Negotiation Skills Program, led by G K Lim

Those who know how to negotiate get the bigger piece of the pie. No exceptions.
a two-day program
Facilitated by
(Sawadpong Limtrakul)
MBA, DBA candidate
Certified in Marketing and Sales (ISO CMS 991182)
Approved CMSI Sales Personnel Certification Advisor & Instructor
Solution Selling Roadmap Implementation Specialist
HRD Gateway Sales Series Master Trainer
Presented by :

2
BENEFITS YOU'LL RECEIVE AND CAN APPLY
IMMEDIATELY
You will …..
• Discover your negotiation profile;
• Learn how to prepare for business negotiations;
• Know how to use the William Ury Model;
• Capitalize on the power of benefits;
• Learn how to apply negotiation strategies in various
situations;
• Know all about money in negotiations;
• Maintain control in most difficult situations;
• Be able to place and give concessions;
• Know how to use variables in negotiating;
• Understand the concession curve;
• Be aware of negotiation games other people play on
you;
• Learn to use countering tactics in negotiations;
• Know how to use the perception of power when
negotiating;
• Learn how to be credible in the eyes of the other
party;
• Know how to close a deal.
For more information, please contact: + 603-61005992; 6-019-2268987
email: gk@hrdgateway.com; gk@gklim.com
website: www.gklim.com

3
PROGRAM TOPICS
Introduction
Problems you face when negotiation with others
So far, how have you been negotiating?
Group exercise: “How not to lose your shirt in a negotiation encounter”
The paper tearing exercise – Don’t ASS U ME
Opening tactics
Test yourself on "The Opening Statement"
About the opening statement
Who opens first?
Krunch early and krunch often
If you have to open first
Assumptions
All about trade-offs and variables
The need for trade offs
Variables in negotiation
Some variables
Other variables applicable to your business
Tactics -- How to's
Over 50 tactics used in negotiating / influencing
How to counter tactics
When they say they want this, do they REALLY
mean they want this?
Issues, positions, interests, options, and variables
The question of position versus interest
Position-Interest role play
Creating Options
Options Role Plays

4
Deadlock, impasse, stalemate
Definition
The wrong way to break a deadlock, impasse, stalemate:
How to break deadlocks, impasse, stalemates
Solo negotiation or team
negotiation
Solo negotiator – Advantages, Areas of concern
A team of negotiators – Advantages, Areas of concern
The Negotiation Team – rules of engagement
Money and negotiation
Various ways of working around money
The use of “funny money”
How to create perceptions on value of money
The ubiquitous “It’s too expensive......”
Video presentation
Mark McCormack's "What They Don’t Teach You At Harvard Business School
Power in negotiation
Informal leadership power
Legitimate power
Tactical power
How to help the other party come to a decision
How to trial-close
Buying signals -- spoken, unspoken
Making final offers
Conclude with a nibble
What to do when a decision with the other party is reached
Role plays
The general manager and the consultant
The customer and the customer service representative
GE International, Inc.
(other role plays depending on industry and need)

5
Program endorsements
Endorsed by
Validated by EDS Advance Academy, Asia Pacific, in collaboration with Southern Luzon State University, Batangas State University, Sultan Kudarat
Polytechnic State College, Ifugao State College for Agriculture & Forestry, Laguna State Polytechnic University, Palawan State University, Akamai University,
and American Heritage University for CEU award purposes
Program offered in: India, Pakistan, Sri Lanka, Maldives, Singapore, Malaysia, China, Taiwan, Indonesia, Brunei, Thailand, Cambodia, Vietnam, Laos,
Myanmar, Philippines, UAE, Czech Republic, and USA
Program developed by
HRD Gateway International Management Centre Faculty
Used under licence

