Training Negotiation Phase

1. Training Negotiation Phase Ajack Ellie Bryan

3. Training Benefits: • Improves negotiation skills • Deal effectively with • Customers • Auto Body Managers • Control revenues • Financial performance

4. Buyermust be prepared • Salesperson knows market • Winner is most prepared • Emotion is removed • Learn about the car • Must have alternative

5. OBJECTIVE After completing this instruction you will be able to successfully negotiate and achieve a 95% accuracy rate processing claims within a six month time period.

6. NEGOTIATION MONEY Raise your hands if you would like to make money!!!

7. What are you going to learn in this course? • Negotiate with customers and collision repair shop managers. • Estimates and payments on insured vehicles • Unnecessary repair costs - original assessment • Learn how to negotiate successfully

8. Four Stages of Negotiation

9. Negotiation Strategy • Before negotiation: • Prepare - assess objectives • Possible flexibility • Plan approach • Throughout negotiation: • Discuss - exchange positions and issues • Propose - specific what you want • Bargain – Do not concede without exchange

10. 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?

11. 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)

12. Quiz Please 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? _________________________________ _____________________________ _________________________________

13. Collaborative Negotiation Strategy Collaborative negotiation strategy maximizes shared resources by being collaborative Win More/Win More

16. 5Negotiate Phase Negotiation Process Review • Determine negotiation practices  • Developing a negotiation strategy • Negotiations with collision shop managers • Negotiations with customers • Negotiation tactics

17. Cash for Results Cash for Being an Effective Negotiator • Fill out a form detailing negotiation • How you negotiated • What approach did you use • Good negotiating ideas

18. How to Negotiate SuccessfullyJob Aid In the following manual you will find the instructions on how to negotiate successfully at your finger tips.

19. CONGRATULATIONS

20. Feedback Please 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

21. Time and Money • Time for instruction 6 weeks • Cost of instruction Time Room Instructor Materials

22. Importance of stakeholders I • By engaging stakeholders: • Potential problems can be resolved • Can communicate changes • Better way to conduct business • Makes everyone feel they are involved in the process • Can influence shareholders

23. Listen to Stakeholders • Cadbury example: • Employees were hard workers • High morale & improved efficiently • Good company reputation • Popular products • Suppliers were satisfied • Investors – lend money • Communities welcome LISTEN

24. Presentation Closing

25. 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 Academy Retrieved 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

26. AjackInstructional Design: Create Instruction Elouise“Ellie” Bryan IDPT 660 Burton Hancock PhD December 12, 2013

27. The Nine Events of Instruction • 1. Gain attention Slides 4 & 6 • 2. Inform learner of objectives Slide 5 • 3. Stimulate recall of prior learning Slide 18 • 4. Present stimulus material Slide 8 • 5. Provide learner guidance Slide 14 & 15 • 6. Elicit performance Slide 15 • 7. Provide feedback Slide 19 • 8. Assess performance Slide 11 • 9. Enhance retention and transfer Slide 15

28. ARCS MODEL • Attention: Slides 4 & 6 • Relevance: Slides 6 & 17 • Confidence: Slides are simple – easy quiz - review • Satisfaction: