Sales Management Online Program

Negotiation Skills:
Deal or Deadlock
September 19 - 20, 2024
CONTENT
About AGSB-CCE

Who Should Attend?

Objectives

Program Description & Outline

Resource Person

Program Fees & Inclusions

Contact Us
ABOUT
AGSB-CCE
The Ateneo Graduate School of Business - Center for
Continuing Education (AGSB-CCE) was established to
complement the existing Ateneo-BAP Institute of Banking, a
consortium between the Ateneo de Manila University and the
Bankers Association of the Philippines. It was initially known
as the Basic Leadership Program (BLP) until the name was
changed to Continuing Professional Education (CPE) and then
finally, to Center for Continuing Education (CCE).

Under AGSB, CCE takes an active role in addressing specific

industry concerns that require immediate, purposeful, and
focused response. As an industry resource and partner,
CCE offers continuing professional development programs
that are workplace-based with immediate take-away value.
Methodologies are based on business simulation, practical
exercises and applications, case analyses, and focused
discussions. Courses are designed, developed and delivered by
industry practitioners who are noted experts in their respective
fields. Together, AGSB and CCE support the Ateneo mission to
promote excellence, integrity and service.
WHO SHOULD
ATTEND?
This course is designed for people involved
in making deals and doing transactions which
involve a lot of influencing and persuasion. This
course will be more appreciated by senior sales
personnel (key account managers/team leaders,
supervisors, business managers, and executives)
and even non-sales personnel, who have to deal
with other persons, groups, or institutions and
come up with resolutions.
OBJECTIVES
Successful completion of this module enables the participant to:
Get a clear and basic understanding of what negotiation is: Why
and when to negotiate;
Learn and try to master the negotiation model process and
implement it effectively by developing a negotiation plan;
Learn to watch out for ploys and tactics of negotiators and how
to counter them; and
Build negotiation skills through practice and develop the core
skills of an effective negotiator.
NEGOTIATION SKILLS: PROGRAM OUTLINE
DEAL OR DEADLOCK I. Dynamics and Components

With the advent of the pandemic in our world today and the
II. Negotiations Model
limited face to face interaction of people as a consequence
thereof, the common misconception is that we don’t need to hone
III. What Counts Factors of a Successful Negotiator
our Negotiation skills even more, right? WRONG! The need for
developing our skills in the art and science of negotiation is even
IV. Applied Negotiating
more crucial and needed in these uncertain times as we will spend
more time communicating via Zoom, Google Meet, and other
V. Core Attributes of a Successful Negotiator
platforms. It is imperative that we practice our skills in negotiating
with our peers, colleagues, bosses, friends, neighbors and business
VI. Team Negotiating
partners as the world has now evolved into boundless transactions
and we need to get our thoughts, ideas and proposals across at
the most effective and efficient manner possible. With our course
on Negotiation Skills, you will be more aware and equipped with
tools that can help you overcome the difficulties in closing deals to
your advantage.

Negotiation Skills: Deal or Deadlock will share with you an insight

on what negotiation is all about. It will also include tips, strategies,
challenges and pitfalls in negotiating.
 RESOURCE
PERSON
Mr. Rogerick P. Fermin has successful general management experience across several industries
(FMCG, Telco, Building technologies, Food, Logistics) with a solid track record of growing revenues
and profitability of businesses in start-up and expansion mode.

Recently, he was the SVP Head of Commercial and Senior Vice President for Business Development
and Sales at Metropac Movers, Inc. logistics. Prior to this, his career includes holding top executive
positions in companies such as Conceptfoods Corporation (Ulalammm), as well as holding the
position of President at both My Solid Technologies Corporation (MyPhone) and Solidgroup
Technologies Corporation (MyHouse). His international stint was with BMS-Mead Johnson
Nutritionals (Thailand) as Regional Sales Training Head covering Thailand, Philippines, Malaysia/
Singapore, Vietnam and Indonesia. Currently, he is engaged in management consultancy and sales
ROGERICK P. FERMIN training and development with different clients and industries in the Philippines.

Mr. Fermin has a Bachelor’s degree in Economics from the Ateneo de Manila University.
 RESOURCE
PERSON
Mr. Ronald B. Zialcita has extensive experience in sales and distribution with the consumer goods
industry, the highlights of which have been in 1) general sales management, 2) sales training and
development, and 3) operations management of distributors.

His sales career began with Procter & Gamble, starting as an ex-truck salesman covering downline
stores, he had increasing responsibilities in field sales management covering major wholesalers and
the modern trade (key accounts). He further moved on, with the same company, to become the
sales training and development manager for the Philippines, Indonesia, and eventually Thailand.

He progressed through heading sales organizations of Universal Robina Corporation (Dairy Products
Division), Sampœrna International, Sara Lee Philippines, Wella Philippines, and Unisell Corporation.
RONALD B. ZIALCITA
He has been doing consulting work on sales training and development with companies in home/
personal care, automotive consumables, industrial adhesives, agri-feeds, telco, industrial equipment
parts, apparel industries, banking, and retail industries.

He has a Business Administration degree from Adamson University and a Masters in Business
Administration degree from De La Salle University.
NEGOTIATION SKILLS:
DEAL OR DEADLOCK
PROGRAM DETAILS

September 19-20, 2024

Thursday - Friday
9:00 am - 5:00 pm

Synchronous sessions via Zoom

Digital copies of the materials can be accessed through a shared drive

PROGRAM FEE

Php 11,000 (Early Eagle Rate valid until September 5, 2024)

Php 12,000 (Regular Rate)

*Schedules and prices may change without prior notice.

INCLUSIONS

● Digital Certificate of Completion

REGISTER NOW!
Kharla Villaflor
(+63) 917 7059465
(+63) 2 8830 2040
kvillaflor@ateneo.edu
sales.cce@ateneo.edu