| Code | Date | Format | Currency | Team of 10 Per Person* |
Team of 7 Per Person* |
Early Bird Fee Per Person |
Normal Fee Per Person |
|---|---|---|---|---|---|---|---|
| PE2262 | 24 - 26 Jun 2026 | Kuala Lumpur, Malaysia | SGD | 2,837 | 2,969 | 3,099 | 3,299 |
| PE2262 | 24 - 26 Jun 2026 | Kuala Lumpur, Malaysia | USD | 2,321 | 2,429 | 2,499 | 2,699 |
*Fee per person in a team of 7 or 10 participating from the same organisation, registering 6 weeks before the course dateRequest for a quote if you have different team sizes, content customisation, alternative dates or course timing requirements Request for in-person classroom training or online (VILT) training format
Learn in teams and save more! Enjoy group discounts of up to 50% off normal fees for team based learning. Contact us on [email protected] to learn more today!
Code
PE2262Date
24 - 26 Jun 2026Format
Kuala Lumpur, MalaysiaCurrency
SGDTeam of 10
Per Person*
2,837
Team of 7
Per Person*
2,969
Early Bird Fee
Per Person
3,099
Normal Fee
Per Person
3,299
Code
PE2262Date
24 - 26 Jun 2026Format
Kuala Lumpur, MalaysiaCurrency
USDTeam of 10
Per Person*
2,321
Team of 7
Per Person*
2,429
Early Bird Fee
Per Person
2,499
Normal Fee
Per Person
2,699
*Fee per person in a team of 7 or 10 participating from the same organisation, registering 6 weeks before the course dateRequest for a quote if you have different team sizes, content customisation, alternative dates or course timing requirements Request for in-person classroom training or online (VILT) training format
About this Training Course
The Certified International Professional Negotiator (CIPN) is a professional certification program developed by the International Purchasing and Supply Chain Management Institute (IPSCMI) for international business practitioners seeking to strengthen their negotiation capability. The course focuses on developing structured, strategic, and practical negotiation skills aligned with world-class standards. It emphasizes both the science and application of negotiation to help professionals achieve better outcomes in complex business environments.
The program is built around the concept of “win-win” negotiation and “Quality Contracts,” highlighting how effective negotiation contributes directly to cost savings, value creation, and long-term business success. Participants are guided through a systematic negotiation process covering preparation, execution, tactics, behavioural analysis, and post-negotiation documentation. The training also integrates both distributive and integrative bargaining approaches to equip learners with balanced negotiation strategies.
CIPN further develops participants’ ability to assess both themselves and their counterparts in negotiations, including personality, behaviour, needs, goals, and power dynamics. It prepares professionals to handle real-world challenges such as hardball tactics, negotiation pressure, cultural differences in international negotiations, and decision-making under uncertainty. Successful candidates are required to pass an 80-question multiple-choice certification exam to demonstrate competency.
By the end of the course, participants will be able to:
- Apply the “Science of Negotiation” to structure and plan effective negotiation strategies.
- Differentiate and execute both distributive and integrative bargaining techniques in real negotiation scenarios.
- Assess and interpret counterpart behaviour, personality traits, needs, and negotiation power dynamics.
- Apply effective communication skills including listening, questioning, observation, and persuasive messaging during negotiations.
- Identify negotiation tactics (including hardball strategies) and apply appropriate countermeasures while maintaining integrity and trust.
This course is designed for international business practitioners who are directly or indirectly involved in negotiation, contracting, procurement, supply chain, or commercial decision-making processes. It is particularly relevant for professionals who regularly engage in discussions that impact pricing, contract terms, service agreements, or long-term business relationships.
Typical job roles include procurement officers, purchasing managers, supply chain managers, contract managers, commercial managers, project managers, operations managers, sales managers, business development managers, and corporate executives involved in vendor, client, or stakeholder negotiations. It is also suitable for professionals in leadership positions who are responsible for strategic decision-making and value optimization within organizations.
The course is also highly relevant for individuals working in international or cross-border business environments where cultural differences, communication challenges, and complex stakeholder dynamics influence negotiation outcomes. Professionals aiming to transition into senior commercial or leadership roles will also benefit from the structured negotiation frameworks and behavioral assessment tools provided in this program.
- Intermediate
- Advanced
The CIPN program is delivered through structured module-based learning, combining theoretical frameworks with practical negotiation concepts. Participants are guided through systematic explanations of negotiation models, case-based discussions, and real-world application of strategies such as distributive and integrative bargaining. The program also includes behavioral and personality-based assessment elements to enhance self-awareness and counterpart analysis skills.
