DATE: September 13, 2012 to September 14, 2012
VENUE: Mandarin Orietnal Hotel, Makati City.
AVAILABLE SEATS: 5
Every year, buyers are becoming sharper and more demanding. With markets maturing, and competition increasing, sales and market share may hold, but profit margins may erode! Getting an account is only half the battle…
Getting an account with high profit margins makes the big difference between survival and slow death! Put an end to closing accounts by providing a lot of corporate freebies and start getting the terms you need!
What’s in store for you?
This workshop will develop valuable skills of the participants in the application of effective strategies, tactics, tools and techniques during negotiation with potential buyers. Specifically, it will help the participants gain critical skills in influencing potential buyers to accept the terms that are advantageous to their organization. In addition, this workshop will create the mindset of the participants to balance the delicate task of protecting the needs of their buyers. These skills are essential for the participants in attaining confidence and gaining complete control of the entire negotiation process.
This workshop will also focus on the development of an empowering personal belief system for the participants to be psychologically prepared before a given negotiation. In addition, participants will learn how to assess, and reconstruct a more appropriate set of Mascaras for them to be more effective Sales Negotiators.
This workshop will use lectures, case studies, mental skill tests; behavior skill tests using video-based role-plays, and various experiential activities.
A. Workshop Introduction
B. Negotiation Issues Definition
C. Objectives Specification
D. Deployment Map Construction
E. Power Balance Assessment
1. 10 Organizational Power Sources
2. 10 Personal Power Sources
3. Power Equation Worksheet
F. Strategy Formulation
1. 4 Core Strategies
2. Strategy-Power Worksheet
G. Starting Point Position
1. 3 Starting Zones
2. First Disclosure Option
H. Concession Calibration
1. 10 Concession Categories
2. Concession-Strategy Worksheet
A. Tactics Selection
1. 25 Attack Tactics
2. 19 Advances Tactics
3. 17 Resist Tactics
4. 10 Retreat Tactics
5. Tactic-Concession Worksheet
B. Mascara Modification
C. Psychological Preparation
D. Conduct Process Chart
E. Buyer Deception Detection
1. 11 Verbal Signals
2. 13 Body Language Signals
F. Difficult Buyer Personalities
G. Negotiation Score Card Worksheet
1. Financial Gain Index
2. Relational Gain Index
H. Sales Negotiator Skills Gap Analysis
I. 1981 Microsoft-IBM Negotiation: Case History
J. e-Negotiation: Trends and Practices
Who is Norman Goss?
He is the first and only recipient of the prestigious Washington Sycip Award from SGV & Co. in the field of Applied Training Technology because of his exceptional competence in conducting information technology and management development courses in major countries across Asia. He is an International Training Consultant with intensive experience in the design and installation of organization-wide training solutions in selected ADB and CIDA-funded capacity building projects. So who exactly is Norman Goss?
Norman Goss is the premier behavior-based Corporate Trainer in Asia whose landmark research in integrating Mascaras or sub-personalities in our Tactical Sales Negotiation course has made this one of our most popular courses among our corporate clients. He completed his Top Management Program from the Asian Institute of Management and has served as a Faculty in various universities including the University of the Philippines and De La Salle University. His professional background includes serving as the Executive Director of the Institute of Advanced Computer Technology in 1981. In 1990 he served as the Executive Director of SGV-DDI, a firm associated with Development Dimensions International, Incorporated, the world’s leading provider of management leadership training solutions. Norman is a past president of the Philippine Society for Training and Development.
Norman is the Executive Vice President for Global Operations of HarryPound Consultants Inc. where he is responsible for expanding the corporate training business operations worldwide.
Rates per participant:
P14, 400 + VAT until August 20, 2012 and paid within the assigned due date
P15, 500 + VAT starting August 21, 2012 and paid within the assigned due date
P16, 500 + VAT for on-site payments
FREE 1 SEAT for every 5 seats availed.
* Rate for five seats availed will be based on actual date of payment.