Training Negotiation Phase
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Transcript of Training Negotiation Phase
Training Negotiation Phase
Ellie Bryan
Ajack
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Training Benefits:•Improves negotiation skills
•Deal effectively with • Customers • Auto Body Managers
•Control revenues
•Financial performance
• Buyer must be prepared
• Salesperson knows market
• Winner is most prepared
• Emotion is removed
• Learn about the car
• Must have alternative
OBJECTIVEAfter completing this instruction you will be able to successfully negotiate and achieve a 95% accuracy rate processing claims within a six month time period.
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NEGOTIATION MONEY
Raise your hands if you would like to make money!!!
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What are you going to learn in this course?
Negotiate with customers and collision repair shop managers.Estimates and payments on insured vehiclesUnnecessary repair costs - original assessmentLearn how to negotiate successfully
Four Stages of Negotiation
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Negotiation Strategy
Before negotiation:Prepare - assess objectivesPossible flexibilityPlan approach
Throughout negotiation:Discuss - exchange positions and issuesPropose - specific what you wantBargain – Do not concede without exchange
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Negotiation Activity
Study Negotiation Chart & Strategy
• What do you have confidence in when negotiating?• What is lacking in your ability to negotiate?• What instruction do you need when negotiating?• How could you improve your ability?
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Conventional Negotiating Strategy
The conventional Negotiating Strategy consists of either:
Lose/Lose (all parties lose) Win/Lose (I win and you lose) Lose/Win (I lose and you win) Win/Win (we both win, or a compromise)
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QuizPlease answer the following questions: 1) Please list the Four Stages of Negotiation 4) Name one activity in the Propose stage
1 _____________________________ _________________________________ 2 _____________________________ 3 _____________________________ 4 _____________________________
5) What stage is do not concede without exchanging? 2) Before negotiating what should you prepare? ________________________________
1 _____________________________2 _____________________________3 _____________________________ 6 ) What are the activities throughout negotiation stage?
_________________________________3) Which stage do you assess objectives? _________________________________ _____________________________
_________________________________
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Collaborative Negotiation Strategy
Collaborative negotiation strategy maximizes shared resources by being collaborative
Win More/Win More
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5Negotiate Phase Negotiation Process Review
Determine negotiation practices Developing a negotiation strategyNegotiations with collision shop managersNegotiations with customersNegotiation tactics
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Cash for ResultsCash for Being an Effective Negotiator
Fill out a form detailing negotiationHow you negotiatedWhat approach did you useGood negotiating ideas
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How to Negotiate SuccessfullyJob AidIn the following manual you will find the instructions on how to negotiate successfully at your finger tips.
Click icon to add picture
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CONGRATULATIONS
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FeedbackPlease circle the correct answer to the following questions: (1) strongly disagree (2) disagree (3) neutral (4) agree (5) strongly agree How well did you understand the course instruction? 1 2 3 4 5
How confident are you utilizing negotiating techniques? 1 2 3 4 5
How interesting was the course? 1 2 3 4 5 Would you recommend this course in the future? 1 2 3 4 5
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Time and Money Time for instruction 6 weeks Cost of instruction
Time Room
Instructor Materials
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Importance of stakeholders I
By engaging stakeholders:
Potential problems can be resolvedCan communicate changesBetter way to conduct businessMakes everyone feel they are involved in the processCan influence shareholders
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Listen to Stakeholders Cadbury example:
Employees were hard workersHigh morale & improved efficientlyGood company reputationPopular productsSuppliers were satisfiedInvestors – lend moneyCommunities welcome
LISTEN
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Presentation Closing
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References Liu, A. (2008, December). Negotiations 101 - Quick Tips for Successful Negotiating . Inspired Startup. Retrieved December 13,
2013 from http://www.inspiredstartup.com
Maarane, D. (Leadership Lesson: Negotiating for Success: Basic Stages (Part 1 of 3). Association of American Medical Colleges. Retrieved December 15, 2013 from https://www.aamc.org
Potgieter, J. (2013). Collaborative Negotiation Strategy The Negotiation AcademyRetrieved December 16, 2013 http://www.dhhs.tas.gov.au
The Times 100. (1995). Engaging stakeholders in a business. The importance of engaging stakeholders. A Cadbury Schweppes case study retrieved on December 15, 2013 from hhtp://businesscasestudies.co.uk/cabury-schwepps.html
Wachtel, D. (1996). Improve the Skills of your Negotiators and Enhance your Bottom Line. Retrieved on December 12, 2013 from http://www.negotiations.com
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Ajack Instructional Design: Create Instruction
Elouise “Ellie” Bryan
IDPT 660
Burton Hancock PhD
December 12, 2013
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The Nine Events of Instruction1. Gain attention Slides 4 & 62. Inform learner of objectives Slide 53. Stimulate recall of prior learning Slide 184. Present stimulus material Slide 85. Provide learner guidance Slide 14 & 156. Elicit performance Slide 157. Provide feedback Slide 198. Assess performance Slide 119. Enhance retention and transfer Slide 15
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ARCS MODELAttention: Slides 4 & 6
Relevance: Slides 6 & 17
Confidence: Slides are simple – easy quiz - review
Satisfaction: