Negotiation Skills
Negotiation Skills
Training Details

Most professionals think they are negotiating when in fact they are only bargaining. Is there a difference? Obviously! This is because bargaining is only one part of negotiating. The end result is most sales professionals get a poorer deal than they deserve. 


Make no mistake about it; customers are going to negotiate even harder than ever before in the current difficult market conditions. The inability to negotiate properly is going to be very expensive to the supplier company.

Outline

Module One – NEGOTIATION GOALS

  1. Negotiation Goals

  • Aggressive goals

  • Competitive goals

  • Cooperative goals 

  • Self-centered goals

  • Defensive goals

  • Combinations of goals

  1. Interpersonal Skills

  2. Objective Setting

  3. Planning

  4. Opening

Module Two – NEGOTIATION STRATEGIES

  1. Negotiation Strategies

  2. Key Negotiating Concepts

  3. Negotiation Preparation

  4. Team Roles

  5. Bargaining

  6. Tactics

  7. Closing

Speaker/s
DR. FLOR M. GLINOGA, PMP, MBB, CPHR
Internationally Recognized Management and HRD Consultant
Special Offer

₱ 1,500/ participant

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ALTABEST MANAGEMENT SERVICES is owned by Dr. Flor Glinoga; directly involved in diverse interests of project planning, operational management and consultancy, trading services, corporate and public training programs, and full human resources services and management.


DR. FLOR M. GLINOGA,
PMP, MBB, CPHR
Internationally Recognized Management and HRD Consultant

With a B.S. in Psychology, M.A./PhD in Clinical Psychology and Masters in Development Management with certificate course of Project Management at Wharton School of Economics, University of Pennsylvania, USA, Flor has a wealth of knowledge about individual, group, and organizational behavior.  She is a Project Management Practitioner (PMP) and a Master Black Belt (MBB). She is the Consultant of Integrated Financial Management Systems (IFMS) of the Bangko Sentral ng Pilipinas (BSP) and the Consultant of Aboitiz Equity Ventures (AEV – holding company of Aboitiz group of companies) on Integrated Security Management Systems (ISMS). She is currently a Faculty in the graduate studies of Master of Science in Organizational Development of the University of Asia and the Pacific (UA &P) and MBA in People Management of Lyceum of the Philippines. For the past thirty-six years, she has engaged individuals and organizations in the change process to increase their productivity, efficiency and effectiveness to include the training on strategic business plan programs, develop leadership skills, and build self-mastery. She uses a systems approach in working with individuals and organizations. 

CERTIFICATIONS:

• Project Management Professional, PMI-USA Certified (Project Management Institute) PMP

• International Quality Federation of USA Certified Six Sigma Black Belt

• Institute of Sigma Learning Certified Six Sigma Black Belt Professional Membership:

• Project Management Institute - PMI ID

• International Quality Federation of USA - IQF ID

• Institute of Sigma Learning - ISL ID

• American Society for Quality - ASQ ID 

QUALIFICATIONS

Dr. Flor M. Glinoga is a . . .

  • Former Senior Fellow and Director of the Development Academy of the Philippines (DAP), Office of the President

  • Highly effective Management/HR Consultant and Resource Speaker, Clinical Psychologist, Project Management Practitioner (PMP), Master Black Belt (MBB), Chartered Professional on Human Resource and executive coach with over 36 years of hands-on management and leadership experience. 

  • Dynamic Certified Speaking Professional (CSP) who is internationally known for her ability to energize, entertain, and empower. (CSP-a credential earned by fewer than 500 individuals worldwide).

  • Widely published author of several books on Time & Stress Management: Go for SMART Goals, From Stress to Success, Project Management (From Conceptualization to Evaluation), The Nuts & Bolts of Inventory Management, Creative Problem Solving & Decision Making: Written several articles published in magazines and newspapers.

  • Noted management, leadership and personal development expert-in 2007 she was ranked by Executive Excellence among "the top 100 minds" in the field of personal leadership development. 

  • Professor of psychology, management, research in leading Metro Manila- Philippines’ colleges and universities.  She was awarded Outstanding Professor for 2 consecutive school years in SY 1989-1990 and in SY 1990-1991 and Outstanding Speaker in 1995 by the Professional Association of Speakers in Malaysia.

  • Trained 26,000 individuals

  • Expertise in selecting appropriate learning methodologies, to match the audience. Quickly establishes rapport with groups 

  • Proven ability to identify and resolve training problems 

  • Extensive knowledge and experience in determining needs, setting behavioral and learning objectives and developing assessment tools 

  • Strong and broad background in conduct of pre-designed programs 

  • Proficiency in developing and implementing original training, designed 523 workshops


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Mandaluyong , Metro Manila, Philippines
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