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Sales ManagementONLINE PROGRAMNEGOTIATION SKILLS:DEAL OR DEADLOCKDecember 9 - 10, 2021 via ZOOM
CONTENTAbout AGSB-CCEWho Should Attend?ObjectivesProgram ContentResource PersonsProgram Inclusions and Feespage 1 cce.ateneo.edu
ABOUTAGSB-CCEThe Ateneo Graduate School of Business - Center forContinuing Education (AGSB-CCE) was establishedto complement the existing Ateneo-BAP Institute ofBanking, a consortium between the Ateneo de ManilaUniversity and the Bankers Association of the Philippines.It was initially known as the Basic Leadership Program(BLP) until the name was changed to ContinuingProfessional Education (CPE) and then finally, to Centerfor Continuing Education (CCE).Under AGSB, CCE takes an active role in addressingspecific industry concerns that require immediate,purposeful, and focused response. As an industryresource and partner, CCE offers continuing professionaldevelopment programs that are workplace-based withimmediate take-away value. Methodologies are based onbusiness simulation, practical exercises and applications,case analyses, and focused discussions. Coursesare designed, developed and delivered by industrypractitioners who are noted experts in their respectivefields. Together, AGSB and CCE support the Ateneomission to promote excellence, integrity and service.page2 cce.ateneo.educce.ateneo.edu page 3
WHO SHOULDATTEND?This course is designed for people involved in making deals anddoing transactions which involve a lot of influencing and persuasion.This course will be more appreciated by senior sales personnel (keyaccount managers/team leaders, supervisors, business managers, andexecutives) and even non-sales personnel, who have to deal with otherpersons, groups, or institutions and come up with resolutions.OBJECTIVESSuccessful completion of this moduleenables the participant to:Get a clear and basic understanding of whatnegotiation is: Why and when to negotiate;Learn and try to master the negotiationmodel process and implement it effectively bydeveloping a negotiation plan;Learn to watch out for ploys and tactics ofnegotiators and how to counter them; andBuild negotiation skills through practiceand develop the core skills of an effectivenegotiator.page 3 cce.ateneo.edu
NEGOTIATION SKILLS:DEAL OR DEADLOCKWith the advent of the pandemic in our world todayand the limited face to face interaction of people as aconsequence thereof, the common misconception is thatwe don’t need to hone our Negotiation skills even more,right? WRONG! The need for developing our skills inthe art and science of negotiation is even more crucialand needed in these uncertain times as we will spendmore time communicating via Zoom, Google Meet, andother platforms. It is imperative that we practice ourskills in negotiating with our peers, colleagues, bosses,friends, neighbors and business partners as the worldhas now evolved into boundless transactions and weneed to get our thoughts, ideas and proposals across atthe most effective and efficient manner possible. Withour course on Negotiation Skills, you will be more awareand equipped with tools that can help you overcome thedifficulties in closing deals to your advantage.PROGRAM OUTLINEI.Dynamics and ComponentsII.Negotiations ModelIII.What Counts Factors of a SuccessfulNegotiatorIV.Applied NegotiatingV.Core Attributes of a Successful NegotiatorVI.Team NegotiatingNegotiation Skills: Deal or Deadlock will share with you aninsight on what negotiation is all about. It will also includetips, strategies, challenges and pitfalls in negotiating.page4 5 cce.ateneo.educce.ateneo.edupage
RESOURCE PERSONMr. Rogerick P. Fermin has successful general management experience across severalindustries (FMCG, Telco, Building technologies, Food, Logistics) with a solid trackrecord of growing revenues and profitability of businesses in start-up and expansionmode.Recently, he was the SVP Head of Commercial and Senior Vice President forBusiness Development and Sales at Metropac Movers, Inc. logistics. Prior to this, hiscareer includes holding top executive positions in companies such as ConceptfoodsCorporation (Ulalammm), as well as holding the position of President at both MySolid Technologies Corporation (MyPhone) and Solidgroup Technologies Corporation(MyHouse). His international stint was with BMS-Mead Johnson Nutritionals (Thailand)as Regional Sales Training Head covering Thailand, Philippines, Malaysia/Singapore,Vietnam and Indonesia. Currently, he is engaged in management consultancy andsales training and development with different clients and industries in the Philippines.MR. ROGERICK P. FERMINMr. Fermin has a Bachelor’s degree in Economics from the Ateneo de ManilaUniversity.pagepage56 cce.ateneo.educce.ateneo.edu
RESOURCE PERSONMr. Ronald B. Zialcita has extensive experience in sales and distribution with theconsumer goods industry, the highlights of which have been in 1) general salesmanagement, 2) sales training and development, and 3) operations management ofdistributors.His sales career began with Procter & Gamble, starting as an ex-truck salesmancovering downline stores, he had increasing responsibilities in field sales managementcovering major wholesalers and the modern trade (key accounts). He further movedon, with the same company, to become the sales training and development managerfor the Philippines, Indonesia, and eventually Thailand.He progressed through heading sales organizations of Universal Robina Corporation(Dairy Products Division), Sampœrna International, Sara Lee Philippines, WellaPhilippines, and Unisell Corporation.MR. RONALD B. ZIALCITAHe has been doing consulting work on sales training and development with companiesin home/personal care, automotive consumables, industrial adhesives, agri-feeds,telco, industrial equipment parts, apparel industries, banking, and retail industries.He has a Business Administration degree from Adamson University and a Masters inBusiness Administration degree from De La Salle University.page 7 cce.ateneo.edu
NEGOTIATION SKILLS:DEAL OR DEADLOCKPROGRAM DETAILSDecember 9 - 10, 2021(Thursday & Friday)8:30 am - 4:30 pmvia ZOOMPROGRAM FEEPhp 10,000.00 (Early Eagle Rate)Php 11,000.00 (Regular Rate)*Schedules and prices may change without prior notice.INCLUSIONS Digital copies of the materials can be accessedthrough AteneoBlueCloud (Canvas LMS) Digital Certificate of CompletionREGISTER NOW!SCAN CODETO REGISTERMs. Anna dela Cruz( 63) 927 494 4190avdelacruz@ateneo.edusales.cce@ateneo.edupage 6 cce.ateneo.edu
Negotiation Skills: Deal or Deadlock will share with you an insight on what negotiation is all about. It will also include tips, strategies, challenges and pitfalls in negotiating. NEGOTIATION SKILLS: DEAL OR DEADLOCK PROGRAM OUTLINE I. Dynamics and Components II. Negotiations Mode
