Negotiation Skills and Strategies

Thursday - Friday
9:00 am - 5:00 pm

As a negotiator, you have to be proficient in your craft by building systematic knowledge and understanding of the negotiation process. This intricate process involves the pursuit of financial gains in the form of either tangible or intangible things representing the demands and desires of negotiating parties. Both parties measure up cost and values that are always equated with each demand.

It is in this light that most negotiators pursue a Win-Win outcome in their negotiations. Agreements are geared to fairness toward both negotiating parties; apart from the fact that sooner or later they will negotiate with the same party again.

This program will provide you with opportunities to ventilate your thinking on varied issues pertinent to negotiation.

It provides you with a holistic view of negotiation and a definition of the varied elements that go with it. Insights on ploys used in most negotiations will prepare you to face and respond accordingly without being intimated to agree. You will likewise get a better view of how other cultures negotiate, particularly areas of sensitivities and their norm in offers & counter-offers.

The seminar provides a worthwhile experience in learning the major issues attached to negotiating.

After the course, you will:

1. Understand and learn what Negotiation is and its objectives;
2. Learn how to devise an ambitious but realistic Negotiation Package;
3. Learn and adapt the Negotiation Process;
4. Gain insights on Negotiation in Teams; and
5. Learn how to react to the Ploys used by Negotiators; and
6. Gain insights on how other cultures negotiate.

• Sales and Marketing personnel, supervisors,  and managers of all  industries; and
• Proprietors and entrepreneurs of all  industries

Day One
Introductions and Pre-Test
Communication Skills (in Negotiation)
     Verbal, Asking, Non-verbal
What is Negotiation?
       
The Negotiation Process
     Step No. 1: Research and Prepare
          What (and why) to research? to prepare?
          The Negotiation Package and Composition
     Step No. 2: Proposing
     Step No. 3: Bargaining
          Why and How to Bargain
          Key Issues
          Bargaining Styles
   
Day Two
      Step No. 4: Summary and Documentation
               How to Summarize and Document agreements
               Benefits of S/D
      Step No. 5 Follow-up and Implementation of all agreements made
               Why and Who are Involved
               Factors to consider
Negotiation in Teams
Composition
The Lead Negotiator, his responsibility
Roles of Each Team Member
Overview: Cultural Negotiation
Sensitivities and Reacting to these Negotiation Pointers

has 35 years of experience in the field of sales operations, of which 21 years were spent in Warner Lambert Philippines , rising from the ranks as medical representative to district manager, to regional sales manager, to national sales manager and then as training director (Philippines and Southeast Asia).

"Having no solid background in negotiation and sales, attending Ateneo's course gave me a solid understanding in handling my job effectively next time."
- Des Casañares Leasing Associate, Foodparks by Raintree

"Very well delivered! Case studies were realistic."
- Belle Cagadas Marketing Manager, Raintree Partners, Incorporated

"The seminar is a must for all! It can be applied to both your office and personal needs."
- R. M. Fernando Petron Corporation