Rowen Untivero's Negotiation Strategies and Secrets

Negotiation Strategies and Secrets with Limited Resources in Crisis Times: NEGOTIATE OR DIE.
Level with the pros; Handle the unpredictable amateurs and lead either to mutual gain.

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.

If your sales people and buyers go to settle deals armed with nothing but a checklist of what they want or have been tasked to secure…well then good luck! This is pretty much like sending troops with stones and knives to be ambushed by an entrenched opponent heavily protected with flak jackets and armed with machine guns, terrain-familiarized and well-planned to address any type of scenario. It doesn’t take a genius to figure out what kind of slaughter happens next.

Ask yourself:

  • Can you afford to lose many deals?
  • Can you afford to give many concessions and discounts and that will hurt your bottom line?
  • Can you afford to waste limited resources during this crisis?
  • Can you afford to let go of precious opportunities?

Or would you rather ARM YOUR PEOPLE with SUPERIOR NEGOTIATING KNOWLEDGE AND TOOLSthat will allow them to CONTROL THEIR NEGOTIATION SITUATIONSbefore they even begin to sit down with their counterparts!

Send your salespeoplebuyerscustomer retention peoplemanagersexecutives, and everyone who may be involved in making deals,

Key Benefits to Participants
Each participant will learn:

  • Negotiation posture against highly experienced, powerful negotiators
  • How superior negotiators think
  • Negotiation strategy frameworks
  • Insights on how to influence and to a certain extent, even control the negotiation atmosphere
  • 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

Key Benefits to Company
Your company will gain:

  • 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
  • Organization from strategy-thinking negotiators
  • Organization from strategy-thinking negotiators

Program Concept 

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
  • Rowen Untivero’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 product/service categories:

  • Advertising
  • Automotive
  • Agriculture
  • Commercial Banking
  • Rural Banking
  • Broadcasting
  • Construction
  • Consumer Durables
  • Direct Selling
  • Distribution
  • Education
  • Energy
  • Food And Beverage
  • Insurance
  • Personal Care
  • Professional Services Retailing
  • Telecom
  • Technology

Case Examples Of The Following Scenarios Shall Be Discussed:

  • Dealing with the negotiation troublemaker
  • 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

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.

“Excellent, very useful for me when dealing w/ buyers  abroad”. — Michaella M. Bernardo, Export Assistant, Universal Robina Corporation

“The seminar is very relevant to the corporate setting but would also be fun to apply to any life situation I very much appreciate the way Rowen facilitates”.  — Marioreto D. Amorada, Account Officer, Meralco

“I brought in my complete sales team. After the seminar, I didn’t have any regrets”. — Jose S. Caminos, Regional Sales Manager, 3S Foods Industries

“Although my sales are great for the past years, it cold have been better if I had this years ago”. – Francis Von Laserna, Sales Engineer, Jardine Schindler Elevator Corp.

“I learned a lot and was bale to add more to my skills and probably allow me to develop my weakness more and turn them to my advantage”. — Fiona Marie Lava, Sales Manager-New Business Direct, Maxicare Healthcare Corporation

“Very practical, you can even use them to your boss!” – Mario Mendoza, Magnolia

“This seminar made me learn new helpful materials and what I like most is it also unlearned previous unhelpful knowledge. Thanks Mansmith and Fielders, Inc.” – Zol C. Ortega, Mabuhay Biscuit Corporation

“The seminar has definitely given me awareness of the scenarios I can find myself in and therefore the action steps to take control of the registration process.” – Gray Vitales, Trade Development Supervisor, Rebisco

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
  • Vice President, Pioneer Life, Inc.
  • Trade Development Supervisor, Republic Biscuit Corporation
  • Marketing Manager, Magnolia, Inc.
  • Key Accounts Specialist, 3S Foods Inductries,
  • Account Manager, ActMedia Philippines, Inc.
  • Sales Manager, Bankard, Inc.
  • Distributor Coordinator, Mabuhay Biscuit Corporation
  • Senior Commercial Officer, Keppel Philippines Marine Inc.
  • Distributor Specialist, Summit Publishing Co., Inc.
  • Sales Supervisor, Phelps Dodge Phils., Energy Products Corp.
  • Business Development Officer, eBusiness Services, Inc.
  • Purchasing Manager, Golden Arches Development Corporation
  • Product Marketing Assistant Manager, Big E Food Corporation

About the Speaker:
Partner and Chief Sales Strategist
Mansmith and Fielders, Inc. 

Former country manager of Alcatel, former general manager for provincial operations of Smart, former professor of the Ateneo de Manila University, rose from the ranks of different companies (PG, Tupperware, Pocketbell)

All programs can be done in-house and customized to fit the training needs of your company. We also have more courses exclusive for in-house seminars. For more details please call Alice Torres at (02)584-8989 / 0917-6271888 / 0918-81-168-88. You may also email