Negotiation Skills to Win

Supply Chain Management
" Day Long Course "
Registration Last Date: 25 July, 2024
Venue: House# 05 (1st Floor), Flat# A-1, Block # D, Road # 17, Banani, Dhaka -1213 (Classroom)

Workshop Overview:

We all negotiate in our personal and professional lives. We need to negotiate when we are selling something, or buying something, or dealing with a project, manufacturing plan, delivery schedule, a budget, or any of a hundred other situations. In most of these cases, we are trying to resolve differences. It appears, without being a good negotiator; sometimes it becomes difficult to resolve those differences when they are really needed.

Negotiating is the process by which two or more parties with different needs and goals work to find a mutually acceptable solution to an issue.  Because negotiating is an inter-personal process, each negotiating situation is different, and influenced by each party’s skills, attitudes and style.  We often look at negotiating as unpleasant, because it implies conflict, but negotiating need not be characterized by bad feelings, or angry behavior.  Understanding more about the negotiation process allows us to manage our negotiations with confidence and outcomes become positive for both parties.

Objectives of the Workshop:

To make participant understand the step by step process of negotiation so that they can manage their negotiations with confidence and outcomes become positive for both parties.

It is observed that some people shy away from negotiating just because they are afraid of making a mistake or doing poorly. In the workshop participants will be coached as to how; with a little effort, and good negotiating skills; a better agreement can be found for both parties at the same time.

To help participants identify and experience many aspects of negotiating. Participants will be trained to gain a better understanding of the process, what to look for, what to watch out for and how to take control of the situation.

How will participants benefit after this workshop?

  1. Will be able to become a good negotiator; they will find themselves more confident, in more control and ending up with improved results.
  2. Will learn how to negotiate win-win deals.
  3. Will develop the key negotiating skills that bring success in business and in life.
  4. Will be able to enhance their capabilities to negotiate in the new business climate of the 21st Century.

Contents of workshop:

Day – 01:

  1. Introduction to program & learning objective
  2. Definition of Negotiation and its importance
  3. Importance of Negotiation
  4. Understanding the Negotiating context
  5. Negotiation objectives
  6. Negotiation: Win-win versus win-lose
  7. Preparation phase for Negotiation
  8. Meeting phase for negotiation
  9. Follow up phase for negotiation
  10. Selecting the Negotiation team
  11. Review of balance of power
  12. Purchasing Negotiation
  13. Price and cost analysis that helps Negotiating
  14. Negotiating tactics
  15. Stages of Negotiation
  16. Opening stage of Negotiation
  17. Testing stage of Negotiation
  18. Proposal stage of Negotiation
  19. Bargaining stage of Negotiation
  20. Agreement stage of Negotiation
  21. Questions in Negotiation
  22. Role play
  23. Negotiating for Sale
  24. Negotiation and time management
  25. Learning check
  26. Open questions
  27. Summarize and wrap up the day

Day – 02:

  1. Introduction to program & learning objective
  2. Negotiation and communication skill
  3. Nonverbal communication
  4. Negotiation and body language
  5. Negotiating by telephone
  6. Negotiating mistakes
  7. Negotiating styles
  8. Negotiating style: Warm
  9. Negotiating style: Tough
  10. Negotiating style: Logical
  11. Negotiating style: Creative
  12. Negotiating style: Deal Maker
  13. Negotiating Threats
  14. Surprise in Negotiation
  15. Negotiation: Put yourself in their shoes
  16. Negotiating with emotions
  17. Negotiating with integrity
  18. BATNA, WATNA and ZOPA
  19. Negotiation: You need time to think
  20. Negotiating fear
  21. Role play
  22. Quick deals in negotiation
  23. Persuasion techniques in Negotiation
  24. Learning check
  25. Open questions
  26. Summarize and wrap up the session
  • Job related Question & Answers Session
  • Introduction of other reference books
  • Certificate Distribution
Price:

6,000.00৳ 

Course Details
Date
26th & 27th July, 2024
Time
Day (9:30 AM to 5:00 PM)
Classes / Sessions
2
Class Schedule
Friday & Saturday
Total Hours
15
• Employees work in Procurement Department • Logistics and Supply Chain Managers/Executives • Marketing/Sales Personnel • Employees of Finance and HRD • Members of Top and Middle Management • Any employee interested to be a good negotiator
Arrangement for Certificate, Lunch and two times Snacks would be made by the Organizer during the workshop.
Shankar Kumar Roy
Corporate Trainer

M.Com (DU) and PGD in Supply Chain Management (ITC, Switzerland)

Mr. Shankar Kumar Roy is a Corporate Trainer and Consultant. He was employed as an Advisor (Research and Planning) at M.I. Cement Factory Ltd. (Crown Cement) till 30th June 2020. Before joining at Crown Cement Group, he had served at Holcim Cement (Bangladesh) Ltd (Holcim) and its previous organization Hyundai Cement (Bangladesh) Ltd for more than 16 years and lastly he was holding the post of General Manager-Business Development at Holcim. During this long service period at Holcim, he had performed a wide variety of responsibilities, which includes Business Planning, Logistics, Procurement, Supply Chain Management, CSR, Marketing, Communication, ISO Management System, Project Management, Business Risk Management, Environment, Safety, and Business Development etc.

