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| Course Name: | Negotiation Skills and Strategies
| | Discipline: | Marketing and Sales Management | | Faculty: | Fermin A. Domingo
| | Description: | 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.
WHO SHOULD ATTEND?
- Sales and Marketing personnel, supervisors, and managers of all industries; and
- Proprietors and entrepreneurs of all industries
| | Schedules: | | Date: | October 28, 2010 - October 29, 2010 | | Faculty: | Fermin A. Domingo | | Day Schedules: | 9:00 am-5:00 pm
Thursday, Friday
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| | Objective: | After the course, you will:
- Understand and learn what Negotiation is and its objectives;
- Learn how to devise an ambitious but realistic Negotiation Package;
- Learn and adapt the Negotiation Process;
- Gain insights on Negotiation in Teams; and
- Learn how to react to the Ploys used by Negotiators; and
- Gain insights on how other cultures negotiate.
| | Outline: | 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 |
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ATENEO de MANILA UNIVERSITY
ATENEO GRADUATE SCHOOL of BUSINESS
CENTER for CONTINUING EDUCATION
3rd Floor, Ateneo Professional Schools Bldg., 130 H.V. Dela Costa St., Salcedo Village, Makati City, Philippines 1200
Telephone Numbers: 830.2050, 840.1742 | Fax Numbers: 810.7809, 867.3824
Copyright (C) 2008 Ateneo De Manila University Ateneo Graduate School of Business Center for Continuing Education
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