360

THE ART OF
NEGOTIATING
UNDER PRESSURE
+ MEDIATION

7 - 9 JULY 2014
SINGAPORE

This course is different,

its all about you.

international

INTRODUCTION
We all live in a New Deal Economy in which the old-style rules of negotiation have
been supplanted. It is no longer enough to negotiate purely through the exercise of
power, taking advantage of the other side. However, negotiation has changed. A
collaborative approach is required for an interdependent world. This applies to everyone, whether they are individuals, SMEs, big companies or Governments.
By breaking negotiation into its three key elements of Attitude, Behaviour and Process,
you will learn how to shape, create and close deals. You will discover what your
negotiating style is, and how you can apply it to influence others and give yourself the
edge.

Can you afford to be without a modern framework for deal-making?

OBJECTIVES

To assess your own style of negotiating

To learn key ideas / techniques in negotiating
To practise those aspects which will make a positive difference to your negotiation
To prepare for real-life negotiations
To deal effectively with pressure situations

BEHAVIOUR

STYLES
To be focused on the three rings of
The Negotiation Chain
ATTITUDE
Emphasis on doing
In-puts supported by guideline notes
Flexible - practice geared to your needs
Links made with your own experiences

Endorsement:
Clive is one of the greatest negotiators I have met. Calm, clear and
decisive, he swings negotiations his way using proven science that
many others have failed to grasp. The most important thing I
learned from him is: Ask clearly for exactly what you want and give
just one compelling reason why you should have it. Simple, yet not
what most of us do. Instead we think of many secondary reasons
why we need what we want and get shot down in flames.
Clive is also a major believer in the win/win philosophy leaving
both sides happy whilst getting his client exactly what was
required. Clive is good, very good!
Paul King, Head of Business Development, Live and Dangerous
hired Clive as a Business Consultant in 2010

Clive is a demon negotiator! Hes even got an app for that. I

would strongly recommend Clive for all manner of negotiating
and contract work.
Dee Gibbs, Joint Managing Director, Mi liberty Ltd

PROCESS

Clive Rich
International Deal Maker

PROFILE
Clive Rich is an international deal maker and
trouble-shooter. He has played a crucial role in
negotiating and brokering more than 10bn worth of
global deals for or with a broad spectrum of
multi-nationals,
major
organisations
and
super-brands, including Sony, Yahoo, Apple, Napster,
BMG, San Disk, My Space and the BBC.
An Oxford University and the Inns of Court Law
graduate, Clive Rich has more than 25 years
experience creating and closing deals. He uses a
unique framework which can be adapted depending
on the size of deal, recognising that each negotiation
and individual is different.
Clive believes that the power of negotiation and the
ability to trouble-shoot deals has never been more
important. With an unstable world economy,
increasing competition as power and influence moves
from the West to the East, and technology enabling
business to converge globally, we now live in a New
Deal Economy, where deal-making skills are
paramount.
Also a highly experienced entertainment and digital
media lawyer, Clive has negotiated deals for musicians
including Take That, Dido, Annie Lennox and Simply
Red, and for global brands such as Universal, Virgin
and T-Mobile. He also negotiated BMGs first
ag
agreement for Pop Idol recording rights with 19
En
Entertainment an agreement which has since
ge
generated well over $1 billion of contribution for BMG
wo
worldwide.

EXCLUSIVE TAKEAWAY
E
Clive Richs LATEST book!

THE YES BOOK

C
Clive
Cli
is creative, smart, quick, listens well
and comes up with powerful solutions.
an

360 International Limited, Level 8, Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia.

www.360i-group.com

THE ART OF NEGOTIATING

UNDER PRESSURE + MEDIATION
COURSE CONTENT
HOW THIS WORKSHOP WILL BE CONDUCTED

DAY1 NEGOTIATION

Objectives
Style
Ingredients of negotiation - The key elements of any negotiation
Excellence in negotiation - The key skills of effective negotiators
Attitude
- Negotiating attitute
- The four types of negotiating attitute
(Using, Losing, Confusing, Fusing)
Impact of attitude exercise, Examples of faulty attitudes
Changing faulty attitudes, Analysing attitudinal questionnaire
Diagnostic exercise(s), Exercise feedback, Reflective learning
- Bargaining power - The eleven sources of bargaining power in a
negotiation, and their effect on attitudes
Process
- Negotiating process (Knowing what is going on, Knowing how to
approach the negotiation, Understanding the other partys approach,
Being able to shift approaches, Having options)
- The seven stages of negotiation
Preparation - What to include
Climate-setting and process issues
Exploring wants and needs - Understanding why people want
the things they asked for. Identifying interests.
Coinage - Coinage exercise
Bidding - Making offers effectively, timing and impact
Bargaining
Closing and Review
- Deal-planner model
- Team negotiations (The danger of dysfunctional teams)
- Breaking deadlock
(Tips for breaking logjams, Straight line exercise, Creating extra options)
- Analysing process questionnaire
Diagnostic exercise(s), Exercise feedback, Reflective learning

DAY3 MEDIATION

Elements of Mediation ( Process, Neutrality,

Confidentiality, Parties own the outcome)
Differences between mediation and negotiation
Benefits of mediation
Risks of mediation
The process of mediation
- Preparation, Opening, Exploration, Bargaining,
Concluding, Afterwards
Skills required by the mediator
- Relationship skills, Process skills, Content skills,
Written skills
- Exploration phase
Skills practice
- Language flexibility, Emotional flexibility,
Recognising respecting and responding
- Making different types of intervention
Other issues
- Example of mediation rules, Example of mediation
settlement agreement, Ethical / legal challenges

DAY2 NEGOTIATION
Behaviours
- Negotiation behaviours (Getting the impact you want,
Having flexibility, Appreciating what will work)
The sixteen available negotiation behaviours
(I behaviour, You behaviour, We behaviour, Parting)
Passive behaviour / aggressive behaviours
Completing profiling questionnaire
Analysing profiling questionnaire
Verbal and non-verbal behaviour - words, music and dance
Coaching behaviours
- Matching the right behaviour to the right occasion
- Matching the right behaviour to the right stage of negotiation
- Decision-making triggers - Exercise
- Matching the right behaviour to the right person
- Dealing with tough guys
(Bullies, threats, lies, unfair or unreasonable tactics)
- Negotiating abroad
(Managing different social norms by email and phone)
- Remote negotiation
Challenges and tips for negotiating by email and phone
Diagnostic exercise(s), Exercise feedback, Reflective learning
- Back home negotiation
Identifying coinage for own business
Identifying bargaining power from own business
Back home exercise from own business
- Research findings
- Reflective learning
- Close

WHO SHOULD ATTEND

Heads of Departments
All middle to senior level executives / managers
Professionals / Entrepreneurs
Human resource personnel across all sectors
Purchasing & contracts officers
Business development managers
Legal counsels & advisors
Negotiators at all levels
Service providers

COURSE SCHEDULE
8.00
8.30
10.00 - 10.20
12.30 - 13.30
14.40 - 15.00
16.00

360 International Limited, Level 8, Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia.

Registration & Coffee / Tea

Workshop commences
Morning coffee / tea
Lunch
Afternoon coffee / tea
End of day
www.360i-group.com