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The Art of Negotiation Skills
  • Overview
  • Objectives & Outline
  • Methodology
  • Participant Profile
  • Trainer
  • Overview
    PROGRAMME DETAILS

    DATE

    7 April 2020

    TIME

    9:00 AM – 5:00 PM

    VENUE

    Asian Banking School

    A successful constructive negotiation requires in depth understanding of the negotiation process, ethics, power and persuasion. This 1-day intense programme is designed for participants to practice and master negotiation skills in the legal area.

    LEARNING LEVEL

    Intermediate

    PROGRAMME FEE

    AICB MEMBER

    MYR

    1,500*

    / PAX

    NON-MEMBER

    MYR

    1,800*

    / PAX

    *Subject to 6% Service Tax

  • Objectives & Outline
    LEARNING OBJECTIVES
    By the end of the programme, participants will be able to:
    • Analyse negotiation process
    • Discuss communication process and persuasive negotiation techniques
    • Demostrate different types of negotiation situations, managing complex and challenging negotiations


    PROGRAMME OUTLINE

    Negotiation Skills

    • Negotiating skills, styles and strategies
    • Preparing for negotiation
    • Prepare the logistics
    • Prepare for the other side

    Negotiation Process
    • Exploring positions
    • Opening stage
    • Exploration stage
    • Agreement stage
    • Breaking deadlocks
    • Concluding the negotiation

    Negotiating Power and Persuasion
    • Negotiating power
    • 4 steps from power to persuasion
    • Legal issues
    • Ethics in negotiation

    Workshop: Conducting a successful constructive negotiation

    Summary
    • Factors leading to an unsuccessful negotiation
    • Principles for successful constructive negotiations

  • Methodology

    Workshop, Lectures and Discussions

  • Participant Profile

    Legal advisory, corporate counsel and procurement officers from banks who are required to negotiate on legal matters, staff who are dealing with Investment Banking

  • Trainer

    DATIN LEE MEI PHENG

    Datin Dr Lee Mei Pheng is a senior partner, banking law consultant and practitioner at Detta Samen & Co Advocates, one of the most established law firms in Sarawak. She is an Advocate and Solicitor of the High Court in Malaya and an Advocate of the High Court in Sabah and Sarawak. She is also a Fellow of the Law Faculty at University of Malaya.

    She had previously served at OCBC Bank in Malaysia as Head of the Legal department and Assistant Vice President of the Kuching Branch in Sarawak for ten years and since 1984, been a leading consultant and lecturer for international financial institutions and large corporations. She is also a course director for Euromoney Training in Hong Kong. Her other professional contributions include being a consultant, commissioned author, editorial reviewer and specialist for LexisNexis, AICB and Oxford publications, an external assessor for business and company Law at Wawasan Open University, Penang and author of many publications.

    Datin Dr Lee holds a Doctor of Philosophy (Laws) from the University of Liverpool, England, specialising in Banking and Finance Law, with her PHD research on banking fraud. She also holds an LLB First Class Honours degree from the University of Malaya. She resides on the Gold Coast, Australia and since 2000, has been an Adjunct Associate Professor with the Faculty of Law at Bond University, Queensland, Australia. She is a Fellow of the Financial Services Institute of Australasia and Tim Fischer Centre for Global Trade and Finance, as well as a Member of the Law Advisory Board, Bond University, Australia. She is also an Associate Fellow of the Institute of Bankers, Malaysia (now known as Asian Institute of Chartered Bankers or AICB).


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