Nego & selling

A.          Deskripsi Singkat :

 

  • Negosiasi adalah proses tawar-menawar dengan cara berunding untuk mencapai kesepakatan kedua belah pihak. Dalam negosiasi, kita dituntut untuk memahami medan mitra bisnis kita. Dengan begitu, kita bisa melihat banyak peluang. Ada dua hal penting yang perlu kita kuasai saat negosiasi. Pertama, menguasai materi dan mengenal partner yang akan diajak negosiasi. Kedua, mengendalikan emosi. Negosiasi ada macam-macam jenisnya. Antara lain negosiasi bisnis (jual beli) antara dua pihak yang ingin melakukan kerjasama bisnis seperti contoh diatas. Kemudian lainnya negosiasi pihak manajemen dengan pekerja, negosiasi politik hingga negosiasi sehari-hari.
  • Dalam menjalankan pekerjaan, teknik negosiasi adalah hal yang mutlak diperlukan. Negosiasi yang dimaksud bisa secara internal maupun secara eksternal. Internal maksudnya apabila di dalam suatu perusahaan ada bagian-bagian tertentu yang perlu bekerjasama sehinga perlu bernegosiasi. Terlebih apabila perusahaan bekerjasama dengan pihak eksternal, apakah bagian sales, bagian procurement atau bagian-bagian lainnya. Tanpa mengetahui dan menguasai teknik negosiasi yang memadai akan merugikan perusahaan.
  • Negosiasi bisnis berbeda dengan jenis negosiasi lainnya. Dalam suatu negosiasi bisnis, setiap pihak yang terlibat berusaha untuk menemukan suatu win-win solution. Dalam win-win solution, kedua pihak sama-sama mencari solusi yang dapat memuaskan bagi kedua belah pihak. Untuk suatu negosiasi bisnis, dapat melibatkan pula pihak ketiga baik langsung maupun tidak langsung. Hal yang terpenting adalah, dalam negosiasi bisnis kita harus mengetahui pihak mana yang paling berpengaruh dalam pengambilan keputusan. Didalam negosiasi bisnis ini selain berorientasi pada transaksi bisnis, juga memperhatikan orientasi hubungan antara kedua belah pihak. Kedua pihak saling berusaha untuk memahami dan bekerjasama untuk memperoleh solusi yang memuaskan. Tuntutan dalam persaingan global sangat berarti dalam negosiasi bisnis, tentunya dengan konsep yang kita gunakan win-win solution akan mengambilkan suatu hasil yang berarti dengan mitra bisnis kita. Dalam era persaingan global, negosiasi bisnis sangat penting dilakukan dengan trik dan cara yang berbeda untuk mengetahui rekan bisnis kita
  • Everybody is a salesman, itulah sesungguhnya jati diri yang sering terlupakan.  Setiap orang adalah penjual, terlepas dari obyek yang dijual, dan siapa pembeli obyek tersebut.  Kemampuan menjual menjadi sangat penting karena, penjualan merupakan ujung tombak aktivitas yang menghasilkan pendapatan sebuah perusahaan.  Kemampuan menjual sangat dipengaruhi oleh tiga hal yaitu (1) talenta, (2) pengetahuan akan produk yang dijual dan (3) Teknik menjual.
  • Kesalahan yang sering tejadi dalam proses penjualan adalah seringnya seorang penjual hanya mengandalkan naluri alamiah saja, tanpa menggunakan teknis menjual yang sesuai dengan karakteristik pembeli.

 

  1. B.           Benefits and Advantages :
  • Memberikan pemahaman kepada peserta perihal pentingnya menguasi teknik negosiasi
  • Memperlengkapi peserta untuk dapat melakukan proses negosiasi dengan baik
  • Mengetahui langkah-langkah yang harus dilakukan dalam proses negosiasi
  • Mengetahui bahwa negosiasi tidak hanya berakhir di meja perundingan namun memerlukan tindak lanjut segera
  • Dapat melakukan prospecting dan approaching terhadap calon konsumen dengan baik secara professional
  • Mampu melakukan penutupan penjualan dengan baik dari semua prospecting yang sudah dijalankan
  • Mampu “bernegosiasi” sebagai seorang “leader” dalam menangani sebuah sales projection
  • Mampu mengkomunikasikan dan mempresentasikan sales projection
  • Mampu menangani berbagai macam masalah pemasaran dalam meningkatkan performance sebuah usaha
  1. C.          Material Coverage :

 

Negotiation Skill

 

  1. 1.      A rational framework for negotiation

 

