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: