Commercial and Business Insight

Konflik merupakan sesuatu yang tidak dapat dihindarkan dalam kehidupan. Bahkan sepanjang kehidupan, manusia senantiasa dihadapkan dan bergelut dengan konflik.  Ada beberapa pendekatan yang dapat digunakan ketika kita menyelesaikan konflik 1. Persuasi : Kita membujuk pihak lain yang berkonflik dengan kita agar setuju dengan pendapat kita.  2. Menunda : Tidak melakukan apapun dan berharap konflik tersebut akan selesai dengan sendirinya 3. Pemecahan Masalah : Pihak yang berkonflik berdiskusi untuk menemukan titik temu 4. Menyerah : Kita menyerah begitu saja terhadap pendapat / solusi pihak lain 5. Memaksakan solusi : Kebalikan dari menyerah, kita memaksakan kehendak kita 6. Tawar - Menawar : Sangat sering kita jumpai pada saat istri kita menawar harga ketika ke pasar 7. Arbitrasi : Pihak yang berkonflik menunjuk pihak ketiga untuk membuat keputusan seperti di pengadilan. 8. Negosiasi : Pihak yang berkonflik menyesuaikan posisi masing-masing dengan saling tukar menuka...

I need a 7% discount How often do we heard such thing in our commercial negotiation? How we usually respond on those request? Sometimes when the buyer/clients requesting for the small amount of discount in our proposal, we're very happy and instantly responding "Ok no problem, i can give you the discount" But do you know, just giving the discount away most often will turn the buyer to the greedy mode by asking more and more from your pocket. Because they think you give the things easily So how's the better way in responding such of request? It's better to put a condition upon your agreement in the proposal In my opinion below statement is much better "If you agree to buy more than 1,000 pieces of our products per month, with delivery time of 2 weeks, and provide testimonial of our products and services then i'll be happy to provide 7% discount you're requested" By saying this statement in our proposal, limiting the other parties t...

Strategi itu adalah suatu hal yang sangat penting bagi sebuah perusahaan baik besar ataupun kecil. Karena strategi akan menentukan arah organisasi dan bagaimana mereka merespon terhadap adanya suatu perubahan (teknologi, market behavior, competition,dll). Lalu sebenarnya apa definisi strategi itu? ​ Salah satu Strategist (Ahli strategi) paling populer di dunia yaitu Michael Porter : Strategi adalah suatu framework yang memberikan guidance/panduan bagi suatu organisasi untuk menentukan arah organisasinya. So why it's important? Masih ingat dengan beberapa perusahaan di bawah ini? Apakah yang membuat mereka gagal? Padahal mereka adalah perusahaan ternama di masanya ​ Ada suatu penelitian yg menarik dari Booz & Allen (Salah satu strategy consulting firm ternama, selevel dengan BCG, Bain, And McKinsey) bahwa turunnya nilai saham suatu perusahaan MOSTLY dikarenakan POOR STRATEGY dan LACK EXECUTION. Itulah kenapa kita perlu bisa memanage s...

Last week i have met a friend who are Director in one of MNC company. It has been a long time ago since we met for the last time. At beginning it was a light converse with some joke, and sharing about our recent activity, but our discussion is getting serious when he share about his recent negotiation failure. Fail means he is unable to reach his objectives, and practically give in with all the demand made by the other parties. He said that it's such big negotiation, and by this failure he has lost the income opportunity more than $ 10,000,000 for next 5 years. Having intense discussion, i found that he has made such what common negotiator failure. He fail to prepare his negotiation. It's not the first time that i found people come to the negotiation table without enough preparation. They just assume if the negotiation is as easy as like Persuading people. Preparation in the negotiation is very critical. Even though people has prepare their negotiation well enough, i can ...

In the commercial activity the word of Negotiating is commonly used mostly by Sales People when they meet the clients. When I meet my sales friends, the most interesting topic we are talking about is “I just negotiating with the client X so they will buy our solution”. But when I explore further about the negotiating he just made, I conclude that “He just haggling over the price”. Haggling is not negotiating. Haggling is about offering your products for a reduced margin. – you’re simply making price concession until buyer say yes. Negotiation, though, is about making getting something equal or higher value, in return of any concessions you make. Negotiation involve more than one variables and it’s about trading. A simple example, getting a buyer to place an extra order in return for giving them a slightly lower price. But to enter into a negotiation, all parties need to believe it is in their interest to do so. How often we found that a sales people believe they have a product ...

When I was younger (although I’m still quite young J ), one of my favourite activity besides riding a motorbike is mountain hiking. Even though I’m not an expert, I enjoy it tremendously – especially that moment when you reach the top – that breathtaking view and fresh air! It is a rarity for me, something I do not get to enjoy every day as a consequence of living in a big city.  I’ve hiked both small and big mountains and some of my favourites are Bromo, Panderman and Ijen to name of few. Hiking is quite a dangerous sport and an activity that you can’t just do impromptu. It requires detailed planning – studying the weather, preparing the right equipment & attire, food supplies, assess the route we would take etc. Before each hike, my colleagues and I would spend at least a couple of days to a week preparing to ensure we get it right, check and re-check that we have not left any scenario unprepared for. The bigger the mountain, the more preparation time required. ...

In the latest article I’ve figure out the first 2 step of mindset change using inside-out model that are : 1. Conduct situational assessment 2. Design Intervention considering 4 Level Influence Model Just to remind all of you, below is the illustration of 4 sequential step mindset change using inside-out model Step by Step of Mindset Change using Inside-Out Model  In this article, I’ll provide the next 2 step of mindset change that are : Implement the change and provide transformational coaching 1. Implement The Change First stage in the implementation plans is to define scope, objectives, and resources for each intervention we have designed. Then we need to define detailed implementation timeline for each intervention to have specific assignment, responsibility and accountability of each intervention. This is also used for excellence execution. Once the timeline is clearly defined, the big things is yet to come that is EXECUTION. Implementation of the cha...