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Learn to negotiate as a pro!
Plan to have all sides win before the negotiation even commences. Build the scenario. Influence the negotiation climate. Control the agenda. Plan your team member's roles. Read through your counterparts' action or inaction. Decipher their strategy. Anticipate traps. Deactivate or detour around your counterpart's negotiation landmines before they blast away the chances of a negotiated agreement intentionally or incompetently. Level with the pros; handle the unpredictable amateurs and lead either to mutual gain.

Key benefits for participants
Each participant will learn:

• a superior negotiation posture against highly experienced, powerful negotiators
• an understanding of how superior negotiators think
• negotiation strategy frameworks
• insights on how to influence and to a certain extent, even control the negotiation atmosphere
• an understanding of negotiation analysis and the negotiation strategy development process
• meeting strategy
• seed implants of skills involved in strategic negotiation
• the use of strategic negotiation tools
• confidence points that reinforces negotiation-posture

• potentially superior and more controllable outcome of negotiations
• more protection from the unpredictability of critical negotiations
• financially from a more strategic system of conducting negotiations with other companies
• from ripple effects on other team members
• organizationally from strategy-thinking negotiators

Program Concept
THE PROFESSIONAL PREPARES A NEGOTIATION STRATEGY. Know the secrets of professional negotiators. With these revelations, participants are treated to a vicariously safe ride through avoidable negotiation pitfalls as well as highways traversed by the highly experienced and knowledgeable negotiators.
Negotiation Secrets and Strategies may be a sister program of Effective Negotiating and Influencing Skills but, most certainly, the two are not identical twins. One focuses on strategy (even before the encounter), the other on tactics (real-time execution). Both are important. Brought together, regardless of which one is taken first, the course attendee gets equipped with the framework, process, skill, strategy and tactics necessary to become a powerful negotiator.

Program Overview
Module 1 : Negotiation Secrets Revealed

• What Differentiates The Professional Negotiators From The Amateurs?
• 14 Secrets Of Outstanding Negotiators
• Reardon's Four (4) Negotiating Styles

Module 2 : Negotiation Situation Analysis

• Systematic Process Of Analyzing Negotiation Situation
• The Negotiation Map
• "Illu-Situating" Items On The Negotiation Map
• The 3ps Of Strategic Negotiation
• Building Scenarios, Anticipating Issues And Projecting Branches Of Outcome

Module 3 : Negotiation Strategy Development

• Negotiation Strategy Development Process
• Ducting And Diking Preferred Scenarios
• Planning Sub-Strategies For Contingency And Flanking Alternatives
• Setting And Calibrating Negotiation Strategy Components
• Controlling The Negosphere And Throttle
• Transpar-Opacity
• Power-Pressure Control
• Concession Exchange Filter

Module 4 : Meeting Element And Strategy

• What The Interface Means To Each Party
• The Agenda Struggle
• The Attendees And Their Roles
• Do You Have A Seal Team Or A Suicide Squad?
• Venue-Methodology Options Matrix
• Controlling Meeting Venue Elements To Gain Advantage
• Optimizing Seating Arrangements
• Plotting Movements On The Nego-Meeting Planning Template
• Reviewing Strategy

Case examples from the following products / industries shall be cited:

Case examples of the following scenarios shall be discussed:

• Overcoming an achiever counterpart
• Getting analyzer types to progress negotiations
• Aborting negotiations
• Building dikes to control nego-steer options
• Executing u-turns in negotiations
• Expanding the problem solving zone
• Using the concession exchange filter
• Avoiding unnecessary cost in concession exchange
• Limiting costly trades
• Detecting the hidden agenda
• Effectively hiding an agenda
• Assigning roles in team negotiations
• Avoiding becoming a suicide squad
• Derailing proceedings
• Swaying neutrals
• Dealing with the negotiation troublemaker

Who should attend:
Any person engaged in selling or buying, Entrepreneurs and Executives, Managers, Supervisors, Executive Assistants and other personnel, who deal with either external or internal counterparts, customer service personnel and other customer-interfacing personnel would benefit from this seminar.

What our past participants said:
"I've been into negotiation by myself for 10 years of my career and I learned much here to improve my skills. Thanks a lot."- Rodrigo R. Manlapaz, Remittance Mktg. Officer, Asia United Bank

"The seminar was great. I learned a lot of things that I can apply in my work - practical techniques that are also very interesting."- Kathrina M.Dueñas, Professional Marketing Associate, United Laboratories, Inc.

Recent participants include:

• Vice President For Marketing and Sales of Golden ABC
• Vice President of Microdata
• Trade Marketing Group Manager of Del Monte
• Regional Sales Manager of Sysu International
• Regional Sales Manager of Franke Foodservice Systems Philippines
• Marketing Manager of Asialink Finance
• Sales Manager of Boie-Takeda Chemicals, Inc.
• Area Sales Manager of Consolidated Industrial Gases, Inc.
• Financial Accounting Manager of Lexmark International
• Account Manager of TNS Philippines
• Senior Manager of Convergys
• Head, Healthcare of Nestle Philippines, Inc.
• Deputy Senior Manager, China Banking Corp.
• Marketing Executive of Petronas Energy Phils.
• Business Development Manager of PIC Phils.
• Tenant Relations Manager of Shangri-La Plaza Corp.
• Head for IT & Business Development of Teleperformance Philippines.
• Sales Supervisor of CNS Distributors
• Remittance Marketing Officer of Asia United Bank
• Carrier Relations Officer of Smart Communications
• Export Associate of Universal Robina Corp.
• Sales Executive of Electrolux Phils.
• Group Product Manager of LuxAsia, Inc.
• Pricing and Planning Analyst of Petron Corp.
• Marketing Associate of United Laboratories, Inc.