6
About the trainer
G K Lim (aka Sawadpong Limtrakul) < gk@gklim.com > 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, level 5 leadership, 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;
• Certified Competency-Based Training & Education Instructor;
• Certified facilitator for "Psychology of Winning," "It's A Deal," "Adventures in Attitudes," and "You
Were Born Rich Video Program;"
• Accredited Facilitator, Accelerated Entrepreneurs Development Program;
• Silva Mind Control facilitator;
• Associate, Profiles International;
• Process Implementation Specialist, SMI
• NLP practitioner;
• Affiliate, Jim Rohn International;
• Member, Ecumenical Society of Psychorientology;
• Member, Intuition Network;
• Founding Member, International Association of Coaches;
• President, HRD Gateway;
• Past President, China HRM;
• Principal Consultant, Human Resources Services;
• and Project Leader, HRD Gateway Management Development Centre program development
project
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

7
WHAT THEY SAY ABOUT G K LIM’S TRAINING SESSIONS
Thank you again for doing a wonderful job with our sales team. We appreciate it very much. As Rob and I
mentioned to you in our Saturday lunch meeting, our sales channels see themselves as being professional. In
other regions of the world we found that the survey feedback ranged from neutral to negative. In your case, the
response was much more positive than we experienced in other parts of the world, and with other trainers. Of
the 60 delegates that attended, only 35 delegates completed the survey before leaving the meetings. The
breakout for your section is as follows: Fair – 9; Good – 24; Excellent – 2. In summary, 26 out of 35 thought the
program was good to excellent. Thank you for doing your part. I thoroughly enjoyed working with you and hope
the opportunity presents itself again. You are a true professional. -- Kevin Gillick, Datacard Group, West
Minnetonka, MN
“GK Lim is one of the best persuasion psychologists in Asia. He is a much sought after trainer in Malaysia and
neighboring countries as he uses his knowledge and experience accumulated over 3 decades in order to give the
best to his clients. He was invited to SriLanka, my native country, to conduct his flagship training programs by
SriLankan event organizers after they had heard of his success in Malaysia, Philippines, Singapore, Thailand,
Vietnam, Brunei, China, India, Maldives, and UAE. His success can be also attributed to his very own
presentation style and mastery of language which had been commended by many of his contemporaries
worldwide -- Jayadeva de Silva, HumanTalents Unlimited.
I find his presentations very well structured, full of practical/down to earth ideas and easy to understand. He
shares his experience freely and often gets excellent evaluations from course participants. In fact, when GK
conducted his training for my company's sales & marketing team, his experience and ideas were well received by
the participants. -- Toh Siew Pat, Head of HR & Admin., SWM Environment Sdn Bhd
GK Lim specializes in sales, negotiation & leadership training programs. His programs are lively, effective and
humorous. You will never be bored in his session and you will get valuable takeaways. Recommend to anyone
looking to do such topics of training. -- Lily C.L. Lau, Culture Synergy Cultivator, Certified Trainer, Speaker,
Principal Consultant, Culture Dynamics
We received very favourable feedback from the delegates' appraisal of the Conference and I am pleased to
inform you that your individual rating, as a speaker for your presentation on "Relationship Between Managers
and Talented Employees" is "Excellent" We have no doubt that your participation had contributed to the success
of the Conference. -- Irene Lum, Conference Development Manager, Asia Business Forum
I have known G K for since 1986 and have been working with him together on training projects. G K is a person
of vast knowledge and practical experience, and is a very pragmatic trainer. He always strives to ensures that the
training objectives are met while at the same time promote fun and liveliness in his training. He is creative and
vibrant in his training delivery. -- Stanley Cham, Entrepreneur, Oneness Training & Coaching
On behalf of Community Services of Bangkok, I want to thank you for the three “Winning Strategies” seminars
you have presented since January. The response to this seminar has been very positive by both the foreign and
Thai participants. This is indeed a worthy contribution to the English-speaking persons in Bangkok – Leslie
Weed-Fonner, Coordinator, Community Services of Bangkok

