1. Competitor Information
Session 2017

2. Directors: Jessica Shao and Lilian Wan Contact us: 2

3. Guest Speaker Nadhirah Daud

4. 4

5. 5

6. 6

7. 7

8. 8

9. 9

10. 10

11. 11

12. STRUCTURE OF NEGOTIATIONS
Formalities
Opening statement/ Story time
Interests
Option Generation
Option Evaluation
Conclusion
Self-evaluation 12

13. FEEDBACK FROM PRACTICE ROUND
Opening statement
More creativity
More empathy (don’t make up facts but make it more emotive)
Outline your expectations
Don’t read from the paper
Second team should try to connect their opening statement to the first team’s, i.e. respond → “We apologise on behalf of our client - he never meant to undermine your client…” 13

14. FEEDBACK FROM PRACTICE ROUND
Interests
Have INTERESTS, don’t just list OPTIONS
Some teams could have improved by being firmer with their interests; others were too aggressive 14

15. FEEDBACK FROM PRACTICE ROUND
Options
Creativity – will come with experience 
During Generation: as many as possible – don’t comment/reject during this stage
E.g. internships, scholarships, job opportunities, media publications, etc. 15

16. FEEDBACK FROM PRACTICE ROUND
Evaluation
Try not to reject options straightaway – “it is unlikely that my client will agree to it at this stage, but this can be further discussed later on”
Don’t evaluate before this stage! If it does happen, do your best to bring it back 16

17. FEEDBACK FROM PRACTICE ROUND
Teamwork
Try to speak equally
Communication BETWEEN partners: can still talk candidly in front of your opposing team
Don’t talk over one another/opposing team e.g. Can nudge each other/etc as a symbol
Potential strategies: good/bad cop 17

18. FEEDBACK FROM PRACTICE ROUND
Relationship with other team
Be sparing with threats
Negotiate openly
Do not pass notes or whisper
Everything should be out in the open – otherwise, take your 5 min break 18

19. FEEDBACK FROM PRACTICE ROUND
Outcome
KNOW what outcome you will be bringing back to your client
Spend last 5min together going over instructions to be taken back to the client
Make sure you have the same understanding! 19

20. FEEDBACK FROM PRACTICE ROUND
Self-evaluation
Be constructive
More critical at times
Manner
1. Remember to speak formally at all times 20

21. FEEDBACK FROM PRACTICE ROUND
General
More confidence!
Prepare list of probing/clarification questions
Strategic use of confidential info/BATNA e.g. mentioning Thomas’ other job offers
Stick to structure 21

22. 22