More News on Mentoray
Robert Menard
Certified Purchasing Professional,
Certified Professional Purchasing Consultant, Certified Green Purchasing Professional, Certified Professional Purchasing Manager
With the launch of the comprehensive online course, The Science and Art of Negotiation, a demand has arisen for smaller more concentrated units on negotiation. By the end of February, Mentoray, will offer two break out courses, The Science of Negotiation and The Art of Negotiation.
Pricing and convenience
While live instructor led onsite customized seminar training delivered by talented experts in their field is always best, online courses are a far more convenient and economical alternative. These courses are far less expensive per person and allow the ultimate convenience of taking them on our schedule.
Watch a short video by Robert Menard on The Science and Art of Negotiation.
Since negotiation encompasses a comprehensive study of many disciplines and business interaction, it is sometimes easier for students to digest them in smaller bites. Separating the Science of Negotiation from the Art of Negotiation accomplishes just that. Buyers tend to be more left brained and prefer processes and systems. Sellers tend to be more right brained and prefer interactions with people. We must know both sides to be a great negotiator.
However, buyers may wish to study the Art of Negotiation while sellers may wish to study the Science of Negotiation, each perhaps with justification feeling that they only need the side in which they are weak. Now, you have a choice. Both Science and Art are self-contained and run about 3 hours. Each has exercises, anecdotes, templates, and workplace examples as well as CEU credit.
The Science of Negotiation appeals to left brained types, generally buyers, who are more comfortable with processes than with people. It begins with the foundation of all business negotiation, the Total Cost of Ownership (TCO). Upon this TCO foundation, the framework of research and planning follows. Concession behavior, Win-Win and other strategies used by the best negotiators are then built brick by brick to produce a complete structure.
Ample emphasis is placed on the research techniques required of both buyer and seller if they hope to arrive at a mutually beneficial outcome. Some of these practices include supplier qualification and evaluation. On the flip side, we have customer qualification and evaluation.
Science also explains the four possible strategies and sub strategies for concession planning. The Negotiation Template allows collection of the entire negotiation plan on one sheet of paper.
The Art of Negotiation draws upon our right brained capabilities. It blends communication skills of speaking and listening with scenarios and demonstrates communication techniques and lays out a personality matrix of better recognize and manage personality issues. Attention is devoted to some legal issues and finishes with the ever popular subject of tactics and counter tactics.
If you have ever taken any of the personality instruments DiSC, Myers Briggs, Kiersy , et al, you know that our complex personalities are composed of many different styles. The good news for negotiation is that it is a stressful event for most people. Ergo, they invoke their dominant personality style, which makes recognition of their style essential to negotiation success.
You will also find liberal demonstration of communication techniques and appreciation of how critical this skill is in being able to express oneself and understand the other side.
Appropriate resources are devoted to recognition of the most important laws affecting the purchase and sales transaction, most notably the Uniform Commercial Code (UCC) and the Robinson-Patman Act.
What is coming next?
Folks have asked about even smaller units such as only supplier management or only communication, among others. These are under development and will be available this winter at reduced price points. Anyone with specific requests is urged to contact me at RobertMenard@ RobertMenard.com