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Negotiation Skills: Deal or Deadlock

Course Name Negotiation Skills: Deal or Deadlock
Schedule

To inquire more about our courses, you may call our Program Sales Officers at 830.20.50 or email us at sales.cce@ateneo.edu

Price: Php 11,800
Description

The business environment where we operate and live in consists of an endless series of transactions. It is therefore necessary to have the skills, abilities, and attitudes to convince people to buy or accept our products and services. One of the skills needed is the art and science of negotiation. But what is negotiation?

United Kingdom's University of Kent says on its website that persuading involves being able to convince others to take appropriate action while negotiating involves being able to discuss and reach a mutually satisfactory agreement. Harvard Law School, on the other hand, defines it as the process of discussion between two or more disputants, who seek to find a solution to a common problem, one that meets their needs and interests acceptably. 

Negotiation Skills: Deal or Deadlock will share with you an insight on what negotiation is all about. It will also include tips, strategies, challenges and pitfalls in negotiating. 

Objectives

After the course, you will:

1.  Get a clear and basic understanding of what negotiation is: Why and when to negotiate;

2.  Learn and try to master the negotiation model process and implement it effectively by developing a negotiation plan;

3.  Learn to watch out for ploys and tactics of negotiators and how to counter them; and

4.  Build negotiation skills through practice and develop the core skills of an effective negotiator.

Who should attend

This course is designed for people involved in making deals and doing transactions which  involve a lot of influencing and persuasion. This course will be more appreciated by senior sales personnel (key account managers/team leaders, supervisors, business managers, and executives) and even non-sales personnel, who have to deal with other persons, groups, or institutions and come up with resolutions .

Outline

I.   Negotiation Skills

A. Concepts and principles: What-why-how

B. Types of negotiations

C. Negotiation model: preparing negotiating reviewing

D. Do’s and don’ts in negotiations

E. Ploy and counter-techniques

F. Buyer styles: Know the enemy

G. Core skills of an effective negotiator

II.  Negotiation Skills Self-Assessment Questionnaire

III. Workshop: Developing your negotiation plan

IV. Role Play: Pair and group

Resource Speakers
Mr. Rogerick P. Fermin

is the General Manager of Concept Foods Marketing Corp, a company that manufactures and distributes Ulalamm, a ready to eat (RTE) brand or instant meals. He is also the Business Development Manager of Leysam Commercial, Inc.

Mr. Ronald Zialcita

has been doing consulting work on sales training and development with companies in the agri-feeds, home/personal care, automotive consumables, adhesives, and apparel industries. He has extensive experience in sales and distribution in the consumer goods industry, particularly in general sales management, sales training and development, and operations management of distributors.