Mastering Negotiation: Strategies, Techniques, and Best Practices for Success
By Gary Carandang
Mastering negotiation skills is vital for securing advantageous deals, effectively managing conflicts, and establishing lasting partnerships. This seminar empowers professionals with actionable strategies for critical areas such as sales, procurement, HR, and entrepreneurship. Attendees will gain the confidence to navigate high-pressure discussions and achieve outstanding results.
Objectives:
Understand the fundamentals of negotiation, Develop practical and effective negotiation strategies, Understand key negotiation techniques.
Key Benefits to the Participants:
Strengthen negotiation skills, Learn tactical negotiation techniques, Understand the framework on negotiation planning and execution.
Course Outline
Course Outline
Definition of Negotiation
Importance of Negotiation in Business & Everyday Life
Differences Between Selling, Offering, and Negotiating
The Role of Persuasion and Influence in Negotiation
Basic Principles of Negotiation
Benefits of Effective Negotiation
Common Challenges & Issues in Negotiation
Distributive Negotiation
Integrative Negotiations
Step 1: Preparation & Planning
·Understanding the Other Party
Setting Objectives & Defining BATNA (Best Alternative to a Negotiated Agreement)
Power Analysis & Identifying Leverage
Step 2: Opening the Negotiation
Building Rapport & Establishing Trust
Framing the Discussion
Step 3: Information Exchange & Inquiry
Identifying Interests vs. Positions
Effective Questioning Techniques
Step 4: Bargaining & Proposing Trade-Offs
The Role of Concessions
Utilizing Variables & Shopping Lists (BATNA)
Applying the Trading Variables Framework
Step 5: Reaching an Agreement
Closing the Deal & Confirming Commitments
Documenting Agreements & Next Steps
Step 6: Post-Negotiation Review & Learning
Evaluating Performance
Learning from Past Negotiations
PROBE Technique for Negotiation
Commercial Proposition & Argument Development
Power Analysis in Negotiation
Recognizing Buyer Types & Their Motivations
Adjusting Communication & Persuasion Tactics
Identifying & Responding to Hardball Tactics
Emotional Intelligence in Negotiation
Handling Conflicts & Difficult Negotiators
Managing Multi-Party & Complex Negotiations
Types of Third-Party Involvement:
When & How to Leverage Third-Party Assistance
Summary of Key Takeaways
Final Tips for Becoming an Effective Negotiator
Schedule
April 23, 24, 25, 2025 | 1:30PM - 5:30PM
Who Should Attend
Sales and Marketing Professionals, Procurement Specialists, Entrepreneurs, Business Development Managers
Gary Carandang
Chief Customer Development Strategist
A seasoned leader with 30 years of solid track record and experience in multinational companies.
Worked in Nestle, MeadJohnsonNutrition, Coca Cola, La Farge, CRH (Republic Cement) and Pepsi Cola
Specializes in the areas of General Management, Commercial and Operations Integration, with emphasis on Leadership and Team Development and Strategy Execution for Leaders, Teams and Business Organizations.
Alumnus of the INSEAD Business School having attended the Advanced Management Program