The Art of Negotiation Workshop

The Art of Negotiation

Objective /Benefits

This workshop is to equip Leaders with all the right “tools” to develop and hone their negotiation skills. The objectives of the workshop are:

  • Increase their mastery of a set of skills which would make their negotiations more effective.

  • By experimenting with various negotiation techniques will help participants identify the most suitable one for them.

  • Recognize their strengths & weaknesses ie. self-awareness to help them develop strategies to increase their negotiation effectiveness.

  • Learning to assess the style of negotiation counterpart and how to manage it

Learning Outcomes

Upon completing The Art of Negotiation, participants should be able to:

  • Learn and understand what is Negotiation

  • Master a set of negotiation skills which include planning, questioning, listening, using effective non-verbal communications,  brainstorming and evaluating needs

  • Learn the 5-step process of Analysis, Preparation, Communication, Proposal & Commitment

  • Using various tactics/techniques and tools, learn to assess the negotiation counterpart, to manage barriers and attend to ethical issues

  • Recognize their strengths & weaknesses so as to help them develop strategies to increase their negotiation effectiveness.

Assessment Criteria

We use Harrisons Assessment Tools as a tool to Engage, Retain and Develop 


We apply an experiential approach to enable participants “learn by doing”.  
The methodology focuses on:

  • Review and analysis of Pre-Program On-line Harrisons Assessment tools

  • Case studies

  • Individual and group exercises

  • Skills practices

  • Roleplays

  • Giving & receiving feedback & feedforward

  • Energizers

  • Coaching Tools for introduction, sharing ideas & reflection

  • Interactive coaching by Facilitators/Coaches 


Program Outline

Day 1

  • Participants Introductions

Prepare participants to help each other learn. 

  • Types of Negotiations

Understand what negotiation is and the types of negotiation that individuals use for specific negotiation outcomes. 

  • Negotiation Self-Assessment

Identify each participant’s highest impact learning 

  • Core Principles of Negotiation

Understand the primary principles of negotiations and the ways that others influence us   

  •    Steps to Negotiation

Day 2     

  • Investigating Interests

Understand the importance of finding common ground during negotiation.

  • Building Trust and Relationships

Ask powerful questions, listen and analyze others’ points of views to build good relationships during negotiation. 

  • Negotiation Tactics

Identify and demonstrate understanding of common negotiation tactics and how to recognize their use

  • Barriers to Negotiation

Demonstrate understanding of various obstacles to negotiation situations and how to deal with them                                                                         

  • Negotiation Success Factors

Apply effective measures and criteria to a negotiation success plan 

  • Close

Reference Learning Points.



Jeff Cheah understands the challenges of managing & leading a group of people towards meeting targets & goals. It’s all about sharing the vision, communicating roles and responsibilities, create a people-oriented workplace culture and coaching people. He believes that every Leader possesses skills, talent, ideas, faults, and flaws.

The Leader & Manager must have the courage & humility to unlearn & learn and seek to understand what makes people tick. Jeff Cheah has been training, coaching and mentoring Leaders & Managers for the past 25 years to sharpen their leadership and communication skills. In his role as a Training Facilitator, he has lead groups of Managers towards practicing and implementing programs to develop their basic management skills which are essential to the success of Companies they managed.

Professional Experience 

As an Executive Coach, he has made Leaders aware that a shift or change in their behavior can result in positive business outcomes. He has also explored ideas and thoughts that Leaders can immediately put into action that can result in employees be more loyal and committed. He personally believes that every Leader needs a Coach and a Mentor to guide them thru the challenges. A leader with a will to learn and possess strong learning agility will be able to meet the challenges of managing in the 21st century      

Jeff Cheah makes the most of his 27 years of Leadership, Management and Executive Coaching experience to help Leaders succeed. He started his career in NCR Corporation and IBM in Sales and Marketing positions and eventually started his own business in Software Solutions for Enterprise Resource Planning & Financial/Treasury Solutions holding Senior Management positions. 

Qualifications & Accreditations

Jeff Cheah graduated from Universiti Sains Malaysia (Penang) with a B.Sc (Hons) major in Mathematics.

Certified Coach at Marshall Goldsmith Stakeholder Centered Coaching
Certified Master Performance Coach by JMC Mastery  
Certified NBO 360 Feedback System
Certified in Harisson Assessments tools  
Certified Exec Trainer of NBO Leadership & Communication Skills programs

“Jeff has the ability to make people feel at ease and willingly open up to him. This arises from the genuine concern and patience he demonstrated. He played a pivotal role in discovering my true potential and coaching me to forge ahead to achieve my dreams. I was continually challenged, pushed out of my comfort zone and most importantly he makes me believe in myself. I am glad that I chose to be coached by Jeff” 

Fatimah Khamis, Vice President, IT Planning, Strategy & PMO, Bank Rakyat Malaysia