I am attaching here the PPT from a negotiation skills workshop we conducted recently for a blue-chip MNC. It also contains embedded self-assessment exercises and other role-play exercises. The deck is also annotated with notes that you may find useful.
Workshop Overview
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"—it's a fantastic book, virtually considered a bible for negotiators.
Hope this helps some of you in this community!
Regards,
Arun
Team Building Events | Corporate Learning Programs
From India, New Delhi
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81Workshop Overview
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"—it's a fantastic book, virtually considered a bible for negotiators.
Hope this helps some of you in this community!
Regards,
Arun
Team Building Events | Corporate Learning Programs
From India, New Delhi
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Thank you very much for the PowerPoint presentation. It is wonderful. I was unable to access the three Word files embedded in the presentation: (i) Questions for self-assessment, (ii) Answers for self-assessment, and (iii) Tough customer exercise. If possible, could you please share them? I am also interested in the book you mentioned on 'Negotiation Skills'. Could you confirm if you are a trainer or part of a training agency? Additionally, could you let me know if you are based in the Delhi region?
Regards,
Sonali Piri
From India, Kanpur
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Regards,
Sonali Piri
From India, Kanpur
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The presentation is very good and fits all situations. It can be useful training material and a guide as every person in their life requires negotiation, whether at home or in the office.
Thank you for sharing such a powerful PowerPoint presentation. Do you have any other materials to share? If yes, we are eagerly awaiting more things to learn from you.
Regards,
Ulahs Kavathekar
[Phone Number Removed For Privacy Reasons]
From India, Pune
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Thank you for sharing such a powerful PowerPoint presentation. Do you have any other materials to share? If yes, we are eagerly awaiting more things to learn from you.
Regards,
Ulahs Kavathekar
[Phone Number Removed For Privacy Reasons]
From India, Pune
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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
From India, Bangalore
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From India, Bangalore
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Thank you very much for the kind gesture of sharing the Nego presentation slides with us. Would you be so kind as to forward to me the 3 Word files on:
1. Questions for Self-Assessment
2. Answers for Self-Assessment
3. Tough Customers Exercises
This will help me better understand your presentation. I really like your slide presentation. I will obtain a copy of your recommended book to delve deeper into the topic of negotiation.
My email: [Email Removed For Privacy Reasons]
Thanks,
CTFoo
Malaysia
From Malaysia, Ampang
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1. Questions for Self-Assessment
2. Answers for Self-Assessment
3. Tough Customers Exercises
This will help me better understand your presentation. I really like your slide presentation. I will obtain a copy of your recommended book to delve deeper into the topic of negotiation.
My email: [Email Removed For Privacy Reasons]
Thanks,
CTFoo
Malaysia
From Malaysia, Ampang
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Dear Mr. Arun Rao, your presentations are smartly designed, but I could not access the three Word files embedded within the presentations. If possible, please share these files. I am also interested in the book you referred to on 'Negotiation Skills.'
Thanks for your efforts in sharing the valuable material.
Regards
From India, Mumbai
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Thanks for your efforts in sharing the valuable material.
Regards
From India, Mumbai
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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.
From India, New Delhi
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From India, New Delhi
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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,
From India, Mumbai
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From India, Mumbai
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Good one. Footnotes will guide us to understand and use the presentation better. Thanks for your wonderful contribution. I am posting here the content of the book suggested by you, "Getting to Yes," for the benefit of all who would like to use this presentation.
Thanks and Regards,
Sowmini.
From India, Madras
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Thanks and Regards,
Sowmini.
From India, Madras
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Mr. Arun Rao,
It is an excellent presentation, and the quality of the footnotes adds to the value of the presentation. The anecdote about Theodore Roosevelt and George Perkins is remarkable. Considering that it all happened a hundred years ago makes us salute George Perkins for his ingenious way of looking at the problem. In modern management parlance, he converted the CHALLENGE into an OPPORTUNITY. A unique case of a 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 parties' perspectives 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 are well explained.
I would like to add my thoughts as under.
PREPARATION - OWN WORKING
In an actual negotiation process, many things are involved. Let us take the example of an industrial purchase. In an industrial purchase, from the point of view of the buyer, he has to freeze his technical and commercial aspects before the talk on final price negotiation takes place. If it is not dealt with in three distinct phases of Technical, Commercial, and Price, there would be chaos. Looking at the same scenario from the point of view of the 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 the seller has sold a similar item, at what price, a guesswork of his costing, his current sales order level, whether his purchase will be a forerunner for many other companies in his group, etc. The seller, on his part, should find out whether the buyer has options from other suppliers, time/deadline 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.
Regards,
V. Raghunathan
Navi Mumbai
From India
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It is an excellent presentation, and the quality of the footnotes adds to the value of the presentation. The anecdote about Theodore Roosevelt and George Perkins is remarkable. Considering that it all happened a hundred years ago makes us salute George Perkins for his ingenious way of looking at the problem. In modern management parlance, he converted the CHALLENGE into an OPPORTUNITY. A unique case of a 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 parties' perspectives 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 are well explained.
I would like to add my thoughts as under.
PREPARATION - OWN WORKING
In an actual negotiation process, many things are involved. Let us take the example of an industrial purchase. In an industrial purchase, from the point of view of the buyer, he has to freeze his technical and commercial aspects before the talk on final price negotiation takes place. If it is not dealt with in three distinct phases of Technical, Commercial, and Price, there would be chaos. Looking at the same scenario from the point of view of the 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 the seller has sold a similar item, at what price, a guesswork of his costing, his current sales order level, whether his purchase will be a forerunner for many other companies in his group, etc. The seller, on his part, should find out whether the buyer has options from other suppliers, time/deadline 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.
Regards,
V. Raghunathan
Navi Mumbai
From India
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It is a fruitful PPT. It is wonderful. I could not access the three Word files embedded in the presentations: (i) Questions for self-assessment, (ii) Answers for self-assessment, and (iii) Tough customer exercise. If possible, please share them.
Regards,
Hussein Wehbe
From United Arab Emirates, Abu Dhabi
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Regards,
Hussein Wehbe
From United Arab Emirates, Abu Dhabi
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Hi Raghunathan! You have nicely analyzed the process of negotiation. In the case of industrial buying/selling situations, preparation and homework are basic needs.
Commercial Intelligence in Negotiation
The seller, on his part, should find out whether the buyer has options from other suppliers, time/deadline compulsion, potential future sales with the same buyer, etc. This activity is also known as "commercial intelligence" or "market intelligence." Without this, we cannot sail smoothly to strike a successful deal. I hope you agree.
With regards,
From India, Mumbai
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Commercial Intelligence in Negotiation
The seller, on his part, should find out whether the buyer has options from other suppliers, time/deadline compulsion, potential future sales with the same buyer, etc. This activity is also known as "commercial intelligence" or "market intelligence." Without this, we cannot sail smoothly to strike a successful deal. I hope you agree.
With regards,
From India, Mumbai
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ESSENTIAL PRESENTATION SKILLS.ppt