Specialty Workshops

TableForce offers a variety of specialty Negotiating Workshops designed for specific job functions.  Please check back often as we will continue to add new workshops.  If you would like to suggest a specific workshop, please feel free to contact us.  Our current specialty workshops include:

• Negotiating for Success - Accounts Receivable/Collections
• Negotiating for Success - Inside Sales
• Negotiating for Success - Mergers & Acquisitions

Customized Training
Your workshops are customized specifically for your company or organization and delivered at your site.  The customized cases will instruct your personnel on how to negotiate win-win outcomes, including the use of terms and conditions, to directly impact your company’s bottom line.  We use only experienced contract negotiators, not professional “presenters”.

Negotiating for Success - Accounts Receivable/Collections

Length:  One or Two Days

Prerequisite: None required

Who should take this course?

• Business Owners
• CFO
• Accounting
• Finance
• Collections
• Other functions where collecting/managing customer payments is a part of the job responsibility such as Sales 

Workshop Overview

Negotiating for Success – Accounts Receivable/Collections is a customized lecture and discussion delivered in a workshop format and geared toward anyone involved in collections.   This workshop focuses on real-world challenges of collecting receivables, especially in today’s economy.  Collected revenue will increase and write-offs decrease while maintaining a positive customer relationship. Some of the key topics covered include:

• Current Collection Processes
• Positive Relationship Building
• Common Excuses
• Negotiating power
• Negotiating tactics
• Payment Arrangement & Terms

This workshop requires attendees to participate in a moderate amount of role-playing to raise their awareness of their own preconceptions and tendencies, all within a positive environment.  Along with ensuring negotiations skills practice, attendees also receive immediate feedback, constructive criticism, and suggestions on improving their skills.

Workshop Materials

• Interactive workbook
• Role-playing cases
• Audio CD
• Sales & negotiation form and checklist
• Simple to review, 3X5, pocket reminder of strategies and approaches.
• Certificate of Completion, suitable for framing – boosts attendee morale
• Various supplementary handouts

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Negotiating for Success - Inside Sales

Length: One Day

Pre-requisite: None required

Who should take this course:

Management, and Associates in:

• Inside Sales – telephone, email, or at-the-counter

Workshop Overview

Negotiating for Success – Inside Sales is an intense, compact workshop designed to arm employees involved in inside sales (telephone or at-the-counter)  with core sales and negotiating skills.   This workshop condenses many of the tactics taught in Negotiating for Success I, focusing only on those variables that apply to a faster transaction cycles synonymous with inside sales.  Some of the key topics covered include:

• Relationship building
• Win-win
• Negotiating power
• Negotiating tactics
• Tactic countermeasures
• Weaknesses
• Understanding your position

This workshop requires attendees to participate in a moderate amount of role-playing to raise their awareness of their own preconceptions and tendencies, all within a positive environment.  Along with ensuring negotiations skills practice, attendees also receive immediate feedback, constructive criticism, and suggestions on improving their skills.

Workshop Materials

• Interactive workbook
• Role-playing cases
• Audio CD
• Sales & negotiation form and checklist
• Simple to review, 3X5, pocket reminder of strategies and approaches.
• Certificate of Completion, suitable for framing – boosts attendee morale
• Various supplementary handouts

Negotiating for Success - Mergers & Acquisitions

Length:  Two-days

Pre-requisite: None required

Who should take this course?

Associates in:

• Executive Management
• Finance
• Legal
• Operations
• Project Management
• Other key individuals involved in the M&A process 

Workshop Overview

Negotiating for Success – Mergers and Acquisitions is a specialty negotiation workshop custom-designed for a very specialized and unique audience of individuals involved in planning and/or face-to-face negotiation for merger and acquisition opportunities.  This workshop many of the skills taught in Negotiating for Success I.  Attendees will review basic negotiating fundamentals before moving on to advanced negotiating strategies and role playing.  Some of the key topics covered from both the buyer and seller sides include:

• Win-Win Negotiating
• The Power of “No”
• Valuing deal points (terms & conditions)
• Advanced planning techniques (SWOT analysis)
• Anchoring
• Trading concessions (yields and shields)
• Negotiation strategy
• Key tactics, including employing and defending against them
• Negotiating in the auction environment

This workshop requires attendees to participate in a significant amount of role-playing to raise their awareness of their own preconceptions and tendencies, all within a positive environment.  Along with ensuring negotiations skills practice, attendees also receive immediate feedback, constructive criticism, and suggestions on improving their skills.

Workshop Materials

• Interactive workbook
• Negotiation role-playing cases
• Audio CD
• Detailed negotiation planning form and checklist
• Simple to review, 3X5, pocket reminder of strategies and approaches.
• Certificate of Completion, suitable for framing – boosts attendee morale
• Various supplementary handouts

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