Strategic Negotiation Excellence Training Malaysia | HRDF Claimable

Strategic Negotiation Excellence Training in Malaysia (HRDF Claimable)

2 Days (16 hours)

Training Overview

The Strategic Negotiation Excellence program is an HRDF claimable corporate training in Malaysia designed to equip professionals with the mindset, frameworks, and tactical skills to negotiate confidently and strategically in complex business environments.

Negotiation today is no longer about winning at all costs—it is about creating sustainable agreements, building trust, strengthening partnerships, and delivering long-term value. Through interactive simulations, real-world case discussions, and practical negotiation labs, participants will learn how to prepare strategically, influence effectively, manage stakeholder dynamics, and handle negotiation pressure with composure.

By the end of this program, participants will be able to diagnose negotiation contexts, adapt their negotiation style, and consistently achieve win-win outcomes aligned with organisational goals. This program transforms participants from competent negotiators into strategic dealmakers who turn challenges into opportunities.

✔ HRD Corp / HRDF claimable
✔ Practical, simulation-based learning
✔ Suitable for in-house and customised corporate training in Malaysia

Training Objectives

At the end of this corporate training program, participants will be able to:

Apply strategic negotiation frameworks to plan and execute effective negotiations
Use influencing and persuasion tactics to achieve mutually beneficial outcomes
Analyse stakeholder interests, power dynamics, and negotiation contexts
Manage difficult negotiations with confidence, empathy, and resilience
Develop sustainable negotiation strategies aligned with organisational goals

HRDF Claimable Training

This program is HRD Corp (HRDF) claimable, subject to HRD Corp’s terms and approval. Upscale Sdn Bhd is a registered HRDF training provider in Malaysia and provides support throughout the HRDF claim submission process.

Why Attend This Corporate Training Program

By attending this HRDF claimable negotiation skills training, participants will be able to:

Plan and execute negotiations using proven strategic frameworks
Influence outcomes while preserving relationships and trust
Analyse stakeholder interests, power dynamics, and negotiation variables
Manage difficult and high-pressure negotiations confidently
Develop long-term negotiation strategies aligned with business objectives

This program is ideal for organisations seeking practical, results-driven negotiation and influencing skills training in Malaysia.

Target Audience

This Strategic Negotiation Excellence training program is suitable for:

Professionals who regularly engage in negotiations
Sales, procurement, and business development professionals
Managers and team leaders
Project managers and cross-functional leaders
Organisations planning HRDF claimable negotiation training

No prior formal negotiation training is required.

Course Outline

S – Set the Stage

Understanding the nature and purpose of negotiation
Setting clear objectives and BATNA (Best Alternative to a Negotiated Agreement)
Positions vs. interests
Values and organisational goals in negotiation direction
Assessment: Negotiation Reality Check

T – Test the Terrain

Stakeholder mapping: influence vs. interest matrix
Understanding motivations: needs, fears, and drivers
Power and leverage dynamics (information, expertise, legitimacy, time)
Reading the negotiation environment (culture, politics, external pressure)
Simulation: Power Mapping Exercise

R – Research & Readiness

5P Model of preparation: Purpose, People, Power, Process, Plan
Concession and trade-off planning
Anticipating challenges and counter-strategies
Scenario Simulation: Preparing for the Big Deal

A – Adapt the Approach

Thomas-Kilmann Conflict Mode and negotiation style adaptation
Competitive vs. collaborative vs. cooperative strategies
Reading behavioural cues and cultural nuances
Balancing assertiveness with empathy
Assessment: Negotiation Style Inventory & Debrief

T – Tactical Moves

Core tactics: anchoring, framing, mirroring, silence, sequencing
Cialdini’s 6 principles of influence applied to negotiation
Recognising and countering manipulative tactics
Negotiating from weakness: turning disadvantage into leverage
Exercise: Anchoring & Framing Drills

E – Engage with Empathy

Neuroscience of trust and emotional regulation
Empathic listening and powerful questioning
Managing tension, anger, and silence
The trust–rapport–influence loop
Practice: Active Empathy Listening

G – Generate Value

Integrative negotiation principles: expanding the pie
Creative trade-offs and multi-issue bargaining
Linking short-term wins to long-term value
Exercise: Multi-party Value Creation

I – Integrate Agreements

Summarising agreements and ensuring clarity
Writing S.M.A.R.T. and enforceable terms
Avoiding deal fatigue at closing stages
Managing post-agreement relationships
Scenario Practice

C – Continuous Learning

3R Review Cycle: Reflect, Record, Refine
Negotiation journaling and feedback loops
Developing a personal negotiation improvement plan
Self-Assessment: Strengths & Growth Areas

Training Duration & Delivery Mode

Duration: 2 Days (16 hours)
Delivery Mode:
- In-house training at client’s location
- Customised delivery based on organisational needs

Why Choose Upscale Sdn Bhd

HRDF registered training provider
Experienced corporate trainers
Practical, business-focused negotiation programs
Customised in-house training solutions
Trusted by organisations across Malaysia

Other Security-Related Training Programs

Upscale Sdn Bhd also provides advanced and specialised security training, including:

Industrial Cybersecurity Awareness for Managers
Hacking & Security Vulnerability Management
Network Security & Penetration Testing
Advanced Web Hacking & Defences
Mobile Hacking and Security
Secure Coding
MySQL & Apache Tomcat Hardening
Hack-away Workshops
Advanced Persistent Threats (APT)

Enquiry & Customisation

For customised negotiation training, in-house sessions, or HRDF claimable programs, please contact Upscale Sdn Bhd.