To:
From:
RE:
Participants - Sales 203
Negotiating Nestlé’s Investments
Karen Fuchs
Pre-work for Sales 203
This training workshop is designed to be a highly interactive learning opportunity. You will share experiences and techniques, learn advanced skills and work on real-life negotiation situations.
Below are the pre-work assignments you will need to complete prior to class . Items # 2 and #3 need to be completed and e-mailed to me no later than the FRIDAY before the class begins .
Please also plan to bring hardcopy. These assignments are a critical component of the course and will ensure that you have a successful learning experience. The details are as follows:
1. Identify a high priority negotiation opportunity as your personal “case study” for this workshop.
This opportunity should be one that are currently working on or that you plan to pursue in the weeks following the workshop. It should not be an entirely new idea that you have not yet presented to your customer. We will be negotiating the portions of the agreement where you need to reach alignment.
2. Complete the attached Negotiation Planning Checklist as best you can. Bring all customer information that may be relevant to your negotiation case study. At the workshop, you will have an opportunity to plan and rehearse your negotiation. Following the workshop, you will be expected to carry out your plan and apply the new skills you have learned.
3. Prepare a
“Customer Briefing”
using the attached form. This will be used by the person playing the role of your customer in the final simulation. It is designed to ‘brief’ them on your customer’s negotiating style and behaviors, which will increase the real life simulation of the role play.
4. Read the
“Getting to Yes”
summary that is attached. We will be discussing this summary during class.
5. Read the TACTICS handout attached. On the last page, give examples of 3 tactics that have been used on you or you have observed. Bring the hardcopy and your examples to class.
E-mail a copy of your completed pre-work (items 2-3) to Karen Fuchs no later than the FRIDAY before your class is scheduled to begin .
Thanks again for your commitment to participate in this workshop. We look forward to seeing you in class. If you have questions about the assignments, please don’t hesitate to be in touch.
Attachments:
Getting to Yes Summary.doc
Pre-work Sales 203.doc
04 Pre-Work Tactics_Recommended Action.xls
Pre-work memo Page #1