V.Raghunathan
Process Industry Consultant / Soft Skill
Arunrao1
Team Building & Sales Training
Sowmini
Head, Learning & Development
Faheem.sait
Manager - Training And International Business
Sonali Piri
Salaried Job
Wehbe
Hr -career Development Specialist
Tamana
Trainer
+5 Others

Am attaching here the PPT from a negotiation skills workshop we conducted recently for a bluechip MNC.
It also contains embedded self-assesment exercises & other role play exercises. The deck is also annotated with notes that you may find useful.
The workshop is based on the work on negotiations by The Harvard Negotiation Project. For those who are more interested, I will direct you to read the book, "Getting to YES" - its a fantastic book, virtually considered a bible for negotiators.
Hope this helps some of you in this community!
Arun
Team Building Events | Corporate Learning Programs
13th January 2013 From India, New Delhi

Attached Files
Membership is required for download. Create An Account First
File Type: pptx Negotiation Skills Workshop.pptx (1.46 MB, 7812 views)

Dear Arun,
Thanks a lot for the ppt. It is wonderful. I could not access the 3 word files embedded in the presentations - (i) Questions for self-assessment (ii) Answers for self assessment and (iii)Tough customer exercise. If possible for you, please share it. Also I am interested in the book referred by you on 'Negotiation Skills'. Are you a trainer/ training agency? Are you located in Delhi region?
Regards,
Sonali Piri
14th January 2013 From India, Kanpur
Dear Arun,
Yur presentation is very good and fits all situations. I believe you can prepare another nice presentation on employees attitude at the workplace for me. I would be so grateful if you do it for me. Hoping to read from you soon.
14th January 2013 From Ghana
Dear Arun,
Presentation is very good and fits all situations.It can be useful training material as an guide as every person in his life required negotiation in Home or in office
Thanks for sharing such power point presenation
Do you hav any other material for the sharing ??
If yes then we are awaitng another things to learn from arun
Ulahs Kavathekar
919765401536
14th January 2013 From India, Pune
Dear Arun, Brilliant PPT, helps everybody in their personal and professional life... all domains. Have sent you a mail.. looking forward to your response. Thanks Tamana S
15th January 2013 From India, Bangalore
HI Guys - thanks for the appreciation.
Our areas of focus are Leadership, Team building, Innovation & Sales trainings. Will continue to share material on these 4 areas in this forum. For areas like employee attitudes etc - we are not the best people to comment :-)
15th January 2013 From India, New Delhi
Dear Arun,
TQVM for the kind gesture of sharing with us the Nego presentation slides. Would you be kind enough enough to forward to me the 3 words files on 1) Questions for Self Assessment 2) Answers for Self Assessment and 3) Tough Customers Exercises. This will help me understand your presentation. I like your slides presentation. I will get a copy of your recommended book to understand more about negotiation.
My e-mail : Thanks CTFoo, Malaysia
15th January 2013 From Malaysia, Ampang
Dear Arun, Superb presentation! Shall be garteful if you can pl send me 3 word files referred in PPT. Regards,
15th January 2013 From India, Mumbai
Dear Mr Arun Rao
Presentations are smartly designed but I could not access the 3 word files embedded with in the presentations If possible for you, please share these files. Also I am interested in the book referred by you on 'Negotiation Skills'.
Thanks to your efforts for sharing the valuable material
rgds
15th January 2013 From India, Mumbai
Hi Guys, Am glad a lot of you found this useful. Since many of you are not able to access the embedded files - am attaching it seperately here.
15th January 2013 From India, New Delhi

Attached Files
Membership is required for download. Create An Account First
File Type: docx Answers for assesment.docx (58.8 KB, 373 views)
File Type: docx Difficult customer.docx (17.0 KB, 317 views)
File Type: docx Negotiation Assesment.docx (56.9 KB, 366 views)

Thanks Mr. Arun Rao for the attachments. Now the PPT can be very well appreciated. With these attachments, the PPT is complete and gives inputs to most of the sales guys!! Regards,
16th January 2013 From India, Mumbai
Dear Mr. Arun Rao
Good one. Foot notes will guide us to understand and use the presentation better.
Thanks for your wonderful contribution.
I am posting here the content of book suggested by you, "Getting to Yes" for the benefit of all who would like to use this presentation.
Thanks and Regards
Sowmini.

