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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2From India, Mumbai
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Dear Mr. Arun Rao,
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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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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Hi Arun,
I went through the PPT and your website; both are impressive. I work as a consultant, and I conduct a lot of independent training sessions for companies. Some of my popular training programs include Corporate Alignment, Excellence in Communication and Leadership, PDP, and more. Please let me know if you would like me to share my work with you if needed.
Regards,
Mohammed Faheem
9840510406
"When 'I' is replaced with 'WE,' 'Illness' becomes 'Wellness'."
From India, Chennai
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I went through the PPT and your website; both are impressive. I work as a consultant, and I conduct a lot of independent training sessions for companies. Some of my popular training programs include Corporate Alignment, Excellence in Communication and Leadership, PDP, and more. Please let me know if you would like me to share my work with you if needed.
Regards,
Mohammed Faheem
9840510406
"When 'I' is replaced with 'WE,' 'Illness' becomes 'Wellness'."
From India, Chennai
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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
From India
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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
From India
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It 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
From United Arab Emirates, Abu Dhabi
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Regards,
Hussein Wehbe
From United Arab Emirates, Abu Dhabi
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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
From India, New Delhi
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From India, New Delhi
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Hi Raghunathan!
You have nicely analyzed the process of negotiation. The preparation in the case of industrial buying/selling situations, the homework is the basic need. Quote: "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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You have nicely analyzed the process of negotiation. The preparation in the case of industrial buying/selling situations, the homework is the basic need. Quote: "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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Negotiation Skills.ppt