling skills, key
account management, negotiation / persuasion / influencing skills, 360-degree managerial excellence, collaborative lead-
ership, personal productivity / resilience skills, and mind / intuition enhancement.
He holds an MBA from American Heritage University of Southern California, and currently working for his DBA from Ifugao
State University, Philippines. He has had consulting and training assignments in Thailand, Indonesia, Malaysia, Singapore,
Brunei, Philippines, Vietnam, India, Sri Lanka, Maldives, United Arab Emirates, and China, and has appeared on TV2 (KL),
TVM (Maldives), UNTV (Manila) and RPN9 (Manila).
He is Fellow of the Institute of Sales and Marketing Management; Approved CMSI Sales Personnel Certification Advisor &
Instructor; ISO Certified In Marketing & Sales (ISO CMS 991182); Certified e-Business Associate (EC-Council); Certified EC-
Council Instructor; Certified Herrmann Brain Dominance Instructor; PSMB-certified trainer, Certified Competency-Based
Training & Education Instructor; Accredited Facilitator, Accelerated Entrepreneurs Development Program; and Member,
Intuition Network.
A partial list of in-house training clients include: ABB, Aesculap, Acer, Aon Vietnam, ANZ Bank Hanoi, B Braun, Bristol-Myers
Squibb, Cadbury, Canon, Ciitibank, Cycle & Carriage Bintang, Datacard Group USA, Dell, Dexion, DHL, Digi, Euromedical,
Flextronics, GE Toshiba Silicones, HAVI Food, IQPC Oil & Gas Dubai, IITM Sri Lanka, Intel, Jabil, Jaya Jusco, Komag, Landmark
Graphics, Maersk Medical, Maybank, Maxis, Microsoft Thailand, Mitsui-O.S.K. Lines, Mitsui Sumitomo, NEC, New Zealand
Milk, Nordberg China, Novartis Pharmaceuticals, O'Connor's, Panasonic, Permodalan BSN, Public Bank, PSA Maldives,
PWTC, Reliance, Roche, Samsung India, Shell, Sime Darby, Singapore Institute of Management, Syngenta Crop Protection,
Ta'aheel FZ. Dubai, Tara Prima Megah Bandung, Texchem, Tecumseh-Euro-Malaysia, TUDM, Wearne Brothers, Xepa-Soul
Pattinson, Yves Rocher, and Zuellig Pharma.
PROGRAM TOPICS
Introduction Deadlock, impasse, stalemate
Problems you face when negotiation with others Definition
So far, how have you been negotiating? The wrong way to break a deadlock, impasse, stalemate
Group exercise: “How not to lose your shirt in a negotiation How to break deadlocks, impasse, stalemates
encounter”
The paper tearing exercise – Don’t ASS U ME Solo negotiation or team negotiation
Solo negotiator – advantages; areas of concern
Opening tactics A team of negotiators – advantages; areas of concern
Test yourself on "The Opening Statement" The negotiation team – rules of engagement
About the opening statement
Who opens first? Money and negotiation
Krunch early and krunch often Various ways of working around money
If you have to open first The use of “funny money”
Assumptions How to create perceptions on value of money
The ubiquitous “It’s too expensive......”
All about trades offs and variables
The need for trade offs Power in negotiation
Variables in negotiation Informal leadership power
Some variables Legitimate power
Other variables applicable to your business Tactical power
Tactics -- How to's How to help the other party come to a decision
Over 50 tactics used in negotiating / influencing How to trial-close
How to counter tactics Buying signals -- spoken, unspoken
Making final offers
When they say they want this, do they REALLY mean they Conclude with a nibble
want this? What to do when a decision with the other party is reached
Issues, positions, interests, options, and variables
The question of position versus interest Role plays used at the workshop
Position-Interest role play Distributive negotiation simulation
Creating options The general manager and the consultant
Options role plays Althesa International Supply, Inc. simulation
GE International, Inc. contract simulation

4. Yes! Please register the following delegates for the public program
Strategic Negotiation Skills
on 15 & 16 June 2011 at Melia Hotel, Kuala Lumpur
facilitated by G. K. Lim, MBA, CMS, CEI
REGISTRATION FORM
Call/email us for email friendly word format registration form
Name:(Dr/Mr./Mrs./Ms):
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Approving Manager:
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Exec. In charge of Registration:
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INVESTMENT FOR ATTENDING THIS WORKSHOP IS RM 1,550 PER DELEGATE
Early bird discount of RM 170 (total: RM 1,380 per delegate) before 16 May, 2011. Please contact us for details on Group
Discounts for registration of more than one delegate.
PAYMENT DETAILS:
We have transferred the sum of RM……….......................…. to MAYBANK Account No: 514299128474 in favor of HRD Gate-
way Sdn Bhd. A scanned copy of the transfer slip is enclosed, or will be emailed to an email address below; OR
Enclosed herewith is a cheque No:................................. for RM................................. made in favor of HRD Gateway Sdn. Bhd.
Mailing address : HRD Gateway Sdn Bhd, B-23-2, Sri Intan One, Batu 5,
Jalan Ipoh, 51200 Kuala Lumpur, Malaysia
Tel.: (Kelly Teoh / Azura Ahmad) 03-61005992; 019-2268987; Fax: 03-23811060
Email: kelly@gklim.com ; azura@hrdgateway.com
Website: www.gklim.com
Creative Consultant : Prof. (Dr.) Sudhi Ranjan Dey Pic source: 123rf.com