8
We are very pleased to have you lead the seminar "Winning Strategies For That Competitive Edge" to our sales
personnel. The participants thought the program was very educational, enlightening and interesting and
particularly, the newcomers to the Company reported that the seminar was an eye-opener and you were able to
furnish them with the 'edge' to improve their job performance. We extend to you our thanks and appreciation. --
Koh Chee Kean, GM, Wearne Brothers (1983) Sdn Bhd
Thank you very much for your participation in the recent Komag Career Fair. You have given a very impressive
performance and the audience found your talk interesting and motivating. I found that you are able to reach out
and build a good rapport with the audience instantaneously and had them drawn to you, paying close attention
throughout your talk. Although you are an external person to Komag, you are quick to understand the purpose
and objective of the Career Fair. You aligned your talk to the theme of the fair "Creating Your Future" very well.
Your talk was a good warming-up to the presentation on Career Pathing, a matter viewed and taken seriously by
all Komag employees. – K K Lim, General Manager (KM 1 -Operations) Komag USA (M) Sdn Bhd
We have engaged Mr G K Lim to hold a motivational course, “Winning Is Easier Than Failing.” We all agreed
that Mr Lim is able to convey messages across the participants in a simple and easily understandable way. He
managed to built up a good rapport across the audience and is very responsive to all the questions raised during
the session. We are convinced that the course is beneficial to our company. -- C A OOI, GM, Chemopharm
Sdn. Bhd.
I have had the honour and privilege of sharing the seminar platform with many of the world's greatest speakers
including Bob Proctor, Wayne Dyer, Deepak Chopra, Stuart Wilde, Dottie Walters and others. I count Mr. G.K.
Lim amongst this group and I am doubly blessed to call him friend. I have personally done three seminars with
Mr. G.K. Lim and found him absolute world class. It is very important to me when I do seminars in different
countries to work with the countries' best in matters of "Success, “The mind,” and “Sales,” and Mr. Lim has
proved to be fantastic. He has all of the international qualities whilst still being able to communicate with his
fellow Asians from newcomers to C.E.O’s. Any company would find their sales and productivity greatly increased
after experiencing G.K. Lim. -- Michele Blood http://www.musivation.com, La Jolla, CA
Thank you and congratulations on a great presentation!! Your presentation on "How to Thrive on Stress" were
inspiring, humorous and most important of all informative. It touched home base and our hearts. We must really
comment on your ability to handle crowds of all levels. Feedbacks from our directors, senior managers and
middle management staff were more than impressive. You helped them to accept your message rather than
driving home the point. Making it personal for them too, made the topic so refreshing. -- Fong Muntoh,
Assistant Human Resource Manager Reliance Pacific Berhad
Good job done. Interesting, helpful, practical. Trainer is very experienced. A good presenter
Used real life examples. -- K K Chan, Manager, Sime Alexander Forbes
Trainer is excellent. Good team work. Good participation. Relates well to audience. Pace is quick -- A Raj,
Executive, Assoc. Motor Industries
I would grade this seminar as excellent. Notes well presented, concise. The presentation was professional. Not
boring. Mr Lim has managed to get participants to participate actively in discussions and everyone was relaxed.
He knows his subject. -- Diana D'Almelda, Marketing Manager, Eleganz Series Sdn Bhd
He has got lots of ideas to share. Steady and cool; controls the situation. His style is not boring. -- Zulkifli
Mahmud, Marketing Executive, Hai-0 Marketing Sdn Bhd
I have known G K Lim since 2003, during the early days of HRD Gateway, a 40,000-member international NGO
dedicated to excellence in HRD/HRM. We would often discuss how HRD Gateway could grow and how Oak
Training could help HRD Gateway members. GK contributed articles of interest to trainers and HR specialists,
and these were published the Oak Training site. G K Lim has spent over three decades in the training profession,

