Negotiation Skills: Deal or Deadlock
October 28, 2020 - November 06, 2020
Schedule via Zoom:
October 28, 30, November 4 & 6, 2020
Wednesdays & Fridays
4:00 pm - 8:00 pm
Early Eagle Rate:
October 14, 2020
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.
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.
After the course, you will:
- Get a clear and basic understanding of what negotiation is: Why and when to negotiate;
- Learn and try to master the negotiation model process and implement it effectively by developing a negotiation plan;
- Learn to watch out for ploys and tactics of negotiators and how to counter them; and
- Build negotiation skills through practice and develop the core skills of an effective negotiator.
I. Dynamics and Components
II. Negotiations Model
III. What Counts Factors of a Successful Negotiator
IV. Applied Negotiating
V. Core Attributes of a Successful Negotiator
VI. Team Negotiating
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 Bachelor’s degree in Economics from the Ateneo de Manila University.
Mr. Ronald B. Zialcita has extensive experience in sales and distribution with 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 a top fast-moving consumer goods (FMCG) company, starting as an ex-truck salesman covering downline stores, and from there he had increasing responsibilities in field sales management covering major wholesalers and the modern trade (key accounts). He further moved on, with the same company, to becoming sales training manager for Philippines/Indonesia, and eventually Thailand.
He progressed through heading sales organizations of ice cream, cigarettes and tobacco, household care, hair color and care, and personal and home care companies
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, apparel industries, banking, and retail industries.
He has a business administration degree and pursued graduate studies in business as well from Adamson University.