StrategyWorks

Training Program on Negotiation skills and Handling Franchisees

Course Content Outline

 Effective Negotiation Skills

Program Duration: 3 days (6 Hrs/Day)

 About the Program:

 The Success of business depends on a very specialized art – “The Art of Negotiation”.  It has got some very peculiar word associated with it like; persuasion, bargain, winning a deal etc…but all starts with choosing the right strategy for the right situation. Doing the right research; applying the right pressure at the right time; asking the right questions. Great negotiators are not born ― they can be made.

 Program Objective:

 This program will help participants to:

 •       Do SWOT analysis of self as a negotiator.

•       Understand the Four Phases process of Negotiation

•       Strategy to Win. Develop effective strategy for negotiation ̶the how and what to prepare for a good negotiation

•       Develop an ongoing improvement plan for future negotiations

 WHO SHOULD ATTEND?

 This program has been designed for managers in general management, finance, purchasing, marketing, sales, personnel and industrial relations.

 METHODOLOGY:

 This program makes use of individual self-assessments, team discussions, brief negotiation issues, lectures and role plays. Participants analyze their individual negotiating situations in depth and prepare sound, workable strategies for their next negotiating session.

COURSE OUTLINE/CONTENTS:

MODULE 1: THE ART OF NEGOTIATION

•       Negotiation as a Basic Life Skill

•       Self-Assessment of Negotiation Practices

•       An overview of the Negotiation Process: The Four Phases

MODULE 2: PLANNING FOR NEGOTIATIONS

•       Getting the Facts

•       Setting Negotiating Objectives

•       Team Exercises

•       Defining the Settlement Range

MODULE 3: AT THE BARGAINING TABLE

•       Firing the Opening Gun

•       Returning the Serve

•       Listening Skills and Body Language

•       Extracting and Granting Concessions

•       Testing and Maintaining Credibility

•       Analysis of Role-Play Results

MODULE 4: USING POWER AND APPLYING PRESSURE

•       Sources of Power and Leverage

•       Using Power Tactics

•       Resisting Intimidation and Pressure

•       Fighting Dirty Tactics

MODULE 5: REACHING AGREEMENT

•       Co-operative Modes of Negotiation

•       Analysis of Role-Play Results

•       Breaking an Impasse

•       Coping with Deadlock

•       Fallback Solutions

MODULE 6: THE WINNING NEGOTIATOR

•       Special Situations : Team, Telephone and Foreign

•       Negotiations

•       Assessing Your Negotiation Situation

•       Developing a Negotiation Improvement Plan

Handling Business Partners/Franchisees

Program duration: 3 Days (6 hrs/day)

About The Program

Expand Business partner/Franchisees options…replace outdated strategies…expand penetration…boost sales and profits!

This all can be done using proven Business partner/franchisees management techniques—and strategies that adapt them to marketplace realities—help your company meet its goals? Yes! It’s all about building and managing stronger working relationships with your business partners/franchisees.

Program benefits

•       Choose the right Business partner/ Franchise for your market needs

•       Effectively negotiate inventory commitments with your Franchisee

•       Define and implement a new Franchisee “start-up” action plan

•       Develop advisory councils and training efforts to get your sales force, manufacturers’ agents and distributors to work together.

•       Determine how many franchisees  you really need

•       Legally manage issues about exclusivity, restrictions of competing lines and pricing

•       Describe key elements to be included in contracts and agreements

•       Design effective reward and recognition programs

Who Should Attend

Vice presidents and directors of sales and marketing, as well national, regional, district and area sales, product managers and others with Business partner/franchisees  management responsibilities.

Program Outline:

Overview of Franchisee Management

•       Describe Trends in Franchisee Management and Their Impact on Decision Making

•       Explain the Effect of Mergers and Acquisitions on Franchisees

•       Define the Role of  Franchisee

•       Analyze the Current distribution  Flow of Goods and Services to Franchisees

Franchisee Selection

•       Identify Value Activities Performed By Franchisee

•       Define Your Ideal Profile for Franchisee

•       Recognize Sources of Franchisee

•       Describe Key Elements to Be Included in Contracts and Agreements

•       Define and Implement a New Franchisee "Start-Up" Action Plan

•       Understanding the Needs of Your Franchisees

•       Determine Your Franchisee’s Value Pyramid

•       Learn How Your Franchisee Makes Money

•       Design a Simple, Effective Plan to Identify Franchisees Needs

Policies and Procedures

•       Analyze the Importance of Clear Policies and Procedures

•       Build a Framework for Your Policies and Procedures

•       Identify Conflicts with Current Policies and Procedures

•       Training and Motivating Your Franchisee

•       Determine Training Needs, Including Who Conducts Training

•       Create Motivating Factors While Eliminating De-Motivating Factors

•       Design Effective Reward and Recognition Programs

Franchisee Evaluation

•       Define Franchisee Expectations

•       Develop and Use Appropriate Performance Measures

•       Terminate an Unsatisfactory Distributor

•       Legal Considerations

•       Understand the Legal Issues Around Exclusivity, Competing Lines, and Pricing

•       Identify Inadvertent Acts of Cooperation with Competition