16th January 2013 From India, Madras

Attached Files
Membership is required for download. Create An Account First
File Type: pdf Getting to Yes.pdf (924.1 KB, 446 views)

Hey Arun
I went through the PPT and your website, both are impressive.
I work as a consultant and I do a lot of independent trainings for companies, few of my popular trainings are: Corporate alignment, Excellence in communication and leadership, PDP and more... Let me know if I can share my work with you if required.
Regards
Mohammed Faheem
9840510406
When I is replaced with WE, I'llness becomes Wellness.
16th January 2013 From India, Chennai
Mr Arun Rao

It is an excellent presentation and the quality of footnotes add to the value of the presentation.

Theodore Roosevelt and George Perkins anecdote is remarkable.

Considering that it all happened a hundred years ago, make us salute

George Perkins for his ingenious way of looking at the problem.

In modern management parlance he converted the CHALLENGE to an OPPORTUNITY.

A unique case of buyer becoming a successful seller!!!!

Simply astounding.

Emotions do play a part in negotiations and it is handled well.

The LAS and MSP are seen from both the parties from their own perspective initially.

Thinking from the other side makes a lot of sense and does not limit us to taking a position.

The virtues of not taking a position is well explained.

I would like to add my thoughts as under.

PREPARATION - OWN WORKING

In an actual negotiation process there are many things involved.

Let us take the example of an Industrial Purchase.

In an Industrial Purchase from the point of view of buyer he has to freeze his technical and commercial

aspects before the talk on final price negotiation takes place.

If it is not dealt in three distinct phases of Technical, Commercial and Price there would be chaos.

Looking at the same scenario from the point of view of Seller, he should have done a thorough

analysis of his costing, his margins, his sales target for the quarter/ year etc.

PREPARATION - KNOW THE OTHER PARTY

The buyer should find out by his own estimations whether seller has sold similar item

at what price, a guess work of his costing, his current sales order level, whether his purchase will

be a fore runner for many other companies in his group etc.

The seller on his part should find out whether buyer has options from other suppliers,

time / dead line compulsion, potential future sales with the same buyer etc.

Similar preparation can be extended to other examples as well.

Tactics mentioned constitute a good revision.

In your future presentations you may like to touch upon the PREPARATION aspect also.

Thanks for your lovely presentation.

V.Raghunathan……………………………………….. Navi Mumbai
16th January 2013 From India
TIt is a fruitful ppt. It is wonderful. I could not access the 3 word files embedded in the presentations - (i) Questions for self-assessment (ii) Answers for self assessment and (iii)Tough customer exercise. If possible for you, please share it.
Regards
Hussein Wehbe
16th January 2013 From United Arab Emirates, Abu Dhabi
Hi Guys - for those of you requesting for the word documents, please see the message trail - I have posted it seperately there. Thanks all for your generous comments too. Arun
19th January 2013 From India, New Delhi
Hi Raghunathan!
You have nicely analysed the process of negotiation. The Preparation in case of Industrial Buying/ Selling situation, the home work is the basic need. Quote:"The seller on his part should find out whether buyer has options from other suppliers,time / dead line compulsion, potential future sales with the same buyer etc." Unquote: This activity is also known as " commerical intelligence or market intelligence". without this, we cannot sail smooth to strike a sucessfull deal.
I hope you agree.
with regards,

19th January 2013 From India, Mumbai
exemplary one! highly useful for 2 to 3- hour module on negotiation skills.
23rd January 2018 From India, Delhi
Add Reply Start A New Discussion

Cite.Co - is a repository of information created by your industry peers and experienced seniors. Register Here and help by adding your inputs to this topic/query page.
Prime Sponsor: TALENTEDGE - Certification Courses for career growth from top institutes like IIM / XLRI direct to device (online digital learning)





About Us Advertise Contact Us
Privacy Policy Disclaimer Terms Of Service



All rights reserved @ 2019 Cite.Co™