Negotiation: Strategies and Skills That Close

Prepare, negotiate, close and enforce deals that hold up, from supplier contracts to your own salary.

The deal was lost the night before. You just found out in the meeting.

What this is

Most people walk into negotiations with a number and a hope, then give away margin to make the awkward silence stop. This professional certificate teaches the full process: interests, BATNA, ZOPA and trade-offs before the meeting, power, anchoring and concessions during it, and clear written terms and dispute handling after it. Every tool is honest, built for how deals really work in Malaysia and Asia, and tested on practice rounds with suppliers, landlords, investors and employers.

What you will be able to do

Modules

  1. Prepare: what you want and what you do without it. Why most negotiations are decided before the meeting, and how interests and your BATNA set the ground you stand on. 3 lessons.
  2. Prepare: the numbers, the trade-offs and their side. Set your reservation price, target and ZOPA, map the issues worth trading, and build a one-page plan that includes the other side. 3 lessons.
  3. Negotiate: power, anchors and concessions. Where bargaining power really comes from, when to make the first offer, and how to concede without teaching the other side to push. 3 lessons.
  4. Negotiate: psychology, culture and the ethics line. Honest framing and persuasion, the biases and hardball tactics to spot, and how face, relationships and hierarchy shape deals in Malaysia and Asia. 3 lessons.
  5. Close: from handshake to contract. Turn a verbal agreement into clear written terms, check the clauses that matter, and know when a lawyer is worth calling. 2 lessons.
  6. Perform and evaluate. Track what was promised, raise problems early, and climb the dispute resolution ladder from conversation to mediation, arbitration and court. 2 lessons.
  7. Practice rounds: suppliers and leases. Run all four stages on a supplier contract and a commercial lease, two deals most Malaysian business owners will face. 2 lessons.
  8. Practice rounds: investors and salary. Apply the full process to raising money from investors and negotiating your own pay, without bluffing. 2 lessons.

Who it is for

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