  • How Do We Deal with Conflict?
  • The Golden Rule of Negotiation
  • The Objective of Negotiation
  • Steps of Rational Negotiation
  • Claiming Vs Creating Value (Integrative Approach Vs Distributive Approach)
  • Distributive Negotiation – Claiming Value
  • Steps of Distributive Approach
  • BATNA (Best Alternative To a Negotiated Agreement), Reservation Price, and Aspiration Price
  • to use BATNA to strengthen your Negotiatign Position?
  • Integrative Negotiation
  • The Integrative Dimension of Negotiation

 

  1. 2.   Common mistakes in negotiation

 

  • Rational Vs Biases
  • Cognitive Biases in Negotiation
  • Irrational Escalation of Commitment
  • The Mythical Fixed-Pie
  • Anchoring and Adjustment
  • Biases Emanating from Anchoring and Adjustment Heuristic: Insufficient Anchor Adjustment
  • Framing Negotiations
  • Positive and Negative Framing
  • Shifting Reference Points
  • The Winner’s Curse
  • Availability of Information
  • Ease of Recall
  • Overconfidence

 

  1. 3.   Getting yes to negotiation

 

  • Agenda
  • Don’t Negotiated Over Positions
  • Separate People from Problem
  • Manage Your Perceptions
  • Control Your Emotions
  • Concentrate on Communication
  • Start Before Problems Arise
  • Focus on Interests not Positions
  • Reconcile Interests
  • Identify Their Interests
  • Talk Openly About Interests
  • Invent Options For Mutual Gain
  • Diagnosis Before Prescription
  • Prescription Methods
  • Separate Inventing from Deciding
  • Broaden your Options
  • Circle Chart for Inventing Options
  • Look for Mutual Gains
  • Make their Decision Easy
  • Insist on Using Criteria
  • Deciding Based on Strength of Will

 

Selling skill

 

  • Metode Selling Skill: Teknik Probing, Teknik Supporting, Teknik Closing.
  • Probing: Prospek, Informasi, Peluang, Kebutuhan.
  • Supporting: Fitur Produk, Manfaat Produk, Fungsi Produk.
  • Teknik Closing
  • Sikap-sikap Prospek: Acceptance, Skepticism, Indifferent, Objection, Unclear.

 

 

JADWAL :

 

Hari 1

 

Jam

Materi

08.00 – 09.00 A Rational framework for negotiation
09.00 – 10.00 A Rational framework for negotiation
10.00 – 10.15 Coffee break
10.15 – 11.15 Common mistakes in negotiation
11.15 – 12.15 Common mistakes in negotiation
12.15 – 13.15 Ishoma
13.15 – 15.15 Getting yes to negotiation
15.15 – 15.45 coffee break
15.45 – 17.45 Getting yes to negotiation

 

Hari 2

 

Jam

Materi

08.00 – 09.00 Selling skill: Metode selling skill (Teknik probing)
09.00 – 10.00 Teknik Probing (Prospek, Informasi, Peluang, Kebutuhan)
11.00 – 12.00 Teknik Supporting (Fitur produk, manfaat produk)
12.00 – 13.00 Ishoma
13.00 – 14.00 Teknik Supporting (Fungsi produk), Teknik closing
14,00 – 15.15 Teknik closing
15.15 – 15.45 coffee break
15.45 – 17.00 Sikap-sikap prospek

 

TRAINER :

Edy Tri Sujarwadi

Competences :
  1. Leading a financing group (product development, Financing analysis, set up procedure)
  2. Setting-up and running Micro finance
  3. Setting-up and running  a new Islamic Business Unit at Islamic Financial Instituton
  4. Islamic banking consultancy
  5. Islamic banking trainer
  6. Producing Islamic banking modul/product
  7. Set-up convertion conventional bank into Islamic bank
  8. Business Process Analysis
  9. Arrange User Acceptance Test (UAT) for Islamic banking technology

10. Financing Analysis & Account maintenance

11. Product Development

 

Current Job : 2010 (Nov) – Now : Head of Financing Support & Development Group, Panin Bank Sharia
Working experience : 2009 – 2010 (Nov) : Head of Micro Finance Support , PT. Bahana Artha VenturaActivities :

  1. Setting up Micro Business (market survey, employee recruitment , training, developing outlet e.t.c)
  2. Conducting micro finance support and new outlet development)

 

: Sept. 2007 – 2009 : Head of Sharia Business Unit, PT.  Bahana Artha VenturaActivities :