Mr. Roy imparts training on Supply Chain Management (SCM) of ITC/UNCTAD/WTO course at DCCI on regular basis. He is also a regular trainer at BDjobs.com training center, CSDC (Chittagong Skill Development Center), IPDP Training and Rapport Bangladesh Ltd. etc. He has conducted a good number of trainings at corporate companies like ACI, Squire, Nitol-Niloy Group, PRAN-RFL Group, Tamanna Group, and at development and training organization like URS, BRAC, ICDDRB, BJIT (Bangladesh Japan Training Institute) and Swisscontact.

Mr. Roy did his M. Com. (Post-Graduation in Commerce) from University of Dhaka in 1983. He obtained the degree of Certified Environmental System Manger (CESM) from NERP, USA. In 2011 Mr. Roy obtained International Diploma on Supply Chain Management (SCM) from ITC/UNCTAD/WTO, Geneva, Switzerland. Material etc.

Workshop Overview:

We all negotiate in our personal and professional lives. We need to negotiate when we are selling something, or buying something, or dealing with a project, manufacturing plan, delivery schedule, a budget, or any of a hundred other situations. In most of these cases, we are trying to resolve differences. It appears, without being a good negotiator; sometimes it becomes difficult to resolve those differences when they are really needed.

Negotiating is the process by which two or more parties with different needs and goals work to find a mutually acceptable solution to an issue.  Because negotiating is an inter-personal process, each negotiating situation is different, and influenced by each party’s skills, attitudes and style.  We often look at negotiating as unpleasant, because it implies conflict, but negotiating need not be characterized by bad feelings, or angry behavior.  Understanding more about the negotiation process allows us to manage our negotiations with confidence and outcomes become positive for both parties.

Objectives of the Workshop:

To make participant understand the step by step process of negotiation so that they can manage their negotiations with confidence and outcomes become positive for both parties.

It is observed that some people shy away from negotiating just because they are afraid of making a mistake or doing poorly. In the workshop participants will be coached as to how; with a little effort, and good negotiating skills; a better agreement can be found for both parties at the same time.

To help participants identify and experience many aspects of negotiating. Participants will be trained to gain a better understanding of the process, what to look for, what to watch out for and how to take control of the situation.

How will participants benefit after this workshop?

  1. Will be able to become a good negotiator; they will find themselves more confident, in more control and ending up with improved results.
  2. Will learn how to negotiate win-win deals.
  3. Will develop the key negotiating skills that bring success in business and in life.
  4. Will be able to enhance their capabilities to negotiate in the new business climate of the 21st Century.

Contents of workshop:

Day – 01:

  1. Introduction to program & learning objective
  2. Definition of Negotiation and its importance
  3. Importance of Negotiation
  4. Understanding the Negotiating context
  5. Negotiation objectives
  6. Negotiation: Win-win versus win-lose
  7. Preparation phase for Negotiation
  8. Meeting phase for negotiation
  9. Follow up phase for negotiation
  10. Selecting the Negotiation team
  11. Review of balance of power
  12. Purchasing Negotiation
  13. Price and cost analysis that helps Negotiating
  14. Negotiating tactics
  15. Stages of Negotiation
  16. Opening stage of Negotiation
  17. Testing stage of Negotiation
  18. Proposal stage of Negotiation
  19. Bargaining stage of Negotiation
  20. Agreement stage of Negotiation
  21. Questions in Negotiation
  22. Role play
  23. Negotiating for Sale
  24. Negotiation and time management
  25. Learning check
  26. Open questions
  27. Summarize and wrap up the day

Day – 02:

  1. Introduction to program & learning objective
  2. Negotiation and communication skill
  3. Nonverbal communication
  4. Negotiation and body language
  5. Negotiating by telephone
  6. Negotiating mistakes
  7. Negotiating styles
  8. Negotiating style: Warm
  9. Negotiating style: Tough
  10. Negotiating style: Logical
  11. Negotiating style: Creative
  12. Negotiating style: Deal Maker
  13. Negotiating Threats
  14. Surprise in Negotiation
  15. Negotiation: Put yourself in their shoes
  16. Negotiating with emotions
  17. Negotiating with integrity
  18. BATNA, WATNA and ZOPA
  19. Negotiation: You need time to think
  20. Negotiating fear
  21. Role play
  22. Quick deals in negotiation
  23. Persuasion techniques in Negotiation
  24. Learning check
  25. Open questions
  26. Summarize and wrap up the session
  • Job related Question & Answers Session
  • Introduction of other reference books
  • Certificate Distribution