NEGOTIATION

Negotiation Strategies and Secrets
[INTERMEDIATE]

By : Rowen Paul A. Untivero

Control the outcome of negotiations!

Plan to have all sides win before the negotiation even commences. Scenario build. Influence the negotiation climate. Control the meeting. Decipher their strategy. Anticipate traps. Deactivate or detour around your counterpart’s negotiation landmines before they blast away the chances of a negotiated agreement intentionally or incompetently. Level with the pros; handle the unpredictable amateurs and lead either to mutual gain.

CONTROL NEGOTIATION OUTCOME. GAIN THE ULTIMATE POWER OF PRE-KNOWLEDGE ANTICIPATING WHAT YOUR COUNTERPART WILL DO EVEN BEFORE THEY KNOW IT.

People are predictable much more than the average person realizes. Habits, situation logic, personality are systematically used to build scenarios, uncover opportunities and discover possible dangerous turns even before the negotiation begins. Meetings and whatever venue would be used are strategically planned for and tactically executed to provide advantage critical to results intended.

Frameworks, processes, and tools will be provided to develop very powerful negotiators.

KEY BENEFITS TO PARTICIPANTS
Each participant will learn:

  • Understanding of how superior negotiators think as well as nine (9) negotiation mode-styles and how to deal with each of them

  • Knowledge of negotiation strategy frameworks

  • Insights on how to influence and to a certain extent, even control the negotiation atmosphere

  • Understanding of negotiation analysis and the negotiation strategy development process

  • Knowledge of meeting strategy

  • Seed implants of skills involved in strategic negotiation

  • Familiarization with the use of strategic negotiation tools

  • Confidence points that reinforces negotiation-posture


KEY BENEFITS TO COMPANIES
The company will gain:

  • Control of its negotiations 

  • More protection from the unpredictability of critical negotiations

  • Financially (more profits, more savings) from a more strategic system of conducting negotiations with other companies

  • From ripple effects on other team members

  • Strategy-thinking negotiators


WHO SHOULD ATTEND

  • Any person engaged in Selling or Buying

  • Entrepreneurs

  • Executives, Managers, Supervisors

  • Executive Assistants and other personnel, who deal with either external or internal counterparts

  • customer service personnel and other customer-interfacing personnel


PROGRAM OVERVIEW
Diagnostic Test 

Module 1:  Negotiation Secrets Revealed

  • What differentiates the professional negotiators from the amateurs?

  • 14 Secrets of outstanding negotiators

  • Untivero’s octagon-cross negotiation modes


Module  2: Negotiation Situation Analysis

  • The 3Ps of Strategic Negotiation

  • Systematic process of analyzing negotiation situation

  • The Negotiation Map

  • "Illu-situating" items on the Negotiation Map

  • Building scenarios, anticipating issues and projecting branches of outcome


Module  3:  Negotiation Strategy Development

  • Negotiation strategy development process

  • Ducting and diking preferred scenarios

  • Planning sub-strategies for contingency and flanking alternatives

  • Setting and calibrating negotiation strategy components

  • Controlling the negosphere

  • Nego-steering and throttle

  • Transpar-opacity and Power-Pressure control

  • 16 Strategies in 4 Nego-sphere Quadrants


Module  4: Meeting Element and Strategy

5As of Meeting Strategy & Tactics

  • The agenda struggle

  • Anticipating issues and opportunities

  • Player’s roles in meetings: SEAL Team or Suicide Squad?

  • Attendee angles

  • Arrangements: venue-methodology options matrix

  • Controlling meeting venue elements to gain advantage

  • Principles and process in optimizing seating arrangements

  • Nego-meeting planning templates

Case examples of the following scenarios shall be discussed:

  • Overcoming an achiever counterpart

  • Getting analyzer-types to progress negotiations

  • Aborting negotiations

  • Building dikes to control nego-steer options

  • Executing u-turns in negotiations

  • Expanding the problem solving zone

  • Using the concession exchange filter

  • Avoiding unnecessary cost in concession exchange

  • Limiting costly trades

  • Detecting the hidden agenda

  • Effectively hiding an agenda

  • Assigning roles in team negotiations

  • Avoiding becoming a suicide squad

  • Derailing proceedings

  • Swaying neutrals

  • Dealing with the negotiation trouble-maker






ABOUT THE INDUSTRY EXPERT
ROWEN UNTIVERO    
Partner and Chief Sales Strategist 

  • A veteran of Training, Coaching and Consulting with almost 3 decades of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing as well as management in general via his original framework, processes and tools.

  • He has contributed much science to business as the pioneering developer of the world’s first mathematics of negotiation, the strategic nego-mapping methodology, reading and projecting verbals and tones, systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more.

  • He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.

  • He graduated Cum Laude at the University of the Philippines, Diliman, with a bachelor’s degree in BS Economics,; supplemented by MBA studies in De La Salle University, an Executive Education Program on Strategic Business Leadership from the University of Chicago Booth School of Business-Illinois, USA.

  • He was Country Manager for Alcatel Mobile Phones, before moving to entrepreneurship.