  1. 1.    Marketing – operational coordinator
  2. 2.    Conducting technical assistance to Regional Venture Capital Copany to develop Sharia Business unit
  3. 3.    Advisory to afiliated company to develop sharia product  (Investment Management & Securities company)
: Apr. – Sept 2007 : Syariah Investment Unit Development, Bahana Arta Ventura, ltd (Venture Capital Company)
: June 2003 – Apr. 2007 : Credit Review Dept. Head Bank Umum Tugu (Now it has been converted into Islamic bank, it is Bank Syariah Mega Indonesia/BSMI)Activities :

  1. Screening unit for financing proposal, submitted by branches before approving process by Director
  2. Support Financing & Policy unit to develop financing rules
  3. Support Product Development Unit
: Jan.  – August 2004 : Coordinator for User Acceptance Test/UAT (financing side), Bank Syariah Mega
August 2003 – 2004 : In house Trainer for Bank Syariah Mega employees
: August 2003 – 2004 :
  1. Conversion team for Bank Syariah Mega (financing side)
  2. Team of financing scheme for Islamic Leasing Company

 

: 2003 – (until  May) : Officer Management Information System (MIS) Bank Muamalat Indonesia (BMI)Activities :Reporting supervisory
: 1998 – 2003 : Officer Financing Supervision Bank MuamalatActivities  :

