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Learn everything you need to know in creating a win-win proposition. Sellers and buyers negotiate with each other. Customer service people negotiate with customers. Departments negotiate with other departments. Peers negotiate internally within organizations. Executives negotiate with counterparts on the supplier-side or customer-side, perhaps even with competition to talk mergers with. Executive assistants, in behalf of their superiors, negotiate across the organization or even externally. Almost everyone negotiates. So how does one negotiate? How does one avoid bargaining? Quite as important to ask is when exactly does negotiation come in? Do people realize that to prematurely engage in negotiation or much worse, bargaining, is inefficient and a waste of time, effort and money?
Key benefits for participants
Each participant will learn: - a clear distinction between negotiating and bargaining
- an understanding of when negotiations should begin and when not to engage in it
- knowledge of negotiation frameworks
- an understanding of the negotiation process
- seed implants of skills involved in tactical negotiation
- familiarization of ploys and how to handle each effectively
- confidence points that reinforce negotiation posture
Key benefits for companies
The company will gain: - financially from more efficient execution of sales and/or purchase deals
- from strategic partnerships with suppliers
- from ripple effects on other team members
- from the impact of a more productive and job-satisfied negotiations-trained personnel/team
Program Concept
BARGAINING IS NOT NEGOTIATING. Negotiation is part art but largely systematic; bargaining is part ignorance and pervasively inefficient. Participants are provided knowledge input on negotiation frameworks. A lot of stories, cases and examples are used to hammer down critical components and principles of negotiation. The seminar culminates with a negotiation simulation that uses a case common to all groups but compartmentalized in terms of information, just like in the real world. The case is tactically planned for and then role-played in front of the class by several groups. Apart from providing an immediate opportunity to practice negotiations in a safe environment, participants learn to be more observant of the exchange and process, stimulating development of their diagnostic faculty and tactical negotiation reflexes.
Program Overview
Module 1 : Negotiation Frameworks - What Is Negotiation?
- When Does Negotiation Come In?
- Negotiation Elements
- Principles And Dynamics Of Negotiation
Module 2 : Negotiation Tactics - Negotiation Ploys
- Counter-Methodologies Against Ploys
- Negotiation Tactics
Module 3: Negotiation Process - Template For Tactically Preparing For Negotiation
- Negotiation Process Flow
- Making And Handling A Ridiculous Counter-Offer
- Stonewalling And Modifying Stonewalls
- Making Efficient Concession Exchange
- Preventing And Handling Impasses And Deadlocks
Case examples from the following products / industries shall be cited: - Advertising
- Automotive
- Agriculture
- Banking
- Direct Selling
- Distribution
- Food and Beverage Insurance
- Media
- Personal Care
- Quick Service Restaurants
- Retailing
- Telecom
- Technology
Case examples of the following scenarios shall be discussed: - Negotiating instead of bargaining
- Sticking to selling when negotiating is not the right tool
- Bypassing issues to effectively expand solution options
- Upstaging mere win-win paradigm
- Avoiding bloody negotiations
- Using backdoor exits
- Using the parachute option
- Handling egos
- Making costless concessions
- Negotiating from power vs. weakness
- Neutralizing power bases
- Predicting or agreements or deadlocks
- Handling deceptive tactics and warpath gambits
- Handling stubbornness-type ploys
- Using pressure and offense moves
- Preparing tactically for a face-to-face encounter
- Avoiding the mobile phone trap
- Justifying a stonewall
Who should attend:
Any person engaged in selling or buying, entrepreneurs and executives, managers, supervisors, executive assistants and other personnel, who deal with either external or internal counterparts and customer service personnel and other customer-interfacing personnel will largely benefit from this seminar. What our past participants said:
“After 25 Years in the business and attending several nego seminars in several countries, this is the best.”-- Christian Couvreux, COO Rustan Supercenters, Inc. “I learned a lot from Mr. Untivero. He is a very patient, attentive and intelligent seminar director. The knowledge I acquired from the nego seminar will be very useful and helpful.”-- Maribel del Mundo-Garcia, Sales Manager, ABS-CBN “This is the best seminar I have attended!” -- Ma. Jacqueline Garcia, Division Manager, Royal Duty Free “The seminar was very informative and I can easily relate to the topics. I’ve been in many situations wherein negotiation was needed, and now I know where I could have improved on.”-- Gladys Carteciano, Export Associate, Universal Robina Corporation “The content is very good—simple and direct. The examples used emphasized where the lessons can be, and should be applied.” --Emily Herrera, Senior Manager, Fujitsu Philippines ”In my line of work, a lot of negotiations with internal clients, suppliers, etc. happen. This is very helpful in making a win-win decision/strategy.” -- Erica Esguerra, Marketing Manager, BP Philippines “Very informative! The best sales training I’ve had so far!”-- Dante Caballero, District Sales Manager, Ceva - Sante Animale “I am impressed by the knowledge of the speaker on the topic. Well recommended! ” -- Boyet Cueto, Senior Manager, Novartis Healthcare “I look forward to attending other seminars of Mansmith. It was sure worth my time. ” -- John Martinez, Sales Manager, China Bank - Vice President of RCBC Cebu
- AVP of Bounty Agro Ventures, Inc.
- National Sales Manager of Asia Brewery
- Sales and Marketing Manager of PediaPharma, Inc.
- Sales Training Manager of Ajinomoto Philippines Corp.
- Customer Support Manager of NXP Semiconductors
- Manager of Smart Communications
- Key Account Manager of JS Unitrade
- Section Manager of Fonterra
- Deputy Senior Manager of China Banking Corporation
- Distribution Manager of JT International
- District Business Manager of GlaxoSmithKline Phils.
- Manager of Del Monte
- Product Manager of Merck Philippines
- Key Account Manager of San Miguel Corporation
- Sales Officer of Mariwasa Siam Ceramics
- HR Officer of Asia Brewery
- Merchandising Officer of Energizer Philippines
- Purchasing Officer of Southeast Asia Food, Inc.
- Field Supervisor of Bayer Cropscience
- Sales Executive of Syntech Properties
- Treasury Assistant of San Miguel Packaging
- Export Assistant of Universal Robina Corporation
- Territory Sales Manager of Ginebra San Miguel
- Special Accounts Representative of Ajinomoto
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