Impactful Negotiation Skills for

Public Sectors
 Introduction
• Negotiation skills between private and public
sectors are totally different
• The success of a deal is mainly due to:
– Technical know how
– Technical know who
– The “negotiation skills” to link technical know
how-who
 Program Objectives &
Learning Outcomes
• After completing this program, the
participants should be able to
– Know the unwritten rules in procurement process
– Apply various skills in negotiation process
– Demonstrate leadership in managing negotiation
process
Program Outlines
Time Topics
9:00am – 10:30am Understanding Public Sectors Officers: The mind, attitudes and
behaviour
• The psychology of public sectors officers
• The behaviour of public sectors officers
• Speaking their mind
11:00am – 1:00pm Secret Dealing (negotiating) with Government Officers
• Unwritten rules: Protocol in communicating with government
officers
• Challenges when dealing with government officers
2:00pm – 3:30pm Venturing into Negotiation Process
• Negotiation approaches
• The process, the communication styles
• Negotiation Skills to deal with officers
• Listening skills
• Feel good factors
• Ethics in Negotiation: Siddiq, fathona, tabling and amanah
4:00pm – 5:00pm Negotiation Strategies I (Practical Session I)
• Sun Tzu Art of War: Know Your Enemy and Know Yourself and
you can flight a hundred battles without disaster.
Time Topics
9:00am – 10:30am Negotiation Skill 2: Building Up can Networking
• Reaching the heart when negotiating
• Understanding abnormal psychology during negotiation
process.
11:00am – 1:00pm Body Language and Negotiation
• Identify what to focus, What to stop, What to start and what
to continue
2:00pm – 3:30pm Enhancing Negotiation Skills
• Applying body language in negotiation
• Choice of words in negotiation
• Follow up and handling objection in negotiation skills
Practical Session 2: Negotiate with Problematic Officers

4:00pm – 5:00pm Putting All together: Case Study in Negotiating in Public Sector
Case Study 1: IRB Customer Satisfaction Index
Case Study 2: SPNB: Employee Engagement Index