  1. Financing analysis & supervisory
  2. Support product development
  3. Special project task
: 1999 (2 weeks) : Feasibility study in South Korea about Agro-business financing,, in cooperation with PT. Permodalan Nasional Madani, Daedong Industry ltd & Bank Muamalat
: 1999 – 2005 : Lecture for Islamic Banking study at ”Kesatuan Management Academy”
: 1996 – 1997 : Lecture for English Language
: 1995 : Laboratory assistence at Bogor agriculture University
Another Working Experience : 2007 – 2009 : Freelance trainer for Islamic Financing based on profit sharing scheme” dan “Islamic Syndication Financing,  (organized by : Insight Institute)
: Jun 2007 -Jan 2008 : Freelance advisor for PT. Matrica/Tigaraksa (project scheme for Islamic Housing Financing)
: Feb – Agt 2007 : Lecture of Islamic Banking Management Study at Tazkia Institute
: Jan – Apr 2007 : Team Member of Islamic Bank Acceleration development program, Central Bank of Indonesia
: Oct – Dec 2006 : Counterpart of LPPI (Islamic bank consultant) to set up Islamic Business Unit of BPD Sulsel (Provincial local bank)
: July 2005 – June 2006 : Freelance consultant for Rural Islamic Banking
: March 2005 – Now : Team of Indonesia Islamic Bank Association for preparing Indonesia Islamic banking Act
: Feb. – Sept  2005 : Freelance consultant for  Islamic Banking
: April 2004 : Team of Central Bank Riset about Murabahah and mudharabah financing
: 2005 – Now : Freelance trainer for Islamic banking
Teaching experiences : 2010 : Islamic Banking Trainer for BCA Head Office employee
: Islamic Banking Trainer for PaninBank Sharia ,East Java region
: 2009 : Islamic Banking Trainer for Certified Islamic Accounting (Organized by : Al Azhar University)
: Inhouse trainer for sharia financial Institution
: 2008 : Islamic Banking Trainer for Indonesia Central Bank Employee
: Micro Finance Trainer for Sharia Cooperatives
: Sharia Capital Market trainer for for employee of BPKP
: Overview Islamic Venture Capital for PT. Astra Mitra Ventura & Association of Regional Venture Capital Company
: 2005 – 2008 : Islamic Banking Trainer, Islamic Banking Financing Trainer for BTN syariah (bank), BPD Syariah Riau (bank), Notary public, BPD Syariah Aceh (bank), BPD Syariah Jogyakarta (bank), BPR Syariah Amal Salman (rural bank), Conseling team of Small scale entrepreneur (Cooperative Ministry of Indonesia), academics & Islamic bankers/employee (general audiense),  Bank Syariah Mega (bank)
: Dec. 2005 : Trainer for preparing convertion Rural Islamic bank Amal Salman, Cinere
: July & Dec 2005 : Trainer for developing product Rural Islamic bank Bhakti Sumekar Sumenep Madura
: 2004 : Trainer for Bank Niaga (Islamic banking unit)
: Trainer for Indover Bank Jakarta (preparing Islamic product)
: Trainer for Ash-Shomad Internasional Jakarta
: 2003 – 2007 : In house trainer at Bank Syariah Mega Indonesia (financing product & analysis)
: 2002 : Trainer for candidate of BRI Syariah
: In house trainer at Bank Muamalat
: Trainer for lawyer (Islamic banking)
Trainer for cash waqh management at Baitul Maal Muamalat
: Trainer for Universities Student (Islamic banking)
: 2001 : Trainer for Leasing Company (Islamic Financing scheme)
: 1999 : Trainer of Financing Management at Muamalat Institute
: 1998 : Trainer of Islamic banking for several cooperative
Project/product : 2011 : Asset Aquisition Financing – IB, Panin Bank Syaria (Musyarakah Mutanaqishah, Istishna)
: 2010 : Set up business model & procedure of joint financing through multifinance company
: 2009 Set-up micro finance for PT. Bahana Artha Ventura
: 2007 Set up Sharia Business Unit of PT. Bahana Artha Ventura (SOP financing & funding, legal drafting, COA, trainer, training module , test crip UAT)
: 2006 : Financing Standard Operating Procedure (SOP) for cooperative (BSMI)
: Exercise modul of Islamic banking (LPPI)
: 2005 : Business Requirement of profit sharing financing
: 2004 : Islamic joint financing for leasing company
: 2003 : SOP of conventional bank conversion into Islamic bank (financing side)
: Islamic banking modul for University student
: 2002 : SOP of cash waqh (BMI)
: Standardization for Islamic Financing Proposal
: 2001 : Islamic banking modul for inhouse training (BMI)
: 2000 : Forestry Financing scheme (BMI)
: 1999 : Financing scheme for Alternative Financing Institution
Formal Education/professional certification : 2012 : Graduate from MBA Program  SBM-ITB majoring in Islamic Banking & Finance
: 2011 : Certified of Banking Risk Management level 3rd
: 1996 : Graduate from Bogor Agriculture University, majoring Industry Technology (Indonesia)
Seminar/Training/Study Banding : 2011 : Benchmarking Study to Bank Negara Malaysia, Bank Islam Malaysia Berhard & Bank Muamalat Malaysia (SBM ITB Program)
: : Training for certified Risk Management in Banking level 1 – 3, (organized by Panin Bank Syariah)
: 2010 : Small & Medium Enterprises Symposium (organized by : SME’s & Cooperative Ministry of Indonesia)
: 2009 : International Workshop on Enhancing Access to Formal Financial Services in Indonesia (organized by : World bank)
: 2007 : Micro Financing Inhouse Training
: Small & Meddium Enterpreise (SME’s) inhouse training
: Emotional & Spiritual Quotient (ESQ) professional Training
: 2006 : International Conference on Islamic Banking, Capital and Financial Markets &International Workshop on Sukuk (Hilton Hotel Jakarta, 11-12 September 2006)
: Service Excellent Training
: 2005 : Project Finance & Islamic Project Finance
: 2004 : Workshop of Value added tax
: 2003 : Tax workshop
: 2002 : Central Bank Workshop : Developing Islamic banking in Indonesia
: Training The Balanced Scorecard in Banking & Insurance Industry training ( instructor : Naresh Makhijani)
: Training Trade Finance & Export Import
: “Outbound & Training Muamalat Spirit
: Field Studi of cash waqf management in Singapore
:  International Workshop of cash waqh management at Batam
: 2001 : Training for trainers on local, national, & global management of cash waqf (conducted by  Muamalat Institute Indonesia in cooperation with founder chairman of social invesment bank ltd, Dhaka, Bangladesh/Prof. Dr. M.A. Mannan)
: 2000 : Bank Budgeting & Monitoring/Evaluasi Business Plan
: 1999 : Islamic Monetary Seminar
: Workshop for preparing PT. Permodalan Nasional Madani
: 1998 : Training Service Excellent
: Training of Small scale entrepreneurs
: Training of Account Officer
: 1997 : Officer Development Training of Bank Muamalat Indonesia (Second best of 25 officers candidate)
: Training of Export-Import management
Publication : 2009 : Islamic Banking Products at Sindo Daily
: Islamic Micro Finance at Permodalan BMT Website
2007 : Several Publication about Islamic Banking in www. Niriah.com (Islamic Business Website)
: 2004 : Several publication at Bisnis Indonesia & Republika daily about Islamic banking
: Islamic banking paper for University
: 2002 : Cash Waqf (Media Muamalat)
: Dinar & Dirham : will it back? (Media Muamalat)
: Cash waqf in Islamic banking
: 2001 : Islamic Financing proposal (Media Muamalat)
: 2000 : Islamic financing for small scale entrepreneur (Media Muamalat)
: 1999 : Islamic Financing for Agricultural
: Islamic Financing for forestry
: Concept & implementation of public  economic
: Empowerment for Small scale entrepreneur
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