Learning is reinforced through structured exercises, scenario-based discussions, and application-oriented content designed to simulate real negotiation environments. The course culminates in a certification examination consisting of multiple-choice questions to assess understanding and application of key negotiation principles.
Your expert course leader is a highly experienced supply chain, operations, and negotiation professional with over 25 years of industry exposure across Asia, including Malaysia, Singapore, Thailand, Indonesia, Hong Kong, China, and Japan. He has developed deep expertise in negotiation, procurement, logistics, and operational strategy through both corporate leadership roles and consulting engagements.
He has held key leadership positions such as Operations Director of L’Oreal Malaysia, Vice-President Operations of Merbok Berhad, and Regional Demand Planning Manager at Abbott Laboratories in Hong Kong. He also served as Purchasing and Distribution Manager at Abbott Laboratories Malaysia, Manager of Keppel Distribution Centre in Singapore, and Head of Training at Kontena National Berhad.
In addition, he has worked as a supply chain and operations consultant for major multinational organizations including DELL Asia Pacific, NEC Japan and Thailand, Sony Distribution Centre in Malaysia, Epson Trading, and Malaysia News Print Berhad. These roles provided him with extensive exposure to complex commercial negotiations, global supply chain coordination, and operational efficiency improvement.
He is certified in supply chain and procurement disciplines under IPSCMI, holding credentials such as Certified International Supply Chain Manager (CISCM), Certified International Procurement Manager (CIPM), and Certified International Sourcing Manager (CISM). He is also an HRDF-certified trainer and has completed professional training in certified training delivery and management development programs.
His areas of expertise include strategic supply chain planning, negotiation, procurement, warehouse and distribution management, customs procedures, leadership development, process improvement, competency-based HR systems, and training effectiveness evaluation. This combination of technical, operational, and behavioral expertise directly supports his delivery of negotiation-focused programs such as CIPN.
Unlock the potential of your workforce with customized in-house training programs designed specifically for the energy sector. Our tailored, in-house courses not only enhance employee skills and engagement but also offer significant cost savings by eliminating travel expenses. Invest in your team’s success and achieve specific outcomes aligned with your organization’s goals through our expert training solutions. Request for further information regarding our on-site or in-house training opportunities.
In our ongoing commitment to sustainability and environmental responsibility, we will no longer providing hard copy training materials. Instead, all training content and resources will be delivered in digital format. Inspired by the oil and energy industry’s best practices, we are leveraging on digital technologies to reduce waste, lower our carbon emissions, ensuring our training content is always up-to-date and accessible. Click here to learn more.
To further optimise your learning experience from our courses, we also offer individualized “One to One” coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster.
Request for further information post training support and fees applicable
International business negotiation helps parties from different countries reach business agreements. It requires cultural awareness, clear communication, and strong preparation. For example, a Certified International Professional Negotiator compares legal, cultural, and commercial expectations before discussions begin. As a result, companies can negotiate procurement, supply chain, joint venture, and global trade contracts with more confidence.
Win-win negotiation helps both parties gain value from an agreement. Instead of treating negotiation as a contest, both sides explore shared interests. Therefore, they can build trust, create value, and protect long-term business relationships.
Distributive negotiation focuses on claiming value. For instance, parties may compete over price, terms, or limited resources. However, integrative negotiation focuses on creating value through collaboration. A professional negotiator often combines both methods to protect business goals and relationships.
Negotiation plays a key role in supply chain and procurement performance. It helps companies improve pricing, delivery terms, service levels, and contract conditions. In addition, a Certified International Professional Negotiator can reduce supplier risk and strengthen partnerships. As a result, the organization improves cost control and business competitiveness.
Common negotiation tactics include pressure, urgency, limited offers, and information control. However, skilled negotiators manage these tactics with facts, preparation, and clear objectives. They also stay calm, ask focused questions, and test every claim. Therefore, they protect value without damaging professional trust.
Personality affects communication, decision-making, and conflict response. For example, some negotiators push hard, while others avoid tension. Because of this, an international negotiation professional studies both behavior and temperament. As a result, they can adapt their style and reduce misunderstandings.
Fact-based negotiation uses data, evidence, and verified information. Instead of relying on assumptions, negotiators support each point with measurable facts. In addition, this method reduces emotional bias and improves transparency. Therefore, it strengthens credibility in commercial contracts and procurement discussions.
A world-class negotiator needs preparation, strategy, emotional intelligence, and strong communication skills. They also need active listening, questioning, tactical planning, and conflict management. Moreover, a Certified International Professional Negotiator develops these skills through structured practice. As a result, they can achieve better outcomes while maintaining integrity.