About TableForce

Negotiation Training and Consulting

History
Experience
Global Reach
Philosophy
News

History

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 thirty countries.  TableForce has one of the most impressive client lists in the negotiation training industry and is called upon by companies such as Rockwell Automation, Ingersoll Rand, Pulte Homes, Honeywell, General Motors, Delco Remy, Mitsubishi and the PGA tour to provide a variety of services, including:

• Team Negotiation Training
• One-On-One Negotiation Training
• Negotiation Consulting
• Deal Review Sessions

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Experience 

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 50 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 companies and clients.

Besides practical negotiating experience, the partners at TableForce have continued their academic training to remain current with the latest negotiation techniques, such as earning certificates from Notre Dame University and the Kellogg School of Management at Northwestern University in advanced negotiation skills.

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Global Reach

TableForce is truly a global negotiations training firm.  The company has delivered negotiation training seminars to companies in more than thirty 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 on the world’s business stage.

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Philosophy

Customization
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 personnel on how to negotiate win-win outcomes, including the use 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”.  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.   You will be taken through 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, repetitive 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 do 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.

Ongoing Training
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 (Coming soon!)
• Online Social Networking -- See us on LinkedIn and YouTube! http://www.linkedin.com/companies/tableforce 
• Scholarly Links
• “Deal Review” and consulting support
• Articles and Videos on key topics

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News

Press Room
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.

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!

January 2010 VSR Magazine    Bill Garcia is featured as a thought leader in the Point-of-Sale (POS) industry.

2010 Ad Campaign   TableForce releases new advertising concept.

Links
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

Newsletters 
Click below to read the latest issues of our TableForce e-newsletter in pdf format. (Coming Soon!)

Social Media
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.

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• Join us at LinkedIn Groups

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