Masters Of Negotiation & Influence



Most people assume that negotiation skills are only for sales experts or a real estate agent. However, negotiation is one of the most crucial skills anyone can learn and if you are able to master it, you can be assured of greater success in every aspect of your work and life. Whether you are a business executive, a salesperson, an entrepreneur, a purchaser or even a politician, negotiation is a skill that enables you to build relationships by finding the real needs of both party through the use of active listening, questioning, integrity, observation and empathy. This programme is designed for those who are serious in developing these vital skills to negotiate with the colleagues, subordinates, superiors, partners, clients and suppliers.


Upon completion of this program, participants will be able to:

  • Develop and use the Negotiation Matrix effectively
  • Use the Questioning and Listening Techniques effectively during negotiation
  • Create a win-win situation for future negotiation
  • Identify the Needs and Wants of the other party
  • Apply the effective techniques and tactics of negotiation
  • Identify and apply the 6 Laws of Influencing


This program is suitable for Executives, Managers, Sales Professionals, Purchasers and leaders


This program will be conducted through interactive lectures, PowerPoint presentation, video presentation, role-play and group discussions



  • Fundamentals That You Need To Be Aware Of Before You Start
    • Negotiation Process
    • Stages Of Negotiation
    • Negotiation Principles
    • What Is Negotiation?
    • Different Negotiation Situations
  • 6 Laws Of Influencing
    • Law Of Authority
    • Law Of Consistency
    • Law Of Liking
    • Law Of Reciprocal
    • Law Of Scarcity
    • Law Of Social Proof
  • The Power Of Questioning
    • Q&L
    • Questioning Techniques
    • Types Of Questions
  • The Power Of Listening
    • Active Listening
    • Keys To Listening
    • Listening To Identify The Needs And Wants
  • Power Factors
    • Different Types Of Power
    • Usage Of Power
  • Negotiation Matrix
    • The Essential Tool For Negotiation
    • Mapping Your Negotiation
    • Parameters In Negotiation
    • Creating Concessions
  • Negotiating From A Weak Position
    • Handling Difficult Negotiation Situations
    • Understanding The Kraljic’s Model In Negotiation
    • Offering Alternatives At An Impasse


  • Body Language
  • Telephone Negotiation
  • Team Negotiation
  • Internal Negotiation
  • External Negotiation


  • Mind Reading During Negotiation
  • Negotiation Strategies
  • Identifying And Dirty Tricks And Using Effective Tactics During Negotiation
  • Avoiding Common Mistakes In Negotiation

Fee: RM 1,700 per pax

Loyalty Points:1700 Points

Duration: 2 Days 

Note: In-house course is available. Request it HERE


Gerald Kong Wai KheongWith the advancement of Social Media in today’s communication, Gerald believes that mastering the skills to lead and network can provide a wealth of unending resources and possibilities. With these strong convictions and experience, Gerald runs very successful, impactful and effective programs and workshops sharing his knowledge in leadership, and marketing with different organizations. As part of the process, Gerald equips his participants with leadership and sales skills especially in the areas of strategic planning and sales techniques. He is the business trainer of the largest networking group in the world that specializes in referral marketing which passed more than USD6.5 billion worth of business in 2013. He has been appointed by the Ministry of Human Resource Malaysia to train and certify other corporate trainers.