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Negotiation Skills: Deal or Deadlock

Course Name Negotiation Skills: Deal or Deadlock
Schedule September 20, 2019 - September 21, 2019

Friday - Saturday

8:30 am - 4:30 pm

Price: Php 12,800
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

has a successful general management experience across several industries, with solid track record of growing revenues and profitability of businesses in start-up and expansion mode. Currently, he is the Senior Vice President for Business Development and Central Sales at Metropac Movers, Inc.

Prior to this, he was the General Manager of Concept Foods Marketing Corp and Sales Director of Turris Phils Inc. and Leysam Commercial, Inc; Business Development Management and Consultant of Starigrad Inc.; President and Head of the Office of the Chairman of My Solid Technologies and Devices Corp.; President of My|Phone; Country General Manager for Brightstar Logistics Philippines Pte., Ltd.; and Department Manager of the Food Products Division at Diethelm Keller Siber-Hegner (Thailand) Consumer Goods;

Mr. Fermin has a Bachelors degree in Economics from the Ateneo de Manila University.

Mr. Ronald Zialcita

has extensive experience in sales and distribution in the consumer goods industry, and the highlights of which have been on 1) general sales management, 2) sales training and development, and 3) operations management of distributors. 
 
His sales career had been with Procter & Gamble, starting as an ex-truck salesman, and from there he had increasing responsibilities in field sales management covering major wholesalers and the modern trade (key accounts).  He further moved on to becoming Sales Training Manager for Philippines/Indonesia, and eventually Thailand. 
 
He progressed through heading the sales organizations of Universal Robina Corporation, Sampoerna International, Sara Lee Philippines, Wella Philippines, and Unisell Corporation. 

He has been doing consulting work on sales training and development with companies in the home/personal care, automotive consumables, industrial adhesives, agri-feeds, telco, industrial equipment parts, and apparel industries.

He has a Business Administration degree from Adamson University.