| Training | Offline (classroom) |
| Duration | 2-3 Days classroom |
| In-house customize with client request | |
| Trainer | R. Hery Herdiana, S.I.P., M.M. |
This training is designed to provide the knowledge and skills needed for Sales Managers to be mire effective in negotiating with distributors and stores, both key accounts and traditional ones (offline and online stores). This training will be carried for 2,5 days using lecturing, sharing, case study/ video, exercise and role play learning methods. After training the participants will have a good MIND, SKILL AND TOOLS SETT of megotiation.
Day 1 – Mindset
- What the expert said about negotation.
- 4 Principles Negotation by Harvard.
- Communication Style.
- Negotation Style.
- Transacsional vs Realtioship.
- BATNA, ZOPA, BPA, MPA.
- Negotiator profile.
- Pre test.
- Games.
- Video.
- Role Play.
Day 2 – Tool and Skill Set
- Negotation alternative
- Design, Dig & Develop.
- Listening Skill.
- ICON Value Negotation Model.
- Narrow trought Criteria.
- Asking for Commitment.
- Top Negotation Tips.
- Games.
- Excecise.
- Role Play.
Day 3
- Workshop.
- Role Play.
- Group Sharing.
- Rewarding.
- Evalutation.
