Prepare for
negotiations properly
Get
info on the other party
Analyze and
estimate margins using Microsoft Excel
Establish
lofty, yet realistic, goals
Validate
your view with authoritative standards
Exchange
information informally for positioning purposes
Identify
a "Preferred Supplier"
Get
valuable experience practicing the concepts and techniques
This two-day "case based" program on Negotiations is very interactive. The class consists of lecture, role plays and a comprehensive negotiation based on the case. The case is sent to the attendees prior to the class so that they can study the complicated situation and be prepared to work with it. The material is delivered and periodically the attendees are asked to apply the concepts and techniques to the case. This two-day program has extensive role-playing on both days where you will practice the techniques that are presented. At the end of the class the group is divided into teams of three each and the teams actually "role-play" negotiate the case and the results of each negotiation are compared and discussed.
In our public seminars we limit the class size to 12 persons, so you get personalized treatment. Each class includes discussion about your situation and John Mitchell does everything possible to tailor the program to your needs.
Our clients have told us that we do an unparalleled and excellent job developing customized cases. We study your industry, your customers, distributors or other chain partners and your competitors. We may already have a case that is suitable for your situation. Our cases are based on real-life products and circumstances.
Seminar
Content - Two Day Program
Introduction To Negotiation:
General negotiation principles, attributes of skilled negotiators are presented
along with the factors affecting success in negotiation. The concept of
finding an agreement that really helps both sides is explored.
Negotiation Styles: A variety of
negotiation styles is presented along with the inherent pros and cons of each
style and how best to deal with them. The attendees are given a test to
determine their dominant style. Role-playing in this
segment.
Situation
Analysis: Successful negotiation is based on information and it starts with
analyzing the situation. Studying the other party from a number of vantage
points is crucial in determining how to deal with him. The concept of a
"Preferred Supplier" is presented and discussed and attendees are
provided techniques to determine if there is one and what to do about it.
Attendees learn the importance of understanding what
motivates the other party, identifying who the decision makers are and how to
evaluate the
competitive situation. Role-playing in this segment.
Negotiation Leverage: A look at
different types of leverage and how to identify who has the leverage in a
negotiation. Techniques to improve your leverage are presented.
Goals And Expectations: The
importance of having a high aspiration level is discussed and methods are presented to help
evaluate the value your solution provides so that you will develop proper goals and expectations.
Role-playing in this segment.
Validating Your View:
The best persuasion is "proof". We show how to use
statistics, government reports, Internet sites, printed documents and other information to
support your position.
Exchanging Information:
This section deals with what
information to get and how to get it. Techniques such as informal
pre-meetings, phone calls and social get-togethers are discussed. Specific questions are presented and
other information gathering techniques are discussed.
Role-playing in this segment.
Tactics and Countermeasures: A
long list of the tactics employed by a wide variety of negotiators and the best
ways to deal with them. This provides attendees a laundry list of methods
they can select from to deal with "other parties".
Making Concessions: Alternative
opening values are discussed and a variety of concession strategies and patterns
are presented and discussed. The whole negotiation "numbers
exchange" process is diagramed with a variety of alternatives analyzed.
Getting Commitment:
Agreement is not necessarily commitment. Getting commitment can be as
tricky as exchanging information. We present practical techniques for
taking an agreement to an enforceable and measurable conclusion.
Cultural Differences:
Here we help to understand how the different cultures approach negotiations. Insights
are provided to improve dealings with Asian, Latin, European and other
cultures.
Ethical Considerations:
Integrity in negotiations leads to long-term relationships. We present
what
negotiating fairly and in good faith is all about.
Selecting The Proper Strategy:
Every negotiation should have an overall guiding theme that helps in deciding
tactics to use and concessions to make. We present several different strategies
and match them to different negotiation
scenarios.
Developing The Plan To Implement Your
Strategy: Once you have the strategy defined a detailed plan must be
developed to implement the strategy. We provide a skeletal worksheet to
prepare yourself for "Negotiation Excellence".
Role-playing in this segment.
Case
Negotiation: Each class uses a real-life case to illustrate the key
points and techniques. This case is given to all class members prior to
the class date. The class group is split up into teams representing either
the buying or selling side. During the day the teams work together to
develop strategy, analyze facts, go over the numbers and participate in actual
negotiation sessions. At the end of the day the negotiated
settlements are compared to our "solution" and discussed.
Role-playing in this segment.
What's In It For You:
|
Why Choose Mitchell Selling Dynamics- We have the know-how to get it right. |
Audio Files, Presentation and eBook Files
1360 Puritan Avenue, Birmingham, Michigan 48009, USA
John Cell Phone: 248-644-8092
John Email: john@mitchellsell.com
© Copyright Mitchell Selling Dynamics Inc. www.mitchellsell.com