9
as a training specialist in the area of sales, negotiation, managerial leadership and stress management. I highly
recommend him to those in need of services that he provides. An inspirational talent that adds so much value to
everything that he gets involved with. -- Des Fitzgerald, Managing Director at Oak Training Ltd
http://www.oaktraining.com/
• “Lively presentations. Useful tricks and methods with real life examples. Experienced presenter. This is the
type of presenter who is favoured, rather than those PhD holders with vague knowledge who do not accept
comments / ideas / opinion from others. Frankly, this is high rated workshop in my opinion.”
• “Mr G K Lim turned this “boring topic” into an interesting workshop. Good job!”
• “Good and interesting workshop! GK is an experienced facilitator. “
• “Useful for communication skills, practical methods with example are given. Excellent. Very practical.”
• “Easy to understand, with interesting examples.”
• “The program is practical and it’s applicable in all situations whether we are in product sales or education
business. The sales approaches, closing techniques and ways to handling objections shared by the
facilitator are very helpful and beneficial. What we need to do is to adapt them into the education industry.”
• “Can apply the principles learnt in the workplace and personal life.”
• “Informative workshop, good interaction, met objectives.”
-- Comments by lecturers, administrators and Heads of Divisions of TAR College after
an inhouse program
Countries G K Lim has conducted training in….

10
TRAINING ROOM NEEDS AND OTHER LOGISTICS
Training Room Logistics and Training Aids Needed
1. The preferred seating arrangement is round table clusters (per table to seat 4 to 5
participants). Otherwise, arrange U-shaped or classroom style.
2. Please supply the following necessary training aids:
• LCD projector
• Projection screen
• Table for LCD projector
• Flipchart and white board; marker pens and eraser
• Sound jack from computer to PA system (or portable PC speaker)
• If number of pax exceed 25, the trainer needs to use a lapel mike
• Masking tape
3. If possible (but not absolutely necessary), please also supply / make the following
training aids, logistics and arrangements:
• Headtable
• Writing pad or paper (A4 size) and pencils (or ballpens) on table
• Name tents on table (no need to write participants' names on name tents)
• One black marker pen per round table (for participants to write their names on name
tents)
• Drinking water for participants
NOTE: If you cannot supply or make available the items mentioned above, do let us
know and we can suggest alternatives
Training Schedule
Each training day is broken up into …….
• First quarter: 9.00 am to 10.30 am (1½ hours)
• 15 minutes tea break: 10.30 am to 10.45 am
• Second quarter: 10.45 am to 12.30 am (1¾ hours)
• Lunch break 12.30 pm to 1.30 pm
• Third quarter: 1.30 pm to 3.15 pm (1¾ hours)
• 15 minutes tea break: 3.15 pm to 3.30 pm
• Fourth quarter: 3.30 pm to 5.00 pm (1½ hours)
• Day ends at 5.00 pm
Note: Our experience is that some participants arrive at the training room without taking
breakfast. That being the case, we could have 15-minute morning tea break at 10.00 am.

11
SOME CONSIDERATIONS FOR AN EFFECTIVE TRAINING AND
SKILLS TRANSFER PARTNERSHIP
General
1. Professional fee: (please call +6019-2268987 or email gk@hrdgteway.com to
discuss)
2. Program Duration: 2 days (9 am to 5 pm)
3. Program leader: G K Lim
4. Program language: English
5. Number of pax: Maximum 25 pax per class for optimal results
6. Venue: To be determined
7. Venue, lunch, tea-break refreshments: Provided and arranged by client
organization
8. Expenses: Transport, food and lodging (if event is held away from Genting View
Resort or Genting Highland) provided by client organization
9. Course Manual cum Resource Book: Provided by HRD Gateway Management
Development Centre.
10.Payment Terms: 50% of the professional fee is payable upon confirmation of
training partnership, while the remainder 50% of the professional fee to be paid
on the last day of the training session.
Kempas A1, Genting View Resort, 69000 Genting Highlands; Tel.: 03-61005992, 019-2269098

Negotiation Skills Program, led by G K Lim

Recomendados

Recomendados

Más contenido relacionado

Destacado

Destacado (15)

Último

Último (20)

Negotiation Skills Program, led by G K Lim