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Negotiation Training and Consulting
Global leaders in negotiation training and consulting, the founders of TableForce set out to turn their passion for negotiating and teaching into the most comprehensive and engaging negotiation seminar and negotiation workshop firm in the world. Since 1997, TableForce (formerly Garcia & Associates) has continued to provide “at the table” contract negotiation and negotiation training, and has served hundreds of companies on six continents in more than forty countries. TableForce has one of the most impressive client lists in the negotiation training industry and is called upon by companies such as Balfour Beatty, Rockwell Automation, Ingersoll Rand, Pulte Homes, Honeywell, Textron, TE Connectivity, CenturyLink and the PGA tour to provide a variety of services, including:
- Team Negotiation Training
- One-On-One Negotiation Training
- Negotiation Advising and Consulting
- Deal Review Sessions
TableForce offers just the right blend of academic training and practical negotiating experience. Many negotiation training firms take a purely academic approach using only “professional trainers”. TableForce clients learn from experienced contract negotiators who just happen to be trained in negotiation consulting and business management. The TableForce partners have more than 75 years of combined, practical hands-on contract negotiation experience. They have personally helped negotiate hundreds of millions of dollars in savings on behalf of their client companies.
Besides practical negotiating experience, the partners at TableForce have continued their academic training to remain current with the latest negotiation techniques, such as earning advanced negotiation skills certificates from Harvard Law School, MIT, Stanford University, Notre Dame University, and the Kellogg School of Management at Northwestern University.
TableForce is truly a global negotiations training firm. The company has delivered negotiation training seminars to companies in more than forrty countries on six continents. Many TableForce partners have lived and worked overseas. For example, Bill Garcia, born a U.S. citizen but raised in Latin America, is fluent in Spanish and conversational in Portuguese. Mark Kenczyk’s career has allowed him to become familiar with the Japanese language and business culture while living and working in Tokyo, Japan, and doing business throughout Asia. TableForce welcomes the opportunity to work with companies who have a global reach and the need to master negotiation skills on the world’s business stage.
At TableForce, it’s about apples-to-apples negotiation training. Whether you are a buyer or seller, all negotiation workshops are customized depending on your needs. Delivered onsite, the customized content and role-play case studies will instruct your employees on how to negotiate win-win outcomes, including the value of terms and conditions, to directly impact your company's bottom line beginning the very next day. All workshops are highly interactive and include a significant amount of negotiation role-play, without the use of “put me to sleep” PowerPoint slides. Participation is mandatory. More importantly, you won’t be left scratching your head trying to figure out how to apply canned "out of the box" negotiation training to your organization.
“Garcia's workshops transfer applicable knowledge to the learner in a dynamic classroom setting through the use of role-plays and other forms of experiential learning. I find these workshops to contain a high degree of instructional integrity.” Curtis Odom, M.Ed., Instructional Design, Invensys Training & Development (Former U.S. Navy Master Training Specialist)
Methodology & Process
Too often, sellers and buyers concede critical items during negotiation in an effort to “close the deal”, particularly price. They do not realize the impact on margins and costs, including “cost-of-sales” and “total ownership costs”. The proven TableForce negotiation methodology quickly and significantly impacts these areas. TableForce partners will conduct a series of in-depth interviews with key individuals from your organization. TableForce then develops customized workshops, including customized role-plays, which effectively transfer client specific and applicable negotiation skills to attendees (as confirmed by references).
First, the focus will be on negotiation fundamentals: Try, Plan, and Raise the Bar. From there, attendees learn a simple-to-use, repeatable process that allows attendees to categorize and value (hard dollars) the items attendees tend to concede or give away (“yield”) or protect and seek (“shield”). Attendees will learn how to “slow down on making concessions while getting items in return for any concessions they make”. They will learn a very unique win-win philosophy so they are prepared to sell any strategies and tactics they plan on using “internally” to senior management and internal stakeholders first.
TableForce prides itself on a continued learning style of negotiation training. This valuable learning emerges from real-time, on-the-job practice proceeded by solid classroom instruction. Following the negotiation seminars and workshops, students have access to a variety of negotiation resources to further enhance their learning experience. They’ll have access to real world examples of where TableForce training has lead to success at the negotiatiing table. This is delivered through:
- Follow-up Advanced and Refresher workshops
- White Papers
- Occasional e-newsletter
- TableForce Blog
- Online Social Networking -- See us on LinkedIn and YouTube: http://www.linkedin.com/company/tableforce
- Scholarly Links
- “Deal Review” and consulting support
- Articles and Videos on key topics
From time to time, TableForce will release information to the media about the company. Please feel free to reprint or redistribute any TableForce news releases. We ask that you reference TableForce.com and provide an active link to our site when applicable on any web pages, blogs, electronic newsletters, or online social media. Click below to read our press releases and other news releases. Use your browser's back button to return to our site.
UK Growth Continues TableForce partnerships with several multi-national companies continues to create tremendous growth in the UK with over 20 workshops already delivered and formally scheduled for calendar year 2018. This growth is anchored by our partnership with Balfour Beatty, a global infrastructure firm based in London. Other key clients include James Fisher & Sons, NCC Group, Meggitt, Glory Global and more.
Keynotes Soar! Bill Garcia scores a hole-in-one at the ReatailNOW Conference in the Fall of 2017. Link to Article
Fall 2015 A second major global provider of telephony and cloud based services engages TableForce for a complete negotiation skills based training curriculum.
Winter 2015 TableForce engages another Top 10 home builder for negotiation skills training following a slow recovery in the home building industry in the United States.
July 2013 Motorola Solutions and TableForce will be hosting a golf outing on July 22, 2013 benefiting the Wounded Warrior Project at the Indianwood Golf & Countryclub in Lake Orion, Michigan . Bill Garcia will be the MC and two TableForce Negotiating for Success workshops are among the many prizes.
November 2013 at MIT TableForce partners to attend Negotiation for Executives program at MIT.
January 2009 VSR Magazine Bill shakes it up in Aruba!
September 2009 VSR Magazine 5 Successful Negotiation Secrets
December 2009 IACCM Bill speaks to the IACCM in Bangalore, India
January 2010 Press Release TableForce is launched!
Bill Garcia is featured as a thought leader in the Point-of-Sale (POS) industry.
2010 Ad Campaign TableForce releases new advertising concept.
March 2010 Harvard Law School Bill and Mark completed the Program on Negotiation at Harvard Law School. Having attended similar programs at Northwestern University and Notre Dame, continuing education on the latest research and thinking as it pertains to negotiation is a critical objective of the partners at TableForce.
TableForce constantly monitors the media and Internet for news and information related to negotiation training. Check back often as we frequently add new links from various industry sources.
- IACCM International Association for Contract and Commercial Management www.IACCM.com
- NCMA National Contract Management Association www.ncmahq.org
- ABA American Arbitration Association www.ADR.org
- Harvard Negotiation Program www.pon.harvard.edu
- Institute for Supply Management www.ism.ws
- Purchasing.com www.Purchasing.com
Click below to read the latest issues of our TableForce e-newsletter in pdf format. (Coming Soon!)
TableForce understands the importance of delivering information fast. We believe that online social media is one of the best methods of providing real-time news, opinions and updates about the world of negotiating. Check back often as we’ll add additional social media platforms. You may need to be logged in to some social media sites to access our TableForce page.