Retail Negotiation Skills Workshop

... i was informed, Retail Negotiation Skills Workshop on March 1-2, 2010 at GBF Center.

RETAIL NEGOTIATION WORKSHOP

Program Outline:

Module One: THE AGE OF NEGOTIATION
A Process and A Strategy

• SELF ASSESSMENT: How Good Are You As A Negotiator?
• Negotiations Defined
• Winning is A Must
• Why Win-Win
• Characteristics of a Winner: Some Have It and Some Have to Work at it.
• Cooperative vs. Competitive Negotiating
• Negotiation Strategies: The Basic Shape
• CASE STUDY: Planning Your Proposal

Module Two: PLANNING
The Critical First Step

• Sizing Up Your Opponent
• Formulating Objectives – Identifying Your Priorities
• Power and Risk Analysis – Assessing the Strength or Weakness of Your Negotiating Position
• Assessing Alternatives If Agreement Isn’t Reached
• When Not to Negotiate - And Be Glad you Didn’t
• CASE STUDY: The Telephone

Module Three: THE OPENING SUN
Your First Bid

• Who Opens First?
• Aiming High to Settle High
• Paving the Way for Credibility
• CASE STUDY: Response to Concessions

Module Four: ANALYZING CONCESSIONS
Too Much Too Early!

• The Safest Concession Formula
• Give A Little to Get A Lot
• Elevating the Value of Your Concessions
• How to React to Concessions
• Guarding Your Credibility
• Avoid Raising Expectations
• CASE STUDY: Reducing Your Opponents’ Opening Demand

Module Five: RISKS IN NEGOTIATIONS
The Biggest Minefield

• Defensive Tactics
• Avoiding the Trap
• The Danger of Talking Too Much
• Using the Questions to Obtain Information
• Watching Your Answers
• CASE STUDY: Zeroing In

Module Six: NEGOTIATING POWER
How to Increase It

• CASE STUDY: You’ve Got To Do Better Than That
• Sources of Power
• Competition-The Best Use of Power
• Super Power: How to Apply It and Defend Against It
• The Power of Legitimacy
• Escalations, Nibbling and Other Tactics
• Other Power-Building Methods
• Borderline Tactics
• CASE STUDY: Far, Far Apart

Module Seven: RESSURE VERSUS POWER
Even the Powerless Can Use Pressure

• Forms of Pressure
• Psychological Pressure
• Using Galvinizers-Tactics to Encourage Quick Decisions
• CASE STUDY: Take It or Leave It
• Pressure Tactics and Strategies
• Avoiding Hostility
• Defense Against Intimidation, Bluffs, Deadlines, Delays and Other Tactics
• CASE STUDY: The Priceless Ingridient

Module Eight: GROUP NEGOTIATIONS
Team or Solo?

• Where Numbers Matters Most
• Choosing the Team
• Qualifications to Consider
• The Roles in A Negotiating Team
• Analyzing Strengths and Weaknesses of Team Members
• CASE STUDY: Last and Financial Offer
Module Nine: CLOSING
Deal or Deadlock

• In Case of An Impasse
• Deadlocks and Deadlines
• Encouraging Quick Acceptance
• Intentional Deadlock: Should You or Shouldn’t You
• CASE STUDY: What makes A Deal?