SPE Online Education
Collaborative Negotiation Skills
Includes a Live Event on 10/15/2019 at 8:30 AM (EDT)
Business-to-Business (B2B) Collaborative Negotiations: The only place success comes before work is in the dictionary. Successful negotiations, as measured by a win-–win agreement, require that you invest time and effort in managing your negotiation from start to finish. It is a lot of work, but it is worth the effort needed to secure a win-win outcome. This webinar will reference many concepts, processes, and tools that you can use to achieve a win-win outcome. Negotiations are a normal part of an ongoing business relationship with your suppliers, customers and business partners. The goal of this webinar is to provide you with the skills needed to conduct a successful negotiation while strengthening the relationship between you and the other party. It is not unusual, even after preparing a detailed scope of work, that the other party wishes to change your offer. You should never feel your submitted offer is final, so in a spirit of collaborative negotiation, it is your responsibility to work with the other party to better satisfy their needs and still maintain the value of your offer. This is achieved by taking a flexible approach to finding mutually beneficial trades to modify the offer. This webinar describes the processes you can follow to prepare and skillfully manage the negotiation meeting to arrive at a win–win agreement. Finally, you know that not all negotiators will come to a negotiation with the principled win-win approach. The other party may use pressuring tactics to obtain a concession from you in an effort to secure a better deal for them. The last part of this wibnar discusses how to effectively handle competitive negotiators in an effort to get them back on track to finding a win–win agreement.
Senior Training Consultant
Mr. Amlin is a Senior Training Consultant with extensive experience in the technology and energy industries working with suppliers and operators. JP delivers fundamental and advanced sales programs to sell side companies and contract management to buy side companies globally. He is the author of several publications relating to marketing, complex sales and advanced contracting methods.
Prior to becoming a consultant, JP was Manager of Worldwide Sales Training for Schlumberger for 13 years. In this role he developed the content of Schlumberger’s sales training program, consisting of 15 different programs covering basic, intermediate and advanced training in selling skills, strategic sales plan development and execution, account management, sales management, negotiations, and demand generation. Prior to leading the sales training organization, JP was Vice President of Information Technology for Schlumberger’s Asia and Middle East regions. JP was also President of Schlumberger Indonesia and lived in Indonesia for 14 years. Prior to his roles in APAC, JP led the Schlumberger sales force in Canada and Alaska and brings a wealth of real-world experience in executive level operations management, sales and sales management.
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