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CLIENT COMMENTS
"In the years I have been associated with Tom, I have always found him to be most receptive to my needs, whether they are on a corporate business level or on a personal basis. In business, he will question me to uncover what I am trying to accomplish prior to moving ahead and offering a solution. Rich in humor and anecdotal stories, Tom brings business experience to his examples and applies strong principles in his actions."
Client - Industrial Manufacturing
"Tom has a generosity of spirit above and beyond the normal consultant-client relationship than can manifest itself in a variety of ways such as spontaneously sending books he thinks might be useful, or subscribing client to newsletters at his own cost."
Client - Consumer Products Manufacturer and Distributor
"Tom is a good listener who has a keen sense of what is important to a client because he implements a series of needs-based questions revealing the client's highest priorities."
Client - Financial Services
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What Participants say about the Tom Gosselin's Practical Negotiation Skills™
Workshop
The seminar was well-organized and extremely creative.
The combination of activities and lecture really helped the pace and fulfilled the needs of the class.
Reflected on a specific client situation and identified motives as well as tactics.
The course broadened my knowledge of how to reach and not reach agreements.
I will immediately see negotiation in a different light. I will need to practice some of the techniques but just the knowledge of what might be going on is helpful.
Excellent program. Great resources and relevant materials.
I will refer back to the material as a reference to help me.
Planning
Adds discipline to the negotiation process. Planning Guide really helps to structure the process forcing you to think about it from the other party's perspective.
Planning - the negotiation exercises allowed the class to recognize the importance of planning and how it can be used to enhance the face-to-face part of negotiating.
Great focus on the thought process before the negotiation starts.
Establish a plan and evaluate some of the issue prior to the negotiations.
Execution
The tactical aspect of negotiations and planning for the client's reaction was very valuable.
I will definitely use some of the tactics in future negotiations.
Understanding different negotiating styles and types.
Discussing win/win vs. adversarial styles.
Being able to identify when a client was being adversarial and using win/win tactics to counter it.
The discussion of currencies available during negotiation.
How to use tactics in a positive way to strengthen client relationships.
Discovering the type of negotiation style I have and how that style interacts with others.
Tools & Materials
Establishing what I can afford to give and what I want in return.
Acquiring a large quantity of tools to use in dealing with clients.
Applying these techniques to my real client situations and getting helpful feedback from the group.
Great program and great take-away materials.
Role Plays & Exercises
Role plays were very helpful and insightful.
Exercises were enlightening and insightful.
Great information, exercises, and handouts - very useful and easy to follow. Great for future. Fun exercises.
The small group exercises were very valuable since we could hear and see how different people act and respond to different situations.
Presenter/Facilitator
Excellent presenter, good facilitation, and good use of examples.
Well prepared, knowledgeable, experienced, entertaining.
Brought us a lot of outside experience from other companies.
Very interactive - stayed away from lecturing which helped people learn and take more away.
I enjoyed the way you used real life stories to make your points.
Great program with an enthusiastic instructor. A lot of material for two days.
Very lively class.
Fantastic. Flexible yet stayed on track.
Very quick paced. Kept things moving and interesting. Held everyone's attention.
Who should attend? Anyone and everyone because it deals with relationships with people.
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