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Breakthrough Negotiations (Sales Negotiation Workshop)

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Workshop by Salt & Light Ventures

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Every day of our lives, we are confronted with situations where we have to negotiate for something. In our personal lives and in business, we can get the best of what we aspire for if we can negotiate well. Someone said that "we don't get what we deserve; we get what wenegotiate for". In attending this course, you will learn the principles of negotiation and the practical ways to apply them.

WHO SHOULD ATTEND

Employees from both the private sector and government institutions who are heavily involved in negotiating with Customers or Suppliers could benefit from this course. Also, those who are into Union negotiations, Insurance/financial consultancy, Fleet Sales, Property Development, and similar industries where the selling and buying approach would certainly take time and a lot of resources involved.

Outline

PROGRAM OBJECTIVES

Learn the basic framework in negotiations.
Create a mindset of negotiating for long-term success.
Differentiate between tactical and strategic negotiations.
Know the styles of negotiating and how to approach each one.

COURSE OUTLINE

I. Introduction

II. Negotiation Defined

III. Self-Learning Exercise (Workshop)

IV. Types of Negotiation

V. Stages of Negotiation (with Self-Learning Exercises/Workshops)

VI. Stage 1: Preparation

Position / Interest
Participants
Logistics

VII. Negotiation Styles

VIII. Types of Negotiators

Use of Emotions
Discovering your Style

IX. Stage 2: Negotiation

Presentation (Persuasive Selling Format included)
Bargaining
Agreement

X. Handling Objections

XI. BATNA: Best Alternative to a Negotiated Agreement

XII. Stage 3: Execution

Documentation
Follow-through
Monitoring & Evaluation

Speaker/s

Norman Zara is a seasoned professional with General Management experience. He is an experienced Sales & Marketing Executive with great contribution in several business turn-around in the Pharmaceutical and F&B Industry.

He is a seasoned professional with extensive experience in setting-up key departments.
Has a keen mind in project management, change management and people development.
Have more than 20 years of people development and 5 years of P&L experience.
Has 25 years of experience in Sales Operations, Trade Marketing, Key Account Management and Distribution in both the Pharmaceutical and FMCG industry.
He has 12 years of Pharmaceutical experience, 20 years in managerial and executive positions in J&J, Kraft Foods, Fonterra Brands, Novartis Pharma, Roche Pharma and Takeda.
Early in his career, he was a successful Professional Medical Representative for 5 years in Abbott and Smith Kline. As an executive, he led several major changes in key business processes that made a big impact in successfully turning around declining sales for these companies he worked with.
He championed the SFE process/discipline in Roche when he was the Director for Commercial Effectiveness. Together with Roche's Finance Director, he led the Sales & Marketing units in the policy and implementation roll-out of key doctor-engagement processes to ensure local compliance to global corporate policy.
In between his Pharmaceutical experience, he worked as an Account Manager, Training Manager, Sales Manager and Sales Director for multinational companies in the Apparel, Food and Distribution industry. He implemented Sales Development & Trade Marketing plans and promotional activities with full responsibility of annual and long term budgeting process.
He started his teaching/consulting work at about the time he was leading a Sales team in Johnson & Johnson. He worked as a resource speaker during his free time at the Ateneo Center for Continuing Education teaching short courses related to Sales,Negotiation and Category Management.
During some gaps in his corporate career, he trained and worked with the management team of some F&B and Pharma companies in a consulting capacity and taught Sales & Marketing at the University of Asia & the Pacific.
He is a teaching Board member of World Teach Philippines and a facilitator of Lead Like Jesus and the Global Leadership Center of Christ Commission Foundation.

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